Senior Manager, DTC Growth & Merchandising

Sonos•Boston, MA

3d•$150,000 - $188,000•Hybrid

About The Position

Sonos is seeking an experienced DTC Growth & Merchandising leader to manage the entire customer journey on sonos.com, from demand generation to conversion. This role integrates demand creation (campaigns, merchandising, brand storytelling, new features) with growth disciplines (funnel optimization, experimentation, measurement, technical aspects of paid media). The position is hybrid, requiring candidates to live within commuting distance of Santa Barbara, Los Angeles, Seattle, Boston, or New York. This is a player-coach role where the individual will lead a team of three, own the growth strategy and experimentation agenda, and be accountable for DTC commercial outcomes. The ideal candidate is proficient in both marketing and product aspects, capable of directing brand campaigns and merchandising strategies, as well as designing tests, analyzing data, and diagnosing conversion issues. The role balances the demands of a campaign calendar with the long-term work of experimentation and measurement.

Requirements

7+ years in growth product management, digital marketing, ecommerce, or DTC commercial roles, ideally at a DTC brand, consumer electronics company, or high-velocity membership/subscription business.
2+ years of people management experience, with a track record of developing individuals and raising team performance across multiple disciplines.
Demonstrated ownership of funnels and compounding lift, building programs that consistently ship and learn.
Range across both marketing campaigns/merchandising and experimentation/ad tech/measurement.
Deep fluency in the paid-acquisition-to-product-experience seam, including ad tech (pixel health, signal quality, event scoring, feed optimization) and connecting spend to on-site outcomes.
Statistical fluency: ability to design experiments, size samples, evaluate significance, and make data-driven decisions.
Hands-on experience with modern marketing measurement (MTA, MMM/econometrics, incrementality testing) and translating outputs into action.
Strong understanding of on-site merchandising, content strategy, and organic discovery (SEO/GEO).
A product-led growth mindset.
Intuition for user psychology and designing user flows.
Comfort with AI-accelerated ways of working.
Clear, compelling communication skills, making complex analysis accessible to senior stakeholders.
Naturally cross-functional, building trust and driving alignment across marketing, product, data, creative, and commercial teams.
Authorized to work for any US employer, both now and in the future.

Nice To Haves

Experience at a membership, subscription, or loyalty-driven DTC brand.
Familiarity with Sonos products and the connected home / audio category.
Background spanning both mobile and web acquisition and onboarding funnels.

Responsibilities

Lead, coach, and develop a team of three (two Merchandising Managers and an SEO/GEO Manager), setting goals, fostering growth, and managing performance and career development.
Own the operating model for demand, growth, and discovery functions, including prioritization, briefing, resourcing, testing, and measurement.
Balance team capacity between the campaign calendar and the experimentation/measurement agenda.
Represent the function in leadership meetings and business reviews as the senior owner of demand and conversion outcomes.
Act as the liaison between marketing programs and DTC revenue, ensuring a clear connection from marketing activities to qualified traffic, engagement, conversion, and repurchase.
Partner with web analytics to build funnel reporting and translate insights into actionable recommendations.
Collaborate with marketing science to interpret and apply attribution, media-mix modeling, and incrementality testing.
Own the Go-To-Market calendar, planning and managing promotions and new product introductions.
Define strategies to increase onsite brand and culture marketing to create desire and encourage repeat visits.
Establish a merchandising approach that builds awareness and comprehension of the Sonos platform ecosystem.
Elevate content storytelling and education across the funnel to express the brand premiumly and reinforce system-minded consideration and purchase.
Own the connection between off-platform and on-platform messaging efficacy.
Partner with marketing and martech to maintain the technical health of the ad ecosystem (pixel integrity, event scoring, signal quality).
Oversee product feed health across channels (Google Merchant Center, Meta catalog, emerging marketplaces).
Oversee organic discovery strategy through SEO and emerging AI-driven discovery (GEO).
Identify conversion leverage points across the full customer journey and drive improvements.
Own the end-to-end consumer funnel, identifying and removing friction from first touch through purchase and post-purchase activation.
Lead the optimization of orienting less-familiar shoppers to Sonos' core value proposition.
Build and run a high-velocity growth experimentation program with hypothesis-driven A/B and multivariate tests.
Partner with Ecommerce Product Management and Site Production to optimize product presentation, category architecture, search, and content strategy for commercial performance.
Identify and prioritize site-experience improvements that directly contribute to revenue goals.

Benefits

Medical, Dental, and Vision Insurance
A 401(k) plan with company matching and immediate vesting
An Open Time Off policy (OTO)
80 hours of sick time upon hire, refreshed annually
Up to 12 paid holidays per calendar year
Generous paid leave program for new parents or to care for a family member with a serious health condition
Short- and long-term disability for your own medical condition
Company-paid Disability, Life, and AD&D Insurance
Voluntary benefits, including Voluntary Life, AD&D, Accident, and Pet Insurance
Mental health benefits
A generous employee discount program
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