Senior Manager, DTC Growth & Merchandising

This role is a hybrid position
Some roles require an office while others may be done remotely. This position is considered hybrid, allowing for a combination of remote work and in-office collaboration. Qualified applicants must live within commuting distance of Santa Barbara, Seattle, or Boston.

Sonos is looking for an experienced DTC Growth & Merchandising leader to own the full arc from demand to conversion on sonos.com. This leader brings together two critical disciplines: the demand-creation engine (campaigns, merchandising, brand and content storytelling, and new-feature introductions) and the growth discipline (funnel optimization, experimentation, marketing measurement, and the technical health of the paid-to-site intersection), making them responsible for how customers find us, what they experience when they arrive onsite, and how efficiently they convert.

This is a player-coach leadership role. You will lead and develop a team of three while personally owning the growth strategy, an experimentation agenda, and the line of sight from marketing activity to DTC commercial outcomes. You set the operating model for how the team plans, ships, tests, and learns; you decide where the merchandising team invests its time; and you are the senior point of accountability for demand and conversion performance across the DTC funnel.

Unlike a pure marketing or product role, this person is fluent on both sides of the seam: they can direct a brand campaign and a category merchandising strategy with as much confidence as they design a multivariate test, interrogate a media-mix model, or diagnose a broken conversion signal. They balance the relentless cadence of the campaign calendar with the slower, compounding work of experimentation and measurement.

What You'll Do:

Team leadership & operating model

• Lead, coach, and develop a team of three — two Merchandising Managers and an SEO/GEO Manager — setting goals, growing craft, and managing performance and career development.

• Own the operating model for the function: how demand, growth, and discovery work is prioritized, briefed, resourced, tested, and measured across the calendar year.

• Deliberately balance capacity between the campaign calendar and the experimentation and measurement agenda, so neither starves the other.

• Represent the function in CX LT, MLT, weekly business reviews, and cross-functional leadership forums as the senior owner of demand and conversion outcomes.

Commercial accountability & measurement

• Act as the connective tissue between marketing programs and DTC revenue, ensuring a clear line of sight from activity across paid, owned, earned, and CRM through to qualified traffic, engagement, conversion, and repurchase.

• Partner with web analytics to build robust funnel reporting and translate journey insights into actionable recommendations for marketing and commercial stakeholders.

• Partner with marketing science to interpret and apply attribution, media-mix modeling / econometrics, and incrementality testing.

Demand creation: campaigns, brand & platform positioning

• Own the GTM calendar and the planning and program management of promotions and new product introductions, the operational backbone the Merchansiding team executes against.

• Define how to increasingly surface brand and culture marketing onsite to create desire, encourage repeat visits, and ultimately increase full price realization.

• Establish a merchandising approach that builds awareness, equity and comprehension around the Sonos platform ecosystem.

• Elevate content storytelling and education across the funnel; ensure the site expresses the brand in a premium way and reinforces system-minded consideration and purchase.

Acquisition & discovery: paid and organic

• Own the connection between off-platform and on-platform messaging efficacy, ensuring what we promise in an ad is what a shopper finds when they arrive on sonos.com.

• Partner with marketing and martech to maintain the technical health of our ad ecosystem: pixel integrity, event scoring, and signal quality.

• Own product feed health across channels (Google Merchant Center / Shopping, Meta catalog, and emerging marketplaces), including accuracy, completeness, and ongoing optimization of feed attributes that drive shopping-ad eligibility and performance. 

• Oversee organic discovery strategy through the SEO function: SEO and emerging AI-driven discovery (GEO), ensuring paid and organic acquisition work as one coherent demand-capture system.

• Identify conversion leverage points across the full span from ad click or organic landing through to purchase, and drive improvements across it.

Funnel optimization, onboarding & experimentation

• Own the end-to-end consumer funnel, identifying and removing friction from first touch through purchase and post-purchase activation.

• Lead the optimization of orienting less-familiar shoppers, ensuring new visitors reach Sonos' core value as quickly and clearly as possible through brand-grade expression.

• Build and run a high-velocity growth experimentation program; hypothesis-driven A/B and multivariate tests across acquisition flows, content efficacy, value presentation, journey optimization, and onboarding

Content architecture

• Partner with the Ecommerce Product Management and Site Production to optimize product presentation, category architecture, search optimization, and content strategy for commercial performance, informed by data on how page structure, product sequencing, and editorial content affect conversion and basket size.

• Identify and prioritize site-experience improvements that ladder directly to revenue goals.

