Director, Demand Capture

At Chewy, we strive to become the most trusted and convenient online destination for pet parents and our partners - vets and service providers - alike! Our success is measured by the happiness of the people and pets we serve, not simply by the amount of pet supplies we deliver. That's why we continue to think of outside the Chewy box ways to delight, surprise, and thank our loyal pet lovers!
Position Overview
Chewy is seeking a results-driven, data-savvy Director of Demand Capture to lead and expand our lower-funnel marketing efforts. This leader will own Product Listing Ads (PLA), Paid Search, and Affiliate Marketing, while also identifying and scaling new in-market demand opportunities that drive incremental active customers and revenue.
Guided by Chewy's Operating Principles, this leader will operate at depth in data and channel mechanics, act with a bias for action to capture emerging demand quickly, and think customer first to ensure every tactic enhances pet parent value. The role is a critical driver of marketing's contribution to Chewy's long-term growth.
Key Responsibilities
Leadership & Strategy

• Lead the Demand Capture pillar of the MPS strategy, maximizing customer acquisition efficiency while balancing portfolio/channel mix for long-term profitability.
• Own and optimize PLA, Paid Search, and Affiliate programs with an eye toward efficiency, customer quality, and LTV uplift.
• Identify and launch new lower-funnel demand capture channels, with an emphasis on scalable.
• Partner with Product, Data Science, and Analytics to build AI-enabled bidding, targeting, and forecasting models for improved ROI and operating leverage.

Performance Management

• Set and deliver against KPIs for acquisition volume, CAC, payback periods, and retention.
• Operate at depth uncovering performance drivers through detailed auction analysis, competitive monitoring, and customer path-to-purchase insights.
• Act quickly on market signals, rapidly testing and scaling winning tactics while cutting underperformers.
• Measure and communicate each channel's contribution to gross margin, OPEX leverage, and long-term CCP growth.

Customer-Centric Execution

• Ensure all demand capture tactics reinforce Chewy as the destination, not just a transaction point, but shifting behavior toward repeat engagement and subscription adoption.
• Integrate cross-sell and upsell opportunities tied to Autoship, Chewy+, and app engagement.
• Collaborate with lifecycle marketing to turn new customers into high-value repeat buyers.

Collaboration & Influence

• Partner with Social, SEO, and CRM leads to ensure a seamless funnel from awareness through conversion.
• Influence budget allocation decisions in partnership with Finance and Strategy to optimize for both growth and efficiency.
• Report out on progress to senior leadership, translating data into clear narratives and recommendations.

Team Development

• Build and mentor a high-performing team of channel experts who can execute with speed, precision, and innovation.
• Create a culture that embraces AI tools, automation, and systematic testing to continuously improve results.

Qualifications

• 10+ years of experience in performance marketing, with significant time managing PLA, Paid Search, and Affiliate channels.
• Proven track record of scaling acquisition channels profitably in a high-growth e-commerce or retail environment.
• Deep expertise in auction-based buying, attribution modeling, and AI-powered optimization.
• Strong analytical skills and a history of using data to influence senior-level decisions.
• Experience launching new performance channels and integrating them into a multi-channel portfolio.
• Inspirational leadership style with the ability to drive urgency, accountability, and results.

Why Join Chewy
At Chewy, we're passionate about delivering the best pet experience in the world. As Director of Demand Capture, you'll have a direct and measurable impact on Chewy's growth trajectory turning in-market intent into loyal customers and ensuring our marketing investments create both short-term acquisition wins and long-term customer value. You'll lead with speed, depth, and customer obsession, and help shape the future of performance marketing at Chewy.
Chewy is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, ancestry, national origin, gender, citizenship, marital status, religion, age, disability, gender identity, results of genetic testing, veteran status, as well as any other legally-protected characteristic. If you have a disability under the Americans with Disabilities Act or similar law, and you need an accommodation during the application process or to perform these job requirements, or if you need a religious accommodation, please contact [email protected].
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