D2C Business Head

Role Overview

We are looking for a D2C Business Head to take complete ownership of the company’s Direct-to-Consumer business across its website and mobile app.

This is a high-ownership, build-and-scale role. The D2C business is currently at an early stage, and the mandate is to build the growth engine, scale revenue, and create a high-performing D2C organisation from the ground up.

The role will work closely with the CEO and will be responsible for driving the overall D2C business by holding cross-functional teams accountable across traffic acquisition, conversion, campaign management, customer experience and fulfilment.

The ideal candidate will be a hands-on business builder who is comfortable operating in an entrepreneurial environment, making decisions quickly and personally driving execution.

Key Responsibilities

1. D2C Business & Revenue Ownership

• Own the overall D2C business and revenue growth across the website and mobile app.
• Develop and execute the D2C growth strategy in line with business objectives.
• Own key business metrics including revenue, conversion, CAC, AOV, repeat rate and customer LTV.
• Identify opportunities to improve growth, profitability and customer retention.
• Build the D2C business from its current early stage into a meaningful revenue channel.

2. Traffic Acquisition & Growth

• Drive customer acquisition through digital and performance marketing channels.
• Work closely with marketing teams/agencies to optimise acquisition efficiency and scale traffic.
• Identify new acquisition channels, audiences and growth opportunities.
• Ensure marketing investments translate into sustainable revenue growth.

3. Conversion & Customer Experience

• Own the website and app conversion funnel.
• Identify and address drop-offs across the customer journey.
• Drive CRO, UX optimisation, A/B testing and merchandising improvements.
• Improve product discovery, checkout experience and overall digital customer experience.

4. Campaign & Promotional Strategy

• Develop the D2C campaign calendar and sales strategy.
• Create website/app-specific offers, promotions and sales events.
• Experiment with different pricing, offers, bundles and promotional mechanics.
• Track campaign performance and continuously optimise for revenue and profitability.

5. Cross-Functional Ownership

• Act as the business owner for the D2C channel and hold shared functions accountable for outcomes.
• Work closely with marketing, technology, product, merchandising, customer service and operations teams.
• Ensure fulfilment and delivery performance meets customer expectations.
• Identify operational bottlenecks affecting the D2C customer experience and drive resolution.

6. Team Building

• Build and develop the D2C team from the ground up.
• Identify critical capabilities required to scale the business.
• Hire, manage and develop high-performing team members.
• Establish clear ownership, metrics and performance culture.

Candidate Requirements

• 10+ years of relevant experience, with significant experience in D2C / e-commerce / digital businesses.
• Proven track record of owning and scaling a D2C or digital business, rather than only managing a single function.
• Strong understanding of performance marketing, customer acquisition and digital growth.
• Hands-on experience with website/app conversion, CRO and customer funnel optimisation.
• Experience developing and executing digital campaign and promotional strategies.
• Strong commercial orientation with experience managing revenue and business KPIs.
• Demonstrated ability to build a business/team from an early stage or near-zero base.
• Comfortable working cross-functionally and holding shared teams accountable for business outcomes.
• Highly hands-on, entrepreneurial and execution-oriented.
• Strong analytical and problem-solving skills, with the ability to make data-driven decisions.
• Experience in consumer-facing categories such as fashion, apparel, beauty, lifestyle, wellness or other D2C businesses would be an advantage.
• Willingness to work from Bangalore.

What We Are Looking For

The ideal candidate is a builder, not just a manager — someone who thrives in ambiguity, takes ownership, moves quickly and is comfortable personally driving execution.

This role is best suited to someone who has demonstrated the ability to take a D2C business from an early stage and build a scalable growth engine across acquisition → conversion → campaigns → customer experience → revenue.