AVP Direct to Consumer

Gainsco; Richardson (TX); Hybrid; USD 150,000 - 210,000; Full time

Benefits offered by this job

Medical & dental

Vision insurance

Life insurance

Disability insurance

Parental Leave Policy

401K + Company Match

PTO Plan + Holidays

Job summary

GAINSCO in Richardson, TX is seeking an AVP, Direct to Consumer Sales to lead the strategy, development, and growth of our D2C channel in auto insurance. This high-visibility role combines strategic vision with hands-on execution to optimize funnel performance, profitability, and customer experience.

You will partner across IT, Marketing, Product, Finance, and Operations to define requirements, oversee technology builds, and guide vendor relationships.

Qualifications

• Bachelor's degree in a related field or business preferred.
• 10+ years of progressive experience in digital channel strategy, D2C operations, or digital acquisition.
• 5+ years of people leadership in a supervisor or senior role.
• Insurance industry experience, especially in personal auto and D2C distribution, preferred.
• Experience building/scaling a D2C or digital acquisition channel and P&L ownership.
• Strong experience with digital experimentation, A/B testing, and funnel optimization.
• Experience leading cross-functional teams across Marketing, Product, IT, Finance, Legal, and Sales.

Responsibilities

• Lead the strategy, development, performance, and day-to-day direction of GAINSCO’s D2C channel, including growth, funnel conversion, profitability, and customer experience.
• Partner with IT, PMO, Product, and other stakeholders to define business requirements and build scalable technology and operational capabilities.
• Translate performance data and market insights into recommendations for future-state expansion and platform enhancements.
• Develop testing and acquisition strategies across digital marketing channels, lead sources, and customer segments for profitable growth.
• Maintain accountability for D2C financial performance and manage vendor oversight and channel investments.
• Build and lead a small, high-performing team while staying involved in channel analysis and execution.

Skills

Digital strategy

Direct-to-consumer

Leadership

Cross-functional collaboration

Data analysis

Power BI

Excel

Vendor management

Education

Bachelor's degree

Tools

Power BI

Excel

Job description

Description

About GAINSCO

Founded in 1978, GAINSCO offers property and casualty insurance with an emphasis on non-standard personal auto policies. It serves drivers nationwide by providing minimum-limits personal auto coverage, making insurance more accessible to a broader market. In 2020 GAINSCO, Inc. and its subsidiaries were acquired, making a significant milestone that strengthened GAINSCO’s ability to grow and expand its reach in the personal auto industry market while continuing to build on its decades of specialized expertise.

Join a team that is dedicated to supporting your professional growth and long-term success.

Who We Are

At GAINSCO, we are a team driven by passion, creativity, and a commitment to excellence. We celebrate achievements, encourage innovative thinking, and recognize the unique strengths each person brings. Our people truly set us apart.

GAINSCO is seeking an AVP, Direct to Consumer Sales to lead the strategy, development, growth, and evolution of our direct-to-consumer channel. This leader will have accountability for channel strategy, digital acquisition performance, profitability, vendor partnerships, and the customer experience across the D2C funnel.

This is a highly visible, hands-on leadership opportunity to help build and scale a strategically important distribution channel within an established property and casualty insurance carrier. The AVP will shape the operating model, influence technology and platform development, guide marketing and acquisition investments, and build the talent and capabilities needed to support profitable long-term growth.

The role partners closely with Field Operations, Marketing, Product, PMO, IT, Legal, Compliance, Finance, and Sales. The successful candidate will combine strong D2C and digital acquisition expertise with property and casualty insurance experience, financial discipline, executive presence, and the ability to lead through ambiguity while remaining close to execution.

What does the AVP, Direct to Consumer Sales do at GAINSCO?

