DTC Ecommerce Growth Lead

Job Description

Bulletproof is seeking an experienced DTC Ecommerce Growth Lead for a three-month, full-time contractor engagement to provide interim leadership of Bulletproof.com while the current DTC leader is on leave.

This person will be responsible for maintaining business continuity, owning DTC performance, directing agency and internal execution, and identifying near-term growth opportunities across acquisition, retention, subscription, site conversion, merchandising and innovation.

This is not primarily a hands-on production role. The contractor will set priorities, make commercial decisions, challenge assumptions, connect execution to business economics, and hold partners accountable for results.

In summary, this is a three-month, full-time interim leadership assignment with real business ownership. The successful contractor will step into an established DTC business, lead performance and forecasting, oversee a specialized DTC agency, guide paid acquisition across Google and Meta, supervise an experienced ecommerce operator, and help identify the next sources of profitable growth. The expectation is to quickly understand the economics of the business, focus the organization on the few things that matter most, and leave behind a stronger operating system and roadmap than the one inherited.

Additional Information:

• Hourly contract rate: $50-$75/hour
• Weekly hours: 30-40 hours per week, planned to start ASAP.
• This is a fully remote contract role; candidates can be located anywhere within the United States.

Key Responsibilities:

• Protect business continuity: Ensure forecasting, promotions, launches, site operations, retention programs, paid media and reporting continue without disruption.
• Own DTC business performance: Maintain clear visibility to revenue, margin, traffic, conversion, AOV, subscriptions, retention and acquisition performance, and proactively identify gaps versus forecast.
• Lead and hold the contracted agency accountable: Translate Bulletproof priorities into clear agency direction, manage scope and SLAs, prioritize work, challenge recommendations and ensure execution drives measurable business impact.
• Accelerate the path back to growth: Identify and validate the highest-value revenue opportunities across acquisition, retention, subscription, merchandising, CRO, product prioritization and innovation.
• Leave the business stronger: Provide documented learnings, decisions, outstanding risks and a prioritized forward roadmap for the returning DTC leader.
• Weekly S&OE
  • Maintain and update the weekly DTC revenue outlook and item-level forecast.
  • Review actual performance versus forecast and identify risks and opportunities early enough to act.
  • Forecast expected performance by core product/category, promotional period, subscription revenue, paid acquisition contribution and major innovation launches.
  • Incorporate current traffic, conversion, AOV, inventory and media trends into the forecast.
  • Partner with Operations to understand inventory constraints, OOS risks and product availability.
  • Recommend interventions when weekly run rate falls behind expectation.
• Monthly S&OP / Rolling Forecast
  • Own item-level DTC forecasting, including base business, promotions, subscriptions, innovation and seasonality.
  • Maintain and improve the rolling 12-month forecast rather than rebuilding it unnecessarily during the engagement.
  • Translate changes in demand into inventory, media and commercial actions through monthly S&OP.
  • Document assumptions, upside/downside scenarios, major risks and opportunities.
• Monthly Business Performance Review
  • Own preparation of the DTC Monthly Business Review and ensure it explains business performance rather than simply reporting activity.
  • Cover revenue vs. plan/LE/prior year; contribution margin; traffic; CVR; AOV; new vs. returning mix; paid acquisition and CAC; subscription adds, active base and churn; repeat purchase; product/category performance; innovation; promotional effectiveness; CRO and creative learnings.
  • Provide a clear executive “So What?” with recommended actions and decisions.
• Agency Leadership
  • Serve as the primary internal business owner for the agency across retention, CRO, website support, and AIO.
  • Translate business priorities into clear agency briefs and maintain a prioritized roadmap across workstreams.
  • Hold the agency accountable to scope, SLAs, quality standards and agreed business outcomes.
  • Lead business reviews and challenge recommendations that do not align with margin, LTV, inventory, brand strategy or product priorities.
  • Ensure tests generate useful learning and quantified business impact, not activity for activity’s sake.
  • Escalate performance, quality or timing issues appropriately and ensure learnings/documentation remain inside Bulletproof.
• Paid Media Leadership – Google & Meta
