Director of Commerce & Growth

ROLE OVERVIEW
In this role, you will own our revenue engine across eCommerce, demand generation, and go-to-market execution. This is not a maintenance role. This is a builder role, designed for a strategic operator who can architect, lead, and scale a high-performance growth model across digital channels.

This position requires deep functional expertise, a track record of revenue ownership, and the ability to lead cross-functional initiatives that connect media, site performance, product launches, and customer behavior into one cohesive growth engine.

RESPONSIBILITIES

Growth & Revenue Leadership

• Own end-to-end growth performance across eCommerce and direct revenue channels.
• Drive KPIs including revenue, orders, AOV, conversion, and contribution margin.
• Lead growth forecasting, performance pacing, and scenario planning.

Strategic Decision-Making

• Balance demand creation with inventory availability, merchandising priorities, and margin goals.
• Lead tradeoff conversations between brand, margin, and media investment.
• Own growth investment decisions based on CAC, LTV, and incremental ROI.

eCommerce Experience & Optimization

• Lead digital merchandising, on-site conversion strategy, and checkout optimization.
• Partner with UX, Product, and Tech to improve site flows and customer experience.
• Translate product, category, and promo strategies into site execution.

Demand Generation Across Channels

• Own full-funnel media strategy across paid digital, print/catalog, and performance.
• Lead attribution, media mix modeling, and incrementality testing.
• Set the strategy for paid performance, channel allocation, and ROI thresholds.

Product Go-To-Market Planning

• Develop and drive the GTM launch calendar across categories, with clear unit and revenue targets.
• Align launch execution with merchandising, inventory risk, and promotional strategy.
• Own category-level planning and lifecycle revenue optimization.

Analytics, Forecasting & Optimization

• Create a performance cadence with clear metrics and post-launch readouts.
• Identify gaps in performance and course-correct quickly.
• Partner with Finance, Analytics, and Ops on forecasting and insights.

Cross-Functional Leadership

• Partner with Brand, Comms, and Content on launch strategy and positioning.
• Align closely with Merchandising, CX, and Operations for readiness and fulfillment.
• Serve as a strategic advisor to the CMO and leadership team on growth strategy.

Technical Expertise & Platform Knowledge

• Lead commerce platform initiatives, including roadmap ownership, upgrades, and integration support across platforms such as Optimizely, Shopify Plus, Adobe Commerce/Magento, or BigCommerce.
• Collaborate with UX, Product, and Engineering to improve Core Web Vitals and overall site performance.
• Apply CMS and headless/composable architecture principles in partnership with internal teams.
• Leverage GA4, multi-touch attribution, A/B testing platforms, and BI tools (Looker, Tableau, Power BI) to optimize funnel performance and reporting.
• Drive paid media and SEO execution through hands-on engagement with key marketing platforms.
• Manage marketing tech platforms including email/SMS automation (e.g., Klaviyo, HubSpot), customer data platforms (CDPs), and identity resolution tools to enable personalized and scalable campaigns.
• Enable personalization and CRO using testing, heatmaps, and session replay data.
• Ensure compliance with privacy and security regulations, including GDPR, CCPA, cookie consent, and PCI.

WHAT SUCCESS LOOKS LIKE

• Measurable, sustainable revenue and order growth
• Improved conversion rates and customer economics
• Launches that sell through and drive category growth
• High ROI across demand programs
• Strong cross-functional alignment and operating discipline

QUALIFICATIONS

• Bachelor’s degree required; MBA or relevant advanced degree preferred. Equivalent experience in high-growth eCommerce or digital leadership roles strongly considered.
• 10 years in growth, eCommerce, or demand generation leadership
• Proven success driving revenue across direct/digital or omnichannel businesses
• Strong analytical foundation with expertise in CAC, LTV, conversion, and attribution
• Comfortable navigating ambiguity and building structure as you scale
• Able to lead teams and influence across Product, Marketing, and Ops
• Obsessed with performance, but know that people and process build lasting growth

WORK ENVIRONMENT

This position is based 80-100% onsite at our headquarters in Batavia, Illinois. The role operates in both office and warehouse-adjacent environments. The primary workspace is a shared office with regular activity including conversations, team interactions, and ambient noise from warehouse operations, shared equipment, and nearby facilities. This role involves regular computer and phone use and frequent communication with internal teams. While the setting is focused and professional, it is not silent. Comfort working in an active, team-oriented environment is essential. When remote work is approved, employees are expected to maintain the same level of responsiveness and communication as when onsite. Timely email and message replies, meeting attendance, and availability during working hours are essential to ensure smooth cross-functional collaboration. Occasional extended hours or weekend availability may be required based on deadlines or project needs.

PHYSICAL REQUIREMENTS

This role requires the ability to sit for extended periods while performing tasks such as phone calls, meetings, and computer work. It also involves frequent use of communication tools, including email, messaging platforms, and video conferencing. Occasional lifting of up to 20 pounds may be required. The individual must be able to access and navigate all areas of the facility, including office and warehouse spaces, to support day-to-day responsibilities.

How We Work: The Flinn Formula
Success at Flinn isn’t just about what you achieve, but how you achieve it. Our cultural framework, the Flinn Formula, defines the behaviors that fuel our transformation:

• Solution-Oriented: You don’t just flag problems — you propose paths forward.
• Curious: You ask “why” and “what if,” pushing for smarter ways to work.
• Customer-Obsessed: You keep educators and students at the heart of every decision.
• Collaborative: You bring people together, even when perspectives differ.
• Resilient: You stay steady and push through challenges with urgency and grit.
• Invested: You own outcomes, follow through, and hold others to the same standard.

These behaviors are not aspirational – they are core expectations. Consistent misalignment with the Flinn Formula is considered a performance issue.