The Sleep Company - Growth Head - D2C & Omnichannel

Growth Head: D2C Omnichannel Brand

• Location: Mumbai
• Reports to: Founder
• Experience: 6 - 10 years
• Team: Performance, CRM, SEO, content and store marketing (direct and agency)

About the Role

We are looking for a Growth Head to own end-to-end growth for a D2C brand that sells through its website, marketplace and its own retail stores. You will own revenue, customer acquisition and retention across online and offline channels, and build a growth engine that connects the two. This is a hands-on leadership role for someone who is equally comfortable reading a CAC dashboard and walking a store floor.

Key Responsibilities

1. Growth Strategy and P&L:

• Own the annual growth plan, revenue targets, marketing budget and channel mix.
• Own the growth P&L, including CAC, ROAS, contribution margin and LTV: CAC.
• Decide where the next rupee goes across paid, CRM, organic, influencer and store-led channels.

2. Performance Marketing and Acquisition:

• Lead paid acquisition across Meta, Google and emerging channels.
• Build and manage the agency ecosystem; hold partners accountable to efficiency and scale.
• Drive creative testing, funnel optimization and conversion improvements.

3. Omnichannel and Store Growth:

• Build the online-to-offline playbook: store locator, appointment booking, click-and-collect, local ads and hyperlocal campaigns.
• Support new store launches with catchment-led marketing and track walk-ins, conversion and store-level CAC.
• Work with Retail Ops to align offers, inventory visibility and customer experience across channels.
• Create a unified view of the customer across web, app, store and marketplaces.

4. CRM, Retention and Loyalty:

• Own lifecycle marketing across WhatsApp, email, SMS and app.
• Build loyalty, referral and repeat-purchase programmes.
• Improve repeat rate, LTV and cohort retention through segmentation and personalization.

5. Brand-Led and Organic Growth:

• Oversee influencer, content, SEO and community-led growth.
• Partner with the Brand team so performance and brand-building reinforce each other.

6. Analytics and Experimentation:

• Set up dashboards, attribution models and a weekly growth review rhythm.
• Run structured experiments across the funnel and scale what works.
• Work with Tech and Data on tracking, CDP and martech stack decisions.

7. Team Leadership:

• Hire, coach and develop a high-performing growth team.
• Set clear OKRs and build a culture of ownership, speed and data-driven decisions.
• Partner with Product, Tech, Retail, Merchandising, Finance and Brand leadership.

Must-Have Requirements

• 6 - 10 years of experience in growth, performance or digital marketing, with at least 3 - 4 years leading a team.
• Proven experience in a D2C brand with an omnichannel model (website plus owned retail stores).
• Has owned end-to-end growth (acquisition, conversion, retention and revenue), not just a single channel.
• Strong command of CAC, ROAS, LTV, cohort analysis and funnel metrics.
• Hands-on experience with Meta Ads, Google Ads, CRM tools and analytics platforms.
• Experience managing agencies and a P&L or marketing budget of meaningful scale.
• Strong leadership, stakeholder management and communication skills.

Good to Have

• Experience with store launches, hyperlocal marketing or offline-to-online attribution.
• Background in a premium, lifestyle, home, fashion or beauty category.
• Exposure to marketplaces, quick commerce or international growth.
• Experience scaling a brand from early stage to multi-city presence.
• MBA or a degree in marketing or business (preferred, not mandatory).

Key Success Metrics

• Revenue growth across online and offline channels.
• CAC, blended ROAS and contribution margin.
• Repeat purchase rate, retention and LTV.
• Store walk-in and conversion improvement.
• Team strength and speed of execution.

Who Will Thrive Here

You are a builder who has taken a brand from one stage to the next. You are numbers first but understand brand, customers and store experience. You are comfortable owing to outcomes, making budget calls and managing both agencies and a team.