Director of Consumer (Remote)

As Director of Consumer, you will own charity: water’s most important revenue mandate: growing the Spring, our recurring giving community and the financial engine that sustains the mission. You’ll lead a team responsible for every stage of the consumer donor journey, from first gift to long-term commitment, building the systems, programs, and channels that bring new donors in and deepen their connection over time. Reporting directly to the VP of Global Marketing & Partnerships, you will own a full-funnel fundraising strategy spanning paid acquisition, lifecycle retention, and campaign management; directing agency and contractor partners on paid media while managing two direct reports. This is a role for someone who thinks in lifetime value, builds in systems, leads with data, and is energized by the idea that more Spring donors means more clean water for communities in need.

• Experience in nonprofit fundraising or with mission-driven consumer audiences

• Familiarity with direct mail as a channel; audience segmentation, cadence strategy, creative testing

• Experience building or scaling a recurring giving or membership program from the ground up

The Director of Consumer will  own charity: water’s $25M+ consumer revenue target. Your north star is Spring: the number of recurring donors enrolled, how much they give, how long they stay, and how many move deeper into their giving over time.

You set the strategy, hold the brief, and own the outcomes: campaigns drive 1x giving, lifecycle keeps donors and moves them deeper and paid media finds the next audience. Your job is to architect that engine and hold all of it accountable to Spring growth.

Paid media is central to this role. You are fluent in performance marketing — strategy, channel mix, audience targeting, creative testing, budget management and experienced directing agency partners to execute against your vision. Long-term, you’re building toward an AI-optimized model that reduces cost and agency dependence. You understand where that trajectory leads and are actively steering toward it.

• Owning charity: water’s Spring recurring revenue target — acquisition, retention, upgrade, and LTV — as the primary measure of team success

• Building and managing the full-funnel consumer donor journey from first gift through multi-year commitment. Actively looking at how to accelerate a donor's depth of giving and move consumer donors into Mid & Major portfolios

• Designing and optimizing the 1x-to-Spring conversion pathway, evaluating one-time giving programs primarily through a recurring conversion lens

• Partnering with the VP and Revenue Resources team to define ‘major donor ready’ signals and build the handoff infrastructure that captures them

• Owning paid acquisition strategy across all channels (paid social, paid search, TV/CTV, display, direct mail); setting the brief, directing agency and contractor partners, and holding them accountable to performance

• Managing a multi-channel paid media budget with rigor — forecasting, tracking, and reporting on CAC, CPA, ROAS, and revenue attribution

• Building toward an AI-optimized media operating model that replaces long-term agency dependence,  staying current on how AI is reshaping paid acquisition and accelerating its integration it into how the team operates

• Managing and developing two direct reports: Campaign Senior Manager and Lifecycle Senior Associate, with clear performance expectations and regular developmental feedback

• Building the feedback loops between paid media, lifecycle, and campaign functions that compound learning across every activation

• Owning channel performance metrics: CPA, ROAS, retention rate, upgrade rate, Spring conversion from 1x, and LTV

• Leading the Consumer team’s experimentation and testing infrastructure; frameworks that generate learning across creative, audience, and channel, not one-off tests

• Partnering with Growth Product to improve Spring conversion rates, ARPU, and retention through landing page and onboarding experimentation

• Partnering with Data & Analytics to establish Spring donor performance reporting as a single source of truth across acquisition, retention, upgrade, and LTV

• Collaborating with Corporate Partnerships on shared audience strategy; partnership-driven awareness feeds paid retargeting poolsWorking with Revenue Resources on the upgrade pathways that move Spring donors toward major giving

• Integrating AI tools into Consumer team workflows; creative optimization, audience targeting, performance monitoring

• 8-10 years in consumer marketing or fundraising with direct ownership of revenue targets, including significant time in a growth or performance marketing capacity

• Hands-on paid media experience, you have personally directed paid acquisition strategy across digital channels (Meta, Google, paid social) and understand media planning, audience targeting, creative testing, and budget management at a meaningful scale. Agency direction experience required.

• A commitment to integration & collaboration. You’re more eager to see the organization's revenue grow then just Consumer. You work well with Product, Engineering, and Design teams to deliver exceptional experiences and strong experimental designs.

• Extensive experience with subscription or monthly giving programs.  You have owned a recurring revenue product (subscription, membership, or monthly donor program) and have demonstrated results in acquisition, retention, and upgrade. 

• Full-funnel fluency: you’ve managed or closely directed paid acquisition, lifecycle communications, and campaign programs as an integrated system, not separate functions

• Experience managing direct reports and agency or contractor relationships. You’ve developed people and held external partners accountable to performance

• Strong analytical instincts. You are comfortable with CAC, LTV, retention cohort analysis, and the metrics that distinguish a healthy recurring revenue program from one quietly eroding

• Clear POV on how AI is changing paid media and marketing operations and a track record of leaning into new tools before they become standard

You see something that needs improvement and you take action. You propose solutions to problems and research subjects that will help you do your job better. You're proactive about making sure various departments have the information they need about your projects.

You thrive in a creative, inventive, fast-paced start-up environment, with people who are passionate about their work and mission. You're excited to work cross-functionally with other departments.

The Marketing & Partnerships team is a deeply passionate and highly skilled group of storytellers, marketers, and makers. We create innovative campaigns, craft powerful stories, and deliver world-class experiences to help the world, along with our amazing community of supporters, become more aware of the global water crisis and inspire them to join us in our mission to end it.