D2C Growth AVP: Strategy & Expansion

Gainsco

United States

Hybrid

USD 190,000 - 280,000

Full time

14 days+

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Benefits offered by this job

Excellent benefits package

Parental Leave Policy

401K + Company Match

PTO Plan + Paid Company Holidays

Job summary

GAINSCO is seeking an AVP of Direct to Consumer Sales to lead the strategy, growth, and profitability of the D2C channel. The role requires extensive experience in digital acquisition, and P&L ownership within a property and casualty context.

The successful candidate will shape the operating model, guide platform development, and oversee marketing investments while building a high-performing team in a hybrid onsite environment.

Qualifications

Bachelor's degree in a related field.
10+ years in digital channel strategy, D2C ops, or digital acquisition.
5+ years of people leadership in a senior role.
Experience in property and casualty insurance, personal auto, D2C distribution preferred.
Proven track record building/scaling D2C or digital channels.
Experience managing channel economics, acquisition cost, funnel, and P&L outcomes.
Experience leading cross-functional initiatives with Marketing, Product, Tech, Finance, Legal, Compliance, Sales, and Ops.
Familiarity with TCPA, consent management and related regulatory considerations.

Responsibilities

Lead GAINSCO’s D2C channel strategy, performance, and day-to-day direction.
Partner with IT, PMO, Product, and stakeholders to define requirements and support scalable tech and ops.
Translate performance data into recommendations for future expansion and investments.
Develop testing and acquisition strategies across digital channels and segments.
Own D2C financial performance and collaborate on technology, compliance, and execution.
Build and lead a small team with hands-on channel analysis and vendor oversight.

Skills

Digital strategy

People leadership

Cross-functional collaboration

Data literacy

Executive presence

Digital experimentation

Channel economics

Education

Bachelor's degree

Tools

Power BI

Excel

Job 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 Business to lead the development, growth, and performance of our end-to-end direct-to-consumer channel. This leader will own the D2C strategy and operating model across customer acquisition, quote, bind, payment, policy issuance, retention, and the continued development of digital servicing capabilities. The AVP will have primary accountability for the D2C P&L and will direct full-funnel performance acquisition, including acquisition-fund allocation, channel and source mix, purchased leads, vendors, testing, conversion, and investment decisions. The role will partner with Marketing on content, creative, SEO, and brand alignment while retaining accountability for acquisition strategy, performance standards, and optimization.

A significant part of the opportunity is building a more automated and self-service customer journey. The AVP will reduce friction, expand digital capabilities, and determine where customers should remain in the digital experience versus where licensed-agent support adds value. This is a build-stage role with a lean initial team. The successful candidate will combine strategic leadership with active involvement in channel analysis, experimentation, technology requirements, vendor decisions, reporting, and execution while building the capabilities needed to scale..

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

Own the end-to-end D2C channel strategy and operating model, with accountability for growth, customer experience, conversion, retention, and profitability.
Direct full-funnel performance acquisition across paid search, organic traffic, purchased leads, lead networks, publisher and affiliate partnerships, and other emerging sources.
Own acquisition-fund allocation, source mix, vendor performance, lead volume, financial thresholds, and decisions to scale, modify, or discontinue investment.
Build and manage a cost-efficient D2C economic model connecting acquisition spending, lead quality, quote and bind conversion, retention, premium growth, loss performance, and profitability.
Lead the development of digital self-service and automated customer journeys across quote, bind, payment, policy issuance, and servicing.
Identify customer friction, abandonment, and handoff points, and determine when self-service should continue versus when licensed-agent support adds value.
Lead and remain actively involved in acquisition and customer-journey testing, including A/B testing, holdout groups, source testing, funnel optimization, and digital-to-agent handoffs.
Translate business needs into prioritized technology and platform requirements involving website, quote-and-bind, CRM, lead routing, workflow, APIs, automation, reporting, and vendor integrations.
Partner across Marketing, Product, IT, PMO, Finance, Legal, Compliance, Operations, and Sales to align execution with the D2C roadmap and broader business strategy.

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, D2C business leadership, performance acquisition, or digital commerce, including strategic leadership responsibility.
5 or more years of people leadership experience, including experience influencing cross-functional teams and executive stakeholders.
Property and casualty insurance industry experience is required. Personal auto and nonstandard auto experience are strongly preferred.
Recent experience leading the development, build, and scale of an end-to-end D2C channel, with direct accountability for acquisition strategy, digital customer experience, channel economics, and business outcomes.
Direct ownership of full-funnel performance acquisition, including acquisition-budget allocation, channel and source mix, purchased leads, vendor selection, testing, conversion, attribution, and spending decisions.
Experience building or materially improving digital self-service and automation across the customer journey, including website, quote, bind, payment, digital-to-agent handoffs, or related consumer capabilities.
Channel economics and P&L accountability connecting customer acquisition cost, conversion, retention, premium or revenue growth, loss performance, and profitability.
Experience operating hands-on in an immature or build-stage channel with limited initial staff, then building and leading a team as the channel scales.
Experience managing complex vendors and external partners with accountability for cost, performance, timelines, and business outcomes.
Recent experience leading structured digital acquisition and customer-journey experiments, including A/B testing, holdout groups, source testing, and funnel optimization.

Other skills and abilities:

Strategic and commercial judgment with the ability to articulate a clear D2C vision, roadmap, and investment thesis.
Hands-on performance-acquisition capability and the ability to interpret source economics, identify performance drivers, and make optimization decisions.
Digital product and customer-journey fluency across self-service, automation, online quote-and-bind, website conversion, CRM, lead routing, and workflow.
Strong data literacy and working knowledge of Power BI or comparable business-intelligence tools, along with advanced Excel skills.
Executive presence and clear communication, including the ability to translate complex channel, technology, acquisition, and financial information into actionable recommendations.
Strong cross-functional influence and comfort operating in a matrixed environment where infrastructure and channel capabilities are developing concurrently.
Familiarity with TCPA compliance, consent management, digital lead acquisition, and the responsible use of automation and AI.
A customer-centric mindset focused on creating a differentiated, low-friction, and increasingly self-service experience.

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

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