Director, Demand Capture

About the Role

Key Responsibilities

• Lead the Demand Capture pillar of the MPS strategy, maximizing customer acquisition efficiency while balancing portfolio/channel mix for long-term profitability.
• Own and optimize PLA, Paid Search, and Affiliate programs with an eye toward efficiency, customer quality, and LTV uplift.
• Identify and launch new lower-funnel demand capture channels, with an emphasis on scalable growth.
• Partner with Product, Data Science, and Analytics to build AI-enabled bidding, targeting, and forecasting models for improved ROI and operating leverage.
• Set and deliver KPIs for acquisition volume, CAC, payback periods, and retention.
• Operate at depth uncovering performance drivers through detailed auction analysis, competitive monitoring, and customer path-to-purchase insights.
• Act quickly on market signals, rapidly testing and scaling winning tactics while cutting underperformers.
• Measure and communicate each channel's contribution to gross margin, OPEX leverage, and long-term CCP growth.
• Ensure all demand capture tactics reinforce Chewy as the destination, not just a transaction point, but shifting behavior toward repeat engagement and subscription adoption.
• Integrate cross-sell and upsell opportunities tied to Autoship, Chewy+, and app engagement.
• Collaborate with lifecycle marketing to turn new customers into high-value repeat buyers.
• Partner with Social, SEO, and CRM leads to ensure a seamless funnel from awareness through conversion.
• Influence budget allocation decisions in partnership with Finance and Strategy to optimize for both growth and efficiency.
• Report out on progress to senior leadership, translating data into clear narratives and recommendations.
• Build and mentor a high-performing team of channel experts who can execute with speed, precision, and innovation.
• Create a culture that embraces AI tools, automation, and systematic testing to continuously improve results.

Requirements

• 10+ years of experience in performance marketing, with significant time managing PLA, Paid Search, and Affiliate channels.
• Proven track record of scaling acquisition channels profitably in a high-growth e-commerce or retail environment.
• Deep expertise in auction-based buying, attribution modeling, and AI-powered optimization.
• Strong analytical skills and a history of using data to influence senior-level decisions.
• Experience launching new performance channels and integrating them into a multi-channel portfolio.
• Inspirational leadership style with the ability to drive urgency, accountability, and results.

Nice to Have

• Experience working in a fast-paced, high-growth e-commerce or retail environment.
• Familiarity with AI tools, automation, and systematic testing in marketing.

Qualifications

• Educational background not explicitly specified in the description.

Benefits & Perks

• Opportunity to lead a key growth function at Chewy and make a measurable impact on company growth.
• Work in a company passionate about delivering the best pet experience in the world.
• Be part of a team that values speed, depth, and customer obsession.