  • Oversee Google and Meta strategy, budget allocation and performance with sufficient technical depth to challenge agencies and operators.
  • Review spend, CAC/nCAC, ROAS, NTB, conversion, revenue and contribution margin through a business-economics lens, not ROAS alone.
  • Evaluate product-level paid media economics and determine which products merit acquisition investment based on margin, conversion, repeat behavior, subscription potential and LTV.
  • Connect acquisition investment to downstream customer quality and retention.
  • Ensure creative testing is concentrated behind strategically prioritized products rather than spread thinly across the portfolio.
• Retention, CRM & Subscription Strategy
  • Advance the shift from promo-first CRM toward segmented, value-driven lifecycle marketing.
  • Prioritize customer segments based on product affinity, purchase behavior, subscriber status, engagement, LTV and promotion dependency.
  • Monitor whether retention strategy is improving repeat purchase, time to second order, subscription conversion, early subscriber retention and revenue per recipient/customer.
  • Ensure educational content connects to product benefits, routines, replenishment moments and clear buying actions.
  • Monitor subscriber acquisition, first-renewal retention, cancellation and net subscriber trends.
  • Improve subscription attach, cancellation intervention, skip/pause/save behavior and cross-sell/multi-product subscription opportunities.
  • Evaluate subscription offer structures against both margin and churn, and ensure discontinued/OOS products have migration or substitution paths.
• Promotional Strategy & Effectiveness
  • Own the DTC promotional strategy and calendar, including offer architecture, discount depth, GWP, sampling and subscription offers.
  • Evaluate incremental revenue, contribution margin, customer quality and demand pull-forward to determine which promotions should be repeated, changed or eliminated.
  • Ensure the agency and the internal ecommerce team execute within approved promotional and margin guardrails.
  • Reduce reliance on broad discounting where evidence supports stronger value-led alternatives.
• Product Prioritization, Merchandising & Innovation
  • Manage discipline around which products receive disproportionate DTC investment.
  • Use product economics, customer demand, repeat behavior, margin and strategic relevance to prioritize paid media, creative, promotions, site placement and CRM support.
  • Define the 5-10 products deserving the greatest commercial support during the engagement.
• CRO, Site Experience & Senior Ecommerce Specialist Leadership
  • Prioritize the CRO roadmap based on potential business impact; approve test hypotheses and success criteria; review results and make scale / iterate / kill decisions.
  • Guide campaign priorities and ensure landing pages and PDPs reinforce campaign and product priorities.
  • Provide direction, prioritization and support to the Senior Ecommerce Specialist, who owns substantial hands-on execution across Shopify, launches, promotions, subscriptions, merchandising, QA, SEO/AIO implementation and vendor coordination.
  • Set weekly priorities, remove conflicting asks, make trade-offs when capacity is constrained and protect the Specialist from becoming an uncontrolled intake function.
  • Do not absorb or duplicate hands-on Shopify, QA or routine site administration unless business continuity requires temporary intervention.
• Customer & Cross-Functional Leadership
  • Represent the customer in DTC decisions by connecting quantitative performance with customer behavior, needs and friction points.
  • Ensure channel decisions improve both business economics and the consumer experience.
  • Serve as the DTC connector across Marketing/Brand, Creative, Finance, Operations & Supply Chain, Innovation/Product, Customer Care, IT/ERP, Analytics, the agency and other external partners.
  • Ensure DTC does not operate as an isolated channel and that commercial decisions reflect broader company priorities.

Qualifications

• 8+ years of experience in DTC ecommerce, growth or digital commerce, with prior ownership of a meaningful ecommerce P&L or revenue target.
• Strong Shopify-based DTC experience.
• Demonstrated performance marketing experience across Google and Meta.
• Strong command of CAC, ROAS, conversion, AOV, contribution margin and LTV.
• Experience with retention, lifecycle marketing and subscription businesses.
• Experience managing external ecommerce/performance agencies.
• Strong forecasting, commercial planning and analytical capability.
• Experience in consumer products / CPG strongly preferred.

Additional Information

Grupo Mariposa's mission is to nurture growth and foster sustainability within the global food and beverage industry. We are committed to excellence through disciplined management, innovative practices and dynamic culture that embraces change.

Grupo Mariposa is an equal-opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees.