Retention Marketing Lead

Dentalkart; Chattarpur; On-site; INR 4,000,000 - 7,500,000; Full time

Job summary

Dentalkart, India's leading online dental marketplace, seeks a senior leader to own retention, lifecycle marketing and LTV-driven growth. You will shape journeys across email, messaging, WhatsApp, and in-app channels to drive repeat purchases and revenue growth.

With 7+ years in retention/CRM for ecommerce, you will analyze cohorts, optimize LTV-to-CAC, and collaborate with Merchandising on replenishment and offers. This is a strategic leadership seat in a fast-growing dental supply platform.

Qualifications

• MBA or PGDM from a top institute.
• 7+ years in retention CRM or lifecycle marketing for ecommerce/subscription platforms.
• Hands-on experience with MoEngage, CleverTap, WebEngage or Braze and multi-channel orchestration.
• Strong command of cohort analysis, retention economics and LTV calculations.
• Proven ability to move repeat rate, retention or lifetime value with data.

Responsibilities

• Own LTV and LTV-to-CAC metrics, optimize retention economics.
• Build lifecycle journeys across channels (email, messaging, push) tied to buying cycles.
• Segment customers (RFM, practice type, B2B vs consumer) and run targeted programs.
• Identify funnel drop-offs and deploy nudges to recover revenue.
• Develop a reactivation and win-back engine for dormant customers.
• Establish a retention metric stack and align org around it; partner with Merchandising for offers.

Skills

CRM platforms

Lifecycle marketing

Cohort analysis

Retention economics

Multi-channel orchestration

Education

MBA or PGDM

Tools

MoEngage

CleverTap

WebEngage

Braze

Job description

Chattarpur, India | Posted on 09/02/2026

Team:

you will shape and lead the retentionfunction

Experience:

5+ years

Compensation:

Competitive,commensurate with experience

About Dentalkart

Dentalkart is India's leadingonline dental marketplace. We supply the dentists, clinics, and labs that runthe country's oral healthcare, from single-chair practices to multi-clinicgroups, alongside a fast-growing base of everyday consumers. Waldent, our ownbrand, sits inside the catalog. Because dental practices reorder on apredictable cycle, the right merchandising, retention, and category decisionscompound month after month. We are building a new, owner-led marketingstructure, and this is one of five leadership seats in it.

Why this role exists

Dental practices reorder on acycle, which makes retention the economic engine of this business, notacquisition. You own the second purchase, the tenth purchase, and everythingthat keeps a customer buying. This seat exists because lifetime value is wherethe margin lives, and it has been under-owned until now.

What you own

• Customer lifetime value and the LTV-to-CAC ratio
• Repeat purchase rate and retention across cohorts
• The full customer journey and the lifecyclecommunication behind it: onboarding, replenishment, reactivation, win-back
• Nudges that recover customers dropping at any funnelstage, in-app and across channels

What you will do

• Build lifecycle journeys in MoEngage across email(Kasplo), WhatsApp and RCS (Onextel), SMS (Gupshup), and push, mapped to whereeach customer sits in their buying cycle
• Segment customers (RFM, category, practice type, B2Bversus consumer) and run targeted retention and replenishment programmes
• Locate the funnel drop-off points and deploy nudgesthat recover them, measured by recovered revenue
• Build and own a reactivation and win-back engine forlapsed buyers
• Stand up the retention metric stack (cohort retention,repeat rate, lifetime value, LTV-to-CAC) so the whole org reads the samenumbers
• Partner with Merchandising on in-session nudges andwith Category on replenishment and offer logic

How you will be measured

• Repeat purchase rate and cohort retention curves
• Lifetime value and LTV-to-CAC
• Recovered revenue from funnel-drop nudges and win-back
• Lifecycle channel performance measured to revenue, notopens alone

What good looks like in your first 6 to 12months

• By month 6, a measurable and defensible lift in repeatpurchase rate, or in revenue recovered from funnel drop-offs and win-back,against the baseline you set early
• The core lifecycle journeys (onboarding, replenishment,win-back) live, attributed, and contributing revenue the business can see andplan against
• Lifetime value and LTV-to-CAC visible at cohort leveland moving in the right direction, with a retention metric stack the restofthe org trusts enough to plan against

Must-haves

• MBA or PGDM from a Tier-1 institute (IIM, ISB, XLRI,FMS, MDI, SPJIMR, IIFT or equivalent)
• 7+ years in retention, CRM, or lifecycle marketing foran e-commerce, subscription, or platform business
• Hands-on experience with a CRM or engagement platform(MoEngage, CleverTap, WebEngage, Braze or similar) and multi-channelorchestration
• Strong command of cohort analysis, segmentation,lifetime value, and retention economics
• Evidence of moving repeat rate, retention, or lifetimevalue, shown with numbers

Preferred

• Experience in a reorder or replenishment-drivencategory
• B2B and consumer lifecycle experience in the same role

This role is for you if

You believe the second ordermatters more than the first, and you can turn a CRM platform into a revenueengine rather than a newsletter scheduler. It is not for you if you treatretention as campaign-blasting rather than journey design tied to lifetimevalue.

Requirements

• MBA or PGDM from a Tier-1 institute (IIM, ISB, XLRI,FMS, MDI, SPJIMR, IIFT or equivalent)
• 7+ years in retention, CRM, or lifecycle marketing foran e-commerce, subscription, or platform business
• Hands-on experience with a CRM or engagement platform(MoEngage, CleverTap, WebEngage, Braze or similar) and multi-channelorchestration
• Strong command of cohort analysis, segmentation,lifetime value, and retention economics
• Evidence of moving repeat rate, retention, or lifetimevalue, shown with numbers

Preferred

• Experience in a reorder or replenishment-drivencategory
• B2B and consumer lifecycle experience in the same role