AVP Direct to Consumer

GAINSCO•Richardson, TX

1d•Hybrid

About The Position

GAINSCO is seeking an AVP, Direct to Consumer Sales to lead the strategy, development, growth, and evolution of our direct-to-consumer channel. This leader will have accountability for channel strategy, digital acquisition performance, profitability, vendor partnerships, and the customer experience across the D2C funnel. This is a highly visible, hands-on leadership opportunity to help build and scale a strategically important distribution channel within an established property and casualty insurance carrier. The AVP will shape the operating model, influence technology and platform development, guide marketing and acquisition investments, and build the talent and capabilities needed to support profitable long-term growth. The role partners closely with Field Operations, Marketing, Product, PMO, IT, Legal, Compliance, Finance, and Sales. The successful candidate will combine strong D2C and digital acquisition expertise with property and casualty insurance experience, financial discipline, executive presence, and the ability to lead through ambiguity while remaining close to execution.

Requirements

Bachelor's degree required, preferably in Business, Marketing, Finance, or a related field.
10 or more years of progressive experience in digital channel strategy, direct-to-consumer operations, or digital acquisition, including experience in strategic leadership roles.
5 or more years of people leadership experience in a supervisor, manager, or senior leadership capacity.
Property and casualty insurance industry experience is required.
Experience within personal auto insurance and direct-to-consumer distribution is strongly preferred.
Demonstrated experience building, rebuilding, or scaling a direct-to-consumer or digital acquisition channel, either through direct ownership or significant leadership participation.
Proven experience managing channel economics and financial performance, including accountability for acquisition cost, funnel conversion, growth, profitability, and P&L or comparable business results.
Experience managing complex digital acquisition channels, vendors, platforms, or external partner relationships, including accountability for performance, timelines, and business outcomes.
Experience leading or playing a significant role in digital experimentation, including A/B testing, holdout groups, funnel optimization, and using results to inform business decisions.
Experience building, scaling, or leading teams in a high-growth, startup, transformation, or channel build-stage environment.
Demonstrated success leading cross-functional initiatives involving teams such as Marketing, Product, Technology, Finance, Legal, Compliance, Sales, and Operations.
Experience leading in an environment where systems, processes, technology, and channel capabilities were still being developed.
Familiarity with TCPA requirements, consent management, digital lead acquisition, and related regulatory or compliance considerations.
Strong working knowledge of Power BI and Excel, with the ability to interpret channel reporting, analyze large datasets, identify performance trends, and make data-informed business decisions.
Strategic thinker who looks beyond current targets to identify the next opportunity for channel growth and improvement.
Strong data literacy, with the ability to independently interpret funnel performance, identify issues, and make operational decisions.
Comfortable operating in an environment where infrastructure and channel capabilities are being built at the same time.
Executive presence, with the ability to represent the D2C channel credibly with senior leaders and external partners.
Strong cross-functional collaboration skills, with the ability to maintain momentum across multiple workstreams in a matrixed environment.
Clear, direct communication skills, including the ability to translate operational complexity into executive-ready reporting.
Customer-centric mindset with a focus on delivering a differentiated consumer experience.
Demonstrated ability to build teams, develop talent, and lead through change with accountability and strong performance standards.

Nice To Haves

Experience within personal auto insurance and direct-to-consumer distribution is strongly preferred.

Responsibilities

Lead the strategy, development, performance, and day-to-day direction of GAINSCO’s direct-to-consumer channel, with accountability for growth, acquisition cost, funnel conversion, profitability, and customer experience.
Partner with IT, PMO, Product, and other stakeholders to define business requirements and help build scalable technology and operational capabilities supporting the D2C channel.
Translate proof-of-concept findings, market performance, and customer data into recommendations for future-state expansion, platform enhancements, and channel investment.
Develop testing and acquisition strategies across digital marketing channels, lead sources, and customer segments to support profitable growth.
Maintain full accountability for D2C financial performance while partnering across the organization on shared technology, platform, compliance, and execution responsibilities.
Build and lead a small, growing team while remaining directly involved in channel analysis, decision-making, vendor oversight, and performance improvement during the channel’s build stage.