• Lead the strategy, development, performance, and day-to-day direction of GAINSCO’s direct-to-consumer channel, with accountability for growth, acquisition cost, funnel conversion, profitability, and customer experience.
• Partner with IT, PMO, Product, and other stakeholders to define business requirements and help build scalable technology and operational capabilities supporting the D2C channel.
• Translate proof-of-concept findings, market performance, and customer data into recommendations for future-state expansion, platform enhancements, and channel investment.
• Develop testing and acquisition strategies across digital marketing channels, lead sources, and customer segments to support profitable growth.
• Maintain full accountability for D2C financial performance while partnering across the organization on shared technology, platform, compliance, and execution responsibilities.
• Build and lead a small, growing team while remaining directly involved in channel analysis, decision-making, vendor oversight, and performance improvement during the channel’s build stage.

What is required?

Education:

• Bachelor's degree required, preferably in Business, Marketing, Finance, or a related field.

Experience:

• 10 or more years of progressive experience in digital channel strategy, direct-to-consumer operations, or digital acquisition, including experience in strategic leadership roles.
• 5 or more years of people leadership experience in a supervisor, manager, or senior leadership capacity.
• Property and casualty insurance industry experience is required. Experience within personal auto insurance and direct-to-consumer distribution is strongly preferred.
• Demonstrated experience building, rebuilding, or scaling a direct-to-consumer or digital acquisition channel, either through direct ownership or significant leadership participation.
• Proven experience managing channel economics and financial performance, including accountability for acquisition cost, funnel conversion, growth, profitability, and P&L or comparable business results.
• Experience managing complex digital acquisition channels, vendors, platforms, or external partner relationships, including accountability for performance, timelines, and business outcomes.
• Experience leading or playing a significant role in digital experimentation, including A/B testing, holdout groups, funnel optimization, and using results to inform business decisions.
• Experience building, scaling, or leading teams in a high-growth, startup, transformation, or channel build-stage environment.
• Demonstrated success leading cross-functional initiatives involving teams such as Marketing, Product, Technology, Finance, Legal, Compliance, Sales, and Operations.
• Experience leading in an environment where systems, processes, technology, and channel capabilities were still being developed.
• Familiarity with TCPA requirements, consent management, digital lead acquisition, and related regulatory or compliance considerations.

Other skills and abilities:

• Strong working knowledge of Power BI and Excel, with the ability to interpret channel reporting, analyze large datasets, identify performance trends, and make data-informed business decisions.
• Strategic thinker who looks beyond current targets to identify the next opportunity for channel growth and improvement.
• Strong data literacy, with the ability to independently interpret funnel performance, identify issues, and make operational decisions.
• Comfortable operating in an environment where infrastructure and channel capabilities are being built at the same time.
• Executive presence, with the ability to represent the D2C channel credibly with senior leaders and external partners.
• Strong cross-functional collaboration skills, with the ability to maintain momentum across multiple workstreams in a matrixed environment.
• Clear, direct communication skills, including the ability to translate operational complexity into executive-ready reporting.
• Customer-centric mindset with a focus on delivering a differentiated consumer experience.
• Demonstrated ability to build teams, develop talent, and lead through change with accountability and strong performance standards

What else do you need to know?

• This is a hybrid position requiring regular onsite presence two to three days per week.
• Excellent benefits package: medical & dental, vision insurance, life insurance, short-term and long-term disability insurance
• Parental Leave Policy
• 401K + Company Match
• PTO Plan + Paid Company determined Holidays

**Applicants are required to be eligible to lawfully work in the U.S. immediately; employer will not sponsor applicants for U.S. work authorization (e.g. H-1B visa) for this opportunity**

All offers are contingent upon a successful background investigation (including employment, education, criminal and DMV verification- when applicable) and a pre-employment drug test with results satisfactory to GAINSCO.

GAINSCO is an Equal Employment Opportunity Employer

Equal Opportunity Employer
This employer is required to notify all applicants of their rights pursuant to federal employment laws.For further information, please review the Know Your Rights notice from the Department of Labor.