Director of Performance Media, Direct-to-Consumer (DTC)

Role Overview

The Director of Performance Media, DTC, is responsible for setting the strategic direction, execution standards, and performance outcomes for a direct-to-consumer paid media practice. This leader oversees paid social and search investments across a growing portfolio of DTC clients and plays a critical role in scaling the offering profitably.

This role manages a high-performing team of 10+ performance media specialists, drives innovation across service delivery, ensures operational excellence, and partners closely with executive leadership to evolve and expand the DTC practice in alignment with client needs and market trends.

Key Responsibilities

DTC Strategy & Practice Leadership

• Define and execute best-in-class DTC performance media strategies across paid search, paid social, and emerging channels.
• Evaluate existing methodologies, identify performance gaps, and implement improvements aligned with platform and industry best practices.
• Establish standardized frameworks, playbooks, operating principles, and performance mindsets that drive consistent, scalable results.

Team Leadership & Development

• Lead, coach, and mentor the DTC activation team through regular 1:1s, team meetings, and performance reviews.
• Oversee workload management, fulfillment, and account coverage while maintaining a balance between strategic oversight and operational execution.
• Identify skill gaps and invest in training and professional development, particularly around evolving platforms, tools, and tactics.
• Allocate resources effectively against client scopes to ensure profitability and efficient utilization of headcount.

Service Line Performance & Effectiveness

• Ensure accurate, insightful reporting and analytics that support performance optimization within a DTC-focused media framework.
• Maintain oversight of KPIs across the client portfolio and help define scalable metrics tied to meaningful business outcomes.
• Partner cross-functionally with Analytics, Client Services, Creative, and Operations to drive consistency and excellence across delivery.

Financial & P&L Ownership

• Own revenue and cost components of the DTC service line P&L.
• Drive growth while maintaining margin targets and operational efficiency.
• Forecast revenue, staffing needs, and performance outcomes with a high degree of accuracy.

Client Leadership & Escalation Management

• Act as the senior escalation point for complex client or internal challenges.
• Build and maintain executive-level relationships with key and enterprise clients.
• Take a hands-on approach to resolving issues, reinforcing best practices, and ensuring exceptional account leadership.

Innovation & Industry Leadership

• Ensure service delivery reflects current and emerging digital marketing best practices, including AI-driven solutions and platform innovations.
• Foster a culture of continuous improvement, experimentation, and learning.
• Maintain strong partnerships with media platforms, vendors, and industry leaders, supported by a formal cadence for partner engagement and value realization.

Business Development & Growth Support

• Participate in sales conversations, pitches, QBRs, and planning sessions for top-tier clients and enterprise initiatives.
• Support the expansion of the DTC offering through thought leadership, strategic consultation, and new channel exploration.

Executive Visibility & Representation

• Represent the DTC performance media practice internally and externally.
• Develop standardized reporting frameworks and executive-level cadences to provide visibility into performance, risks, and future opportunities.

Accountability & Success Metrics

• Department revenue growth, budget adherence, and profitability
• Client retention, satisfaction, and media spend pacing
• Forecast accuracy for media investment and performance
• Team performance, development, and retention

Qualifications & Experience

• 15+ years of experience leading teams of 10+ paid media practitioners, preferably within a growing agency environment.
• Proven success scaling enterprise-level DTC or performance media engagements; CPG experience strongly preferred.
• Deep expertise in performance marketing with a clear, defensible POV on DTC growth and optimization.
• Advanced, hands-on knowledge of search (Google), paid social (Meta and others), programmatic/DSPs, OTT/CTV, and video (YouTube); familiarity with Skai or similar platforms.
• Strong understanding of ad operations, martech, and the media supply chain.
• High emotional intelligence with a collaborative leadership style and strong decision-making skills.
• Ability to translate complex client objectives into scalable, strategic initiatives.
• Comfort operating in ambiguous, fast-changing environments.
• Exceptional communication skills with the ability to influence across teams and executive stakeholders.
• Strong strategic, analytical, and financial acumen, including P&L ownership.
• Demonstrated ability to attract, develop, and retain top-tier talent.
• Willingness to travel as needed.
• Proven problem-solver with a track record of improving service delivery, reducing attrition, and optimizing team workflows.