Director, Acquisition Strategy - Norton

Gen Digital•Mountain View, CA

2d•Hybrid

About The Position

This role owns the end-to-end Brand (or Portfolio) customer acquisition strategy, bringing brand-level, full-funnel thinking to how demand is created, captured, and converted across channels (owned, earned, paid) and geographies. The Director will drive growth by identifying high-intent opportunities, closing acquisition gaps, and unlocking bookings through smart use of audience, pricing, promotions, messaging and cross-channel flows, while balancing global scale with local market needs. With strong analytical rigor and a test-and-learn mindset, this role connects competitive insight, category demand, and funnel performance to clear decisions that improve conversion, lifetime value, and long-term brand growth.

Requirements

10-15 years experience leading customer acquisition or growth strategy across owned, earned and paid channels, with ownership of planning cycles, performance goals, and measurable outcomes.
Strong track record of driving efficient growth through audience strategy, funnel optimization, and investment prioritization tied to CAC, volume, and revenue targets.
Obsessively curious about the use of AI in brand and growth marketing; track record of using AI to advance work
Experience having oversight for significant acquisition budgets with disciplined, data-driven optimization across in-quarter and annual horizons.
Advanced analytical rigor, with the ability to translate complex performance data into actionable insights, strategic recommendations, and clear executive storytelling.
Experience with MMM models and attribution tools like RockerBox or Marketo
Demonstrated success identifying and scaling high-intent acquisition opportunities across journeys, channels, and geographies.
Global or multi-geo experience developing localized acquisition strategies that account for market dynamics, demand patterns, and competitive landscapes.
Deep understanding of campaigns, messaging, offers, pricing, and promotional levers and how they influence acquisition and conversion performance.
Strong test-and-learn mindset, with experience designing, evaluating, and scaling acquisition experiments across channels, formats, and regions.
Strategic, forward-looking leader who anticipates what’s next, brings bold ideas, and advocates for growth opportunities.
Collaborative partner with cross functional teams such as media & performance, CRO, Product, Marketing, and CRM teams, focused on connecting acquisition strategy to long-term customer value and business impact.
Visionary leader with a strategic mindset and a passion for leveraging data to drive decision making.
Ability to thrive in a fast-paced, high-tech environment and manage complex problem.

Nice To Haves

Preferable to have experience in a subscription online and mobile business.

Responsibilities

Own the end-to-end customer acquisition strategy, grounded in brand-level, full-funnel thinking and designed to drive efficient growth, bookings, and units across channels, products, and geographies.
Lead annual and quarterly acquisition planning, defining objectives, cross-channel roles, investment mix, success metrics, and testing roadmaps aligned to category demand, brand acquisition goals, and business priorities.
Partner closely with the Media & Performance teams to set goals, monitor performance and guide optimizations through high-level objectives and metrics.
Establish and evolve cross-channel flows and metrics, ensuring clear understanding of how channels work together across the funnel and where acquisition impact is created or constrained.
Drive strategic decisions on audience segmentation, channel mix, geo mix, and portfolio priorities, balancing global scale with regional opportunities, unique market needs, and localized demand dynamics.
Identify and continuously address gap-fill acquisition opportunities, proactively reallocating focus and investment to close performance gaps and capture incremental demand.
Design, prioritize, and evaluate acquisition tests across channels, formats, journeys, and geographies, maintaining an overall view of experimentation across the brand and guiding decisions on scaling.
Partner with Brand, Campaigns, and Product Marketing teams to align acquisition strategy with product focus, messaging, pricing, and promotional levers that accelerate demand capture and conversion.
Identify and scale high-intent acquisition opportunities across the customer journey, including cart and checkout abandonment, app store and marketplace journeys, and other touchpoints.
Understand competitors and impact within channels and acquisition journeys to uncover acquisition opportunities and inform differentiation and investment strategy.
Develop geo-specific acquisition strategies that reflect market maturity, category demand, and competitive intensity while also supporting broader brand objectives.
Drive and prioritize key initiatives to unlock bookings and units in partnership with the media & performance team.
Partner closely with CRO, Analytics, and CSM teams to connect acquisition strategy to funnel performance, retention, lifetime value, and downstream customer outcomes.
Deliver regular brand acquisition performance updates and forward-looking insights, clearly signaling risks, opportunities, and levers for near-term optimization and long-term growth.
Bring AI tools and usage to the work, driving growth and efficiency.
Manage a small team of global and regional acquisition professionals.