What You'll Bring:

• 7+ years in growth product management, digital marketing, ecommerce, or DTC commercial roles — ideally at a DTC brand, consumer electronics company, or high-velocity membership/subscription business.

• 2+ years of people management, with a track record of developing individuals and raising team performance across more than one discipline.

• Demonstrated ownership of funnels and compounding lift — building programs that consistently ship and learn, not just running one-off tests.

• Range across both sides of the seam: credible directing campaigns, brand moments, and merchandising strategy, and equally fluent in experimentation, ad tech, and measurement.

• Deep fluency in the paid-acquisition-to-product-experience seam: ad tech (pixel health, signal quality, event scoring, feed optimization) and closing the loop between spend and on-site outcomes.

• Statistical fluency: you design experiments correctly, size samples, evaluate significance, and turn results into confident decisions.

• Hands-on experience with modern marketing measurement — MTA, MMM/econometrics, incrementality testing — and the ability to translate outputs into action.

• Strong understanding of on-site merchandising, content strategy, and organic discovery (SEO/GEO), and how these levers connect to conversion and revenue.

• A product-led growth mindset — you understand how the product experience itself drives acquisition and retention, not just media spend.

• Intuition for user psychology: what creates hesitation, what builds confidence, and how to design flows that get people to value faster.

• Comfort with AI-accelerated ways of working — moving faster from data to insight to test to result.

• Clear, compelling communicator who makes complex analysis accessible to senior stakeholders and rallies cross-functional teams around a shared hypothesis.

• Naturally cross-functional — builds trust across marketing, product, data, creative, and commercial teams and drives alignment with and without direct authority.

Nice to have:

• Experience at a membership, subscription, or loyalty-driven DTC brand.

• Familiarity with Sonos products and the connected home / audio category.

• Background spanning both mobile and web acquisition and onboarding funnels.

Research shows that candidates from underrepresented backgrounds often don't apply for roles if they don't meet all the criteria. If you don’t have 100% of the skills listed, we strongly encourage you to apply if interested.

Visa Sponsorship: Sonos is unable to sponsor or take over sponsorship of an employment visa for this role at this time. We ask that applicants be authorized to work for any US employer, both now and in the future.

#LI-Hybrid

Your profile will be reviewed and you'll hear from us once we have an update. At Sonos we take the time to hire right and appreciate your patience.

The base pay range for this role based off geographic location is:

$150,000 and $188,000

The specific pay offered will depend on the candidate’s geographic location, as well as qualifications and experience. We apply geographic pay differentials based on the cost of labor in the market.  Employees in high-cost locations may be compensated at the upper end of the range, while those in medium or low cost markets may be compensated at the lower end of  the range. Your recruiter can provide more details about the specific salary range for your location during the hiring process. 

Please note that compensation details listed in US job postings reflect the base salary only, and do not include bonus, equity, or benefits.

We also offer a comprehensive benefits program with choice and flexibility in mind to help support the health, wealth, and overall well-being of our employees. Regular full time employees in the US are eligible for benefits on day one, including:

• Medical, Dental, and Vision Insurance

• A 401(k) plan with company matching and immediate vesting

• An Open Time Off policy (OTO) so you have maximum opportunity to disconnect and recharge, with no tenure-based vacation accruals required

• 80 hours of sick time upon hire, refreshed annually

• Up to 12 paid holidays per calendar year

• Sonos offers a generous paid leave program for new parents or to care for a family member with a serious health condition, as well as short- and long-term disability for your own medical condition

• Company-paid Disability, Life, and AD&D Insurance

• Voluntary benefits, including Voluntary Life, AD&D, Accident, and Pet Insurance

• Mental health benefits to support your holistic well-being

• A generous employee discount program & Sonos Radio HD - on us!

Note: No amount of pay is considered to be wages or compensation until such amount is earned, vested, and determinable. The amount and availability of any bonus, benefits, or any other form of compensation and benefits that are allocable to a particular employee remains in the Company's sole discretion unless and until paid and may be modified at the Company’s sole discretion, consistent with the law.

Notice to U.S. Job Applicants: Sonos is an equal opportunity employer. We evaluate qualified applicants without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, veteran status, and other legally protected characteristics.

Sonos is committed to working with and providing reasonable accommodations to individuals with disabilities. If you need a reasonable accommodation because of a disability for any part of the employment process, please send an e-mail to accommodations@sonos.com and let us know the nature of your request and your contact information.