Our Story
Introduced in 2006, Madewell is a premium denim brand for men and women. Beautiful construction, the world’s finest fabrics and an original approach to design—we don’t spare any details. No one makes denim like we do, but we don’t stop there. The perfect tee, the most versatile shoe, an essential leather bag—if it came from us, it’s made well.
Beyond our impeccably designed products, we're committed to making a difference. At Madewell we believe in being better when it comes to sustainability. We’re committed to exploring new ways to protect our planet and its people—and that means thinking about how our clothes are made from start to finish. Our story is just unfolding and there’s so much more to come. Join us at Madewell.
Our dedication to Social Impact & Belonging and Sustainability has been celebrated with industry recognition, reflecting our commitment to fostering an inclusive and sustainable workplace.
Role & Purpose
The Vice President, Performance Marketing & eCommerce will lead the digital P&L for Madewell, driving profitable growth through acquisition, retention, and conversion optimization strategies. This role is directly accountable for demand generation, revenue performance, and customer acquisition efficiency with focus on high-impact, immediate commercial initiatives. Will collaborate and partner with the Tech team to align on the tech roadmap and priorities to ensure they support the business objectives.
Collaborate influence partner
The ideal candidate will orchestrate performance marketing, retention programs, and demand strategies—leveraging demand-driving tactics such as paid media, email/SMS/SEO, pricing, promotions, merchandising optimization, segmentation, and personalization—to accelerate revenue. The ideal candidate will map the traffic strategy to the landing pages and product assortment and exemplify strong collaboration and influence with key cross functional partners.
This position will report to the President and collaborate closely with Retail, Digital Experience, Creative, and Operations teams to ensure eCommerce growth aligns with overall business priorities.
Leadership Responsibilities:
Responsible for managing a comprehensive digital P&L with a focus on driving revenue growth, margin performance, and marketing efficiency across the business. Takes charge of optimizing both acquisition and retention through strategic management of paid, owned, and earned channels. Implements AI-powered solutions for personalization, segmentation, and revenue optimization, while establishing robust data-driven decision-making processes to optimize pricing strategies, promotional activities, and conversion rates.
Role Responsibilities
P&L Leadership & Business Performance Management
- Own eCommerce P&L with full accountability for revenue, margin and marketing efficiency metrics
- Drive weekly business performance analysis covering demand, AOV, conversion rates, ROAS and CAC
- Optimize growth and profitability through strategic demand generation and customer lifecycle management
- Lead cross-functional alignment meetings covering:
- Business performance review and channel analysis
- Merchandising and inventory optimization
- A/B testing and site optimization initiatives
- Strategic planning with finance, operations and technology teams
- Develop analytics framework tracking revenue drivers, marketing efficiency and content performance
- Ensures unified commercial strategy across channels
- Enables agile response to performance trends
- Maintains stakeholder accountability to targets
Acquisition & Demand Generation Strategy
- Drive strategic traffic-to-product mapping and optimization across paid/organic channels
- Manage performance marketing across search, social, display and affiliate channels
- Lead attribution modeling and incrementality testing to maximize ROI
- Grow owned channels (email, SMS, loyalty, SEO) to reduce paid acquisition costs
- Optimize channel mix and budgets based on performance data
- Evaluate emerging commerce channels (TikTok shop, marketplaces) for expansion
- Partner across teams to enhance site content and landing pages to maximize conversion
- Deploy segmented acquisition strategies for new, returning and high-value customers
Loyalty, Retention, Segmentation & Personalization
- Develop and execute a customer retention strategy focused on increasing repeat purchase rates, reducing churn, and maximizing LTV.
- Build segmented marketing strategies tailored to different customer behaviors. Use personalization and dynamic content to deliver targeted messaging, product recommendations, and promotions tailored to user behavior.
- Partner with the CRM and analytics teams to develop customer cohorts and lifecycle marketing strategies that maximize engagement and revenue.
- Develop and manage loyalty programs aimed at customer retention, including points systems, rewards, and personalized offerings.
