Performance Marketing Lead I Flo Mattress

Flo Mattress; Mumbai; On-site; INR 1,800,000 - 3,200,000; Full time

Job summary

Flo Mattress is seeking a Performance Marketing Lead to own and scale its digital customer acquisition engine from Mumbai-based offices. The role demands 5-10+ years of experience, deep expertise in Meta and Google Ads, and a track record of profitable growth across D2C channels.

You will manage large ad budgets, drive revenue growth, and optimize CAC/ROAS while collaborating with product, analytics, and engineering teams. This leadership role offers significant ownership and strategic impact.

Qualifications

• Experience managing digital ad budgets above ₹5 crore per month.
• Hands-on expertise in Meta Ads and Google Ads, including bidding and targeting.
• Ability to scale customer acquisition while improving efficiency and profitability.
• Strong analytical and problem-solving capabilities.
• Solid understanding of Shopify, GA4, attribution, tracking and CRO.
• Experience developing structured creative testing and experimentation programmes.
• Strong commercial understanding of CAC, ROAS, MER and margins.
• Balance strategic thinking with hands-on execution.
• High ownership, attention to detail and bias for action.

Responsibilities

• Own and scale paid acquisition across Meta, Google, YouTube and emerging digital channels.
• Manage large advertising budgets with accountability for revenue growth and CAC.
• Develop data-driven acquisition strategies across customer segments, geographies and product categories.
• Optimize campaign structures, bidding strategies, audience targeting and budget allocation.
• Lead attribution, measurement and cross-channel performance.

Skills

Paid media

Meta/Google Ads

CAC optimization

ROAS optimization

Analytics

Creative testing

Team leadership

Attribution tracking

Tools

Meta Ads

Google Ads

Shopify

GA4

Job description

Location: Mumbai (Work from Office)

Experience: 5-10+ years

Employment Type: Full-time

About Flo

Flo is one of India's fastest-growing and profitable D2C sleep brands, having served over 1.5 million customers and earned more than 150,000 customer reviews.

As we continue to scale towards becoming one of India's leading consumer brands, we're looking for exceptional talent to help drive our next phase of growth.

About the Role

We're looking for an exceptional Performance Marketing Lead to own and scale Flo's digital customer acquisition engine.

This is a high-impact role with direct responsibility for driving revenue growth, improving marketing efficiency and optimizing the customer acquisition funnel.

We're looking for someone who combines deep technical expertise in digital advertising with strong analytical capabilities, creative instincts and commercial acumen.

The ideal candidate is equally comfortable developing growth strategies, managing large advertising budgets, analyzing complex data and getting hands-on with campaign execution.

We're not looking for someone who simply manages agencies or advertising budgets. We're looking for someone who understands what drives profitable growth and knows how to make it happen.

Key Responsibilities1. Performance Marketing & Growth

• Own and scale paid acquisition across Meta, Google, YouTube and emerging digital channels.
• Manage large advertising budgets with accountability for revenue growth, customer acquisition costs and marketing efficiency.
• Develop and execute data-driven acquisition strategies across customer segments, geographies and product categories.
• Optimize campaign structures, bidding strategies, audience targeting and budget allocation.
• Identify opportunities to scale revenue while maintaining strong unit economics and profitability.

2. Conversion Rate Optimization

• Analyze and optimize the entire acquisition funnel, from impressions and clicks to add-to-cart, checkout and purchase.
• Work closely with website, product and technology teams to improve landing pages, product detail pages and checkout conversion.
• Identify conversion bottlenecks and develop structured experiments to address them.
• Lead A/B testing across creatives, landing pages, offers and customer journeys.
• Improve acquisition economics through better conversion rates, not just cheaper traffic.

3. Creative Strategy & Experimentation

• Collaborate with creative and content teams to develop high-performing advertising campaigns.
• Build a rigorous creative testing framework across hooks, messaging, formats and propositions.
• Use consumer insights and performance data to inform creative strategy.
• Identify winning creatives and scale them systematically.
• Leverage AI tools and automation to accelerate creative production, experimentation and optimisation.

4. Analytics, Attribution & Measurement

• Build robust reporting frameworks to monitor performance across channels and the acquisition funnel.
• Track and optimise CAC, ROAS, MER, conversion rates, contribution margins and other business-critical metrics.
• Develop a strong understanding of attribution, incrementality and cross-channel performance.
• Ensure accurate tracking and measurement across Shopify, GA4, Meta Pixel, Conversions API and Google Ads.
• Translate complex performance data into clear, actionable business recommendations.

5. Strategy, Innovation & Leadership

• Stay ahead of developments in digital advertising, AI-driven campaign optimisation and changing consumer behaviour.
• Continuously experiment with new platforms, campaign structures, bidding strategies and acquisition opportunities.
• Lead, mentor and develop a high-performing performance marketing team.
• Collaborate closely with brand, creative, analytics, technology and business teams.
• Establish a culture of accountability, structured experimentation and continuous improvement.

What We're Looking For

Must Have

• 5-10+ years of relevant experience in performance marketing, preferably within a high-growth D2C, e-commerce or consumer business.
• Demonstrated experience directly managing and optimizing digital advertising budgets exceeding ₹5 crore per month.
• Deep, hands-on expertise in Meta Ads and Google Ads, including campaign architecture, bidding, targeting and optimisation.
• Proven ability to scale customer acquisition while improving marketing efficiency and profitability.
• Strong analytical and problem-solving capabilities, with the ability to diagnose complex campaign and funnel performance issues.
• Solid understanding of Shopify, GA4, attribution, tracking and conversion rate optimisation.
• Experience developing and executing structured creative testing and experimentation programmes.
• Strong commercial understanding of CAC, ROAS, MER, contribution margins and customer acquisition economics.
• Ability to balance strategic thinking with hands-on execution.
• High ownership, attention to detail and a bias for action.

Good to Have

• Experience scaling performance marketing for a large Indian D2C or e-commerce brand.
• Experience marketing high-consideration consumer products.
• Familiarity with marketing mix modelling, incrementality testing and advanced attribution.
• Experience leveraging AI and automation to improve marketing performance.
• Experience building and leading performance marketing teams.

What Success Looks Like

• Sustainable growth in revenue and new customer acquisition.
• Improved marketing efficiency and contribution margins.
• Higher website conversion rates across key acquisition funnels.
• A scalable, data-driven creative testing and experimentation engine.
• Stronger measurement, attribution and cross-channel budget allocation.
• A high-performing, accountable performance marketing function.

Why Join Flo?

Scale: Work with one of India's fastest-growing D2C sleep brands, operating at significant scale.

Ownership: Take responsibility for one of the most important growth drivers of the business.

Impact: Your decisions will directly influence revenue, profitability and the experience of millions of consumers.

Entrepreneurial Culture: Work in an environment that values independent thinking, speed, experimentation and accountability.

Opportunity: Play a defining role in building one of India's leading consumer brands.

If you're someone who loves performance marketing, thinks beyond ROAS, enjoys digging into data and wants to build a truly scalable growth engine, we'd love to hear from you.