Head of Growth - D2C & Omnichannel

the Sleep Company; Mumbai; On-site; INR 6,000,000 - 12,000,000; Full time

Job summary

The Sleep Company in Mumbai is seeking a Growth Head to own end-to-end growth for its D2C brand across website, marketplace and owned stores. You will drive revenue, acquisition and retention, building a unified growth engine that links online and offline channels.

You'll lead performance marketing, omnichannel initiatives, CRM and loyalty, plus analytics, experimentation and a high-performing team. The role demands hands-on leadership, strong CAC/LTV metrics, and collaboration with Product,

Qualifications

• 6–10 years in growth or digital marketing, with 3–4 years leading a team
• Experience in a D2C omnichannel brand (website + owned stores)
• Own end-to-end growth: acquisition, conversion, retention and revenue
• Strong command of CAC, ROAS, LTV, cohort analytics and funnel metrics
• Hands-on experience with Meta Ads, Google Ads, CRM tools and analytics platforms
• Experience managing agencies and a marketing budget of meaningful scale
• Strong leadership and stakeholder management

Responsibilities

• Own annual growth plan, revenue targets, marketing budget and channel mix
• Lead paid acquisition across Meta, Google and emerging channels
• Build the online-to-offline playbook: store locator, appointment booking, click-and-collect, local ads
• Own lifecycle marketing across WhatsApp, email, SMS and app
• Oversee influencer, content, SEO and community-led growth
• Set up dashboards, attribution models and growth review rhythm
• Hire, coach and develop a high-performing growth team

Skills

Growth marketing

Performance marketing

Omnichannel

CRM

Data analytics

Team leadership

P&L management

Education

MBA or marketing degree

Tools

Meta Ads

Google Ads

CRM tools

Analytics platforms

Job description

Growth Head: D2C & Omnichannel

Location: Mumbai

Experience: 6-10 years

About the Role

We are looking for a Growth Head to own end-to-end growth for a D2C brand that sells through its website, marketplace and its own retail stores. You will own revenue, customer acquisition and retention across online and offline channels, and build a growth engine that connects the two. This is a hands-on leadership role for someone who is equally comfortable reading a CAC dashboard and walking a store floor.

Key Responsibilities:

1. Growth Strategy and P&L

• Own the annual growth plan, revenue targets, marketing budget and channel mix
• Own the growth P&L, including CAC, ROAS, contribution margin and LTV: CAC
• Decide where the next rupee goes across paid, CRM, organic, influencer and store-led channels

2. Performance Marketing and Acquisition

• Lead paid acquisition across Meta, Google and emerging channels
• Build and manage the agency ecosystem; hold partners accountable to efficiency and scale
• Drive creative testing, funnel optimization and conversion improvements

3. Omnichannel and Store Growth

• Build the online-to-offline playbook: store locator, appointment booking, click-and-collect, local ads and hyperlocal campaigns
• Support new store launches with catchment-led marketing and track walk-ins, conversion and store-level CAC
• Work with Retail Ops to align offers, inventory visibility and customer experience across channels
• Create a unified view of the customer across web, app, store and marketplaces

4. CRM, Retention and Loyalty

• Own lifecycle marketing across WhatsApp, email, SMS and app
• Build loyalty, referral and repeat-purchase programmes
• Improve repeat rate, LTV and cohort retention through segmentation and personalization

5. Brand-Led and Organic Growth

• Oversee influencer, content, SEO and community-led growth
• Partner with the Brand team so performance and brand-building reinforce each other

6. Analytics and Experimentation

• Set up dashboards, attribution models and a weekly growth review rhythm
• Run structured experiments across the funnel and scale what works
• Work with Tech and Data on tracking, CDP and martech stack decisions

7. Team Leadership

• Hire, coach and develop a high-performing growth team
• Set clear OKRs and build a culture of ownership, speed and data-driven decisions
• Partner with Product, Tech, Retail, Merchandising, Finance and Brand leadership

Must-Have Requirements

• 6-10 years of experience in growth, performance or digital marketing, with at least 3-4 years leading a team
• Proven experience in a D2C brand with an omnichannel model (website plus owned retail stores)
• Has owned end-to-end growth (acquisition, conversion, retention and revenue), not just a single channel
• Strong command of CAC, ROAS, LTV, cohort analysis and funnel metrics
• Hands-on experience with Meta Ads, Google Ads, CRM tools and analytics platforms
• Experience managing agencies and a P&L or marketing budget of meaningful scale
• Strong leadership, stakeholder management and communication skills

Good to Have

• Experience with store launches, hyperlocal marketing or offline-to-online attribution
• Background in a premium, lifestyle, home, fashion or beauty category
• Exposure to marketplaces, quick commerce or international growth
• Experience scaling a brand from early stage to multi-city presence
• MBA or a degree in marketing or business (preferred, not mandatory)

Key Success Metrics

• Revenue growth across online and offline channels
• CAC, blended ROAS and contribution margin
• Repeat purchase rate, retention and LTV
• Store walk-in and conversion improvement
• Team strength and speed of execution