Director, Demand Capture Director, Demand Capture

Chewy

Boston, MA

Full Time

Director

17 days ago

Job Description

About the Role

The Director of Demand Capture at Chewy is responsible for owning and optimizing performance marketing channels such as PLA, Paid Search, and Affiliate programs to drive profitability, efficiency, and customer lifetime value. The role involves identifying new demand capture channels, partnering with cross-functional teams to build AI-enabled models, and leading performance management to meet key KPIs. The position emphasizes customer-centric execution, collaboration with marketing and finance teams, and team development to foster a culture of innovation and automation in performance marketing.

Key Responsibilities

Own and optimize PLA, Paid Search, and Affiliate programs with an emphasis on efficiency, customer quality, and LTV uplift.
Identify and launch new lower-funnel demand capture channels that are scalable.
Partner with Product, Data Science, and Analytics teams to develop AI-enabled bidding, targeting, and forecasting models for improved ROI.
Set and deliver against KPIs such as acquisition volume, CAC, payback periods, and retention.
Conduct detailed auction analysis, competitive monitoring, and analyze customer path-to-purchase to uncover performance drivers.
Test and scale winning tactics quickly while cutting underperformers based on market signals.
Measure and communicate each channel's contribution to gross margin, OPEX leverage, and long-term growth.
Ensure demand capture tactics promote repeat engagement and subscription adoption, integrating cross-sell and upsell opportunities.
Collaborate with Social, SEO, and CRM teams to ensure a seamless funnel from awareness to conversion.
Influence budget allocation decisions in partnership with Finance and Strategy teams.
Report progress to senior leadership with clear data-driven narratives and recommendations.
Build and mentor a high-performing team of channel experts, fostering a culture that embraces AI tools, automation, and systematic testing.

Requirements

10+ years of experience in performance marketing, 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 with experience using data to influence senior-level decisions.
Experience launching new performance channels and integrating them into a multi-channel portfolio.
Inspirational leadership style capable of driving urgency, accountability, and results.

Nice to Have

Experience in a high-growth e-commerce or retail environment.
Experience with AI tools, automation, and systematic testing in marketing.
Ability to influence cross-functional teams and senior leadership.

Qualifications

Not explicitly specified beyond 10+ years of experience in performance marketing.

Benefits & Perks

Not explicitly specified in the description.

Working at Chewy

Chewy is passionate about delivering the best pet experience in the world. The company values speed, depth, customer obsession, innovation, and a culture that embraces AI tools, automation, and systematic testing to continuously improve results.

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