- Partner with the brand team to develop a fully integrated loyalty program beyond transaction
Revenue & Conversion Optimization
- Drive demand through immediate-impact commercial levers, including:
- Merchandising strategy & execution
- Pricing and promotion optimization
- Product recommendation refinement
- Collaborate with the team that oversees content optimization
- Collaborate with the merchandising team to ensure optimal digital product assortment and inventory positioning.
- Align on-site merchandising with business priorities, ensuring traffic strategies meet high-impact product categories, new launches, and seasonal collections
- Partner with the Planning & Inventory teams to optimize:
- Stock availability and mitigation of sellouts
- Shipping speed and fulfillment experience
- Product quality insights and customer satisfaction metrics
- Feed real-time performance insights into future merchandising and demand planning cycles.
- Implement LTV-based marketing strategies, ensuring the right investment balance between acquisition and retention."
Test & Learn: Commercial Optimization & A/B Testing
- Build and execute a data-driven experimentation roadmap to optimize key site metrics (bounce rate, ATC, AOV, UPT, conversion rate).
- Run A/B tests on pricing strategies, product recommendations, content merchandising, and promotional execution.
- Leverage analytics to refine customer segmentation, personalization, and triggered marketing initiatives.
- Partner with the Technology team to influence and operationalize new digital capabilities that improve demand generation, conversion, and revenue optimization.
Operationalize eCommerce Growth
- Collaborate closely with technology leadership to influence and shape the technology roadmap, while focusing primarily on leveraging existing technologies and tools to drive measurable revenue growth and operational efficiencies. They serve as a strategic partner in ensuring technology investments align with business objectives and market opportunities.
- Ensure full adoption and utilization of all commercial tools, measuring their impact on revenue and profitability.
- Commercial & Revenue Optimization: Performance Marketing (PMG, Google, Meta), Email & SMS (Bluecore, SFMC, Census), Personalization & Recommendations (Monetate, Constructor)
- Content & Merchandising Optimization: Site Search & Discovery, Content & Merchandising Execution (Bazaarvoice, Builder.io, Stylitics),
- A/B Testing (Monetate)
- Analytics & Data Insights: Customer segmentation, LTV modeling, incrementality testing, and predictive analytics
- Implement change mgmt. and adapt processes as necessary to embrace new ways of working.
- Continuously refine team roles and responsibilities to align with evolving business needs
Qualifications:
- 15+ years of proven experience in an ecommerce leadership role, preferably within a retail or consumer goods environment.
- On-Site 3 days a week
- Demonstrable success in driving ecommerce growth and achieving revenue targets.
- In-depth knowledge of digital marketing strategies and tools, including SEO, SEM, email marketing, site operations and social media advertising.
- Strong understanding of site merchandising best practices and ecommerce platforms.
- Experience developing and managing loyalty programs and customer retention strategies.
- Analytical mindset with the ability to interpret data and make strategic decisions.
- Excellent leadership and team management skills.
- Strong communication and collaboration abilities.
- Bachelor’s degree in Marketing, Business, or a related field; a Master’s
We welcome you to apply, even if you don't check all the boxes. Our passion is scouting life-long learners who are driven by curiosity, and who feel connected to our brands and share our desire to make an impact. We’re always seeking bright new talent who leverage their unique experiences to discover, grow and evolve with our teams.
Benefits + Perks
- Health & Well-being - Eligible associates and family members receive medical, dental, prescription and vision insurance, family planning (fertility, adoption & surrogacy support), fitness discounts, medical travel and more.
- Associate Discount - We love our products just as much as you do! That’s why we offer a great associate discount across all of our brands (J.Crew, J.Crew Factory, and Madewell).
- Flex Fridays - In addition to our hybrid work model, we also close our office at 1:00 PM every Friday year-round.
- Community Impact - We support the communities where we live and work through our philanthropic efforts and the J.Crew Cares Program.
- Winter Break - In addition to our PTO package, J.Crew Group offers a winter break at the end of December to eligible full-time associates at the Home Office to provide time to refresh and recharge.
