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, growth, and evolution of our direct-to-consumer (D2C) channel. This role owns channel strategy, acquisition performance, profitability, vendor partnerships, and the customer experience across the D2C funnel. This is a highly visible leadership role with the opportunity to help rebuild and scale a growing distribution channel inside an established carrier. You will shape the operating model, advance the technology platform, and build a high-performing team that can grow with the business. This role partners closely across Field Operations, Marketing, Product, PMO, IT, Legal, Finance, and Sales to drive profitable growth and support broader transformation efforts across the organization.

Requirements

Bachelor's degree required, preferably in Business, Marketing, Finance, or a related field.
10+ years of experience in digital channel strategy, direct-to-consumer operations, or digital acquisition, including progression into strategic leadership roles.
5+ years of experience in a supervisor or manager capacity.
Proven track record of building and scaling a digital channel or D2C business, including ownership of P&L or channel-level financial accountability.
Experience building and leading teams through a channel’s lifecycle from startup to scale, including hiring, developing, and retaining talent in a high-growth environment.
Demonstrated experience managing complex vendor ecosystems and holding external partners accountable to timelines and performance expectations.
Experience designing and executing digital experiments, including A/B testing, holdout groups, and funnel optimization.
Strong Power BI skills, including the ability to build reports and analyze data.
Strong Excel skills and the ability to work with large datasets.
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

Insurance industry experience preferred; experience in high-volume digital businesses with clear unit economics and accountability for acquisition cost and conversion will also be considered.
Familiarity with TCPA compliance, consent management, and digital lead acquisition practices is preferred.

Responsibilities

Lead the strategy, performance, and day-to-day operations of GAINSCO’s direct-to-consumer channel, with accountability for growth, funnel conversion, acquisition cost, and profitability.
Build and scale a cost-efficient D2C operating model that balances acquisition expense, customer experience, growth, and long-term channel performance.
Own channel economics and performance against key business metrics, including D2C P&L outcomes and other defined KPIs.
Manage digital acquisition channels, vendor relationships, and structured testing efforts to improve performance and customer experience.
Lead platform delivery and serve as a primary business partner across the technology and data vendor ecosystem supporting the D2C channel.
Design and execute digital experiments, including A/B testing, holdout groups, and funnel optimization, using results to guide channel strategy and investment decisions.
Partner with Marketing to strengthen organic acquisition efforts, including SEO and emerging search strategies, while monitoring performance and identifying opportunities to improve conversion.
Understand the compliance and regulatory environment for the D2C channel and proactively identify risks, mitigation opportunities, and required controls.
Establish clear channel reporting and communicate results, risks, insights, and recommendations to operational leaders and executive stakeholders.
Partner across the organization to align D2C execution with segmentation, marketing strategy, technology delivery, and broader business goals.
Build, lead, and develop a growing D2C team across areas such as program management, analytics, and channel operations.
Drive accountability, performance management, employee engagement, and talent development as the channel scales.