AVP Direct to Consumer

About GAINSCO

Founded in 1978, GAINSCO offers property and casualty insurance with an emphasis on non-standard personal auto policies. It serves drivers nationwide by providing minimum-limits personal auto coverage, making insurance more accessible to a broader market. In 2020, State Farm Mutual Automobile Insurance Company acquired GAINSCO, Inc. and its subsidiaries, making a significant milestone that strengthened GAINSCO’s ability to grow and expand its reach in the personal auto industry market while continuing to build on its decades of specialized expertise.

Join a team that is dedicated to supporting your professional growth and long-term success.

Who We Are

At GAINSCO, we are a team driven by passion, creativity, and a commitment to excellence. We celebrate achievements, encourage innovative thinking, and recognize the unique strengths each person brings. Our people truly set us apart.

GAINSCO is seeking an AVP, Direct to Consumer Sales to lead the strategic direction, growth, and evolution of our direct-to-consumer (D2C) channel. This role owns channel strategy, acquisition performance, vendor partnerships, profitability, and the customer experience across the D2C funnel. You will help rebuild and scale the current channel, advance the technology platform, and shape a high-performing team that can grow with the business.

This is a highly visible leadership role that partners across Field Operations, Marketing, Product, PMO, IT, Legal, Finance, and Sales to drive profitable growth and support broader transformation efforts across the organization.

What does the AVP, Direct to Consumer Sales do at GAINSCO?

• Lead the strategy, performance, and day-to-day operations of GAINSCO’s direct-to-consumer channel, with accountability for growth, funnel conversion, and acquisition cost.
• Manage digital acquisition channels, vendor relationships, and structured testing efforts to improve performance and customer experience.
• Build a cost-efficient operating model that balances acquisition expense, profitability, and long-term channel growth.
• Partner across the organization to align D2C execution with segmentation, marketing strategy, technology delivery, and broader business goals.
• Establish clear channel reporting and communicate results, risks, and recommendations to operational leaders and executive stakeholders.
• Build, lead, and develop a growing D2C team, while driving accountability, engagement, and strong performance standards as the channel scales.

What is required?

Education:

• Bachelor's degree required, preferably in Business, Marketing, Finance, or a related field.

Experience:

• 10+ years of experience in digital channel strategy, direct-to-consumer operations, or digital acquisition, including progression into strategic leadership roles.
• 5+ years of experience in a supervisor or manager capacity.
• Insurance industry experience or experience in high-volume digital businesses with clear unit economics and accountability for acquisition cost and conversion preferred.
• Proven track record of building and scaling a digital channel or D2C business, including ownership of P&L or channel-level financial accountability.
• Experience building and leading teams through a channel’s lifecycle from startup to scale, including hiring, developing, and retaining talent in a high-growth environment.
• Demonstrated experience managing complex vendor ecosystems and holding external partners accountable to timelines and performance expectations.
• Experience designing and executing digital experiments, including A/B testing, holdout groups, and funnel optimization.
• Familiarity with TCPA compliance, consent management, and digital lead acquisition practices is preferred.

Other skills and abilities:

• Strong Power BI skills, including the ability to build reports and analyze data.
• Strong Excel skills and the ability to work with large datasets.
• Strategic thinker who looks beyond current targets to identify the next opportunity for channel growth and improvement.
• Strong data literacy, with the ability to independently interpret funnel performance, identify issues, and make operational decisions.
• Comfortable operating in an environment where infrastructure and channel capabilities are being built at the same time.
• Executive presence, with the ability to represent the D2C channel credibly with senior leaders and external partners.
• Strong cross-functional collaboration skills, with the ability to maintain momentum across multiple workstreams in a matrixed environment.
• Clear, direct communication skills, including the ability to translate operational complexity into executive-ready reporting.
• Customer-centric mindset with a focus on delivering a differentiated consumer experience.

What else do you need to know?

• Hybrid
• Excellent benefits package: medical & dental, vision insurance, life insurance, short-term and long-term disability insurance
• Parental Leave Policy
• 401K + Company Match
• PTO Plan + Paid Company determined Holidays

**Applicants are required to be eligible to lawfully work in the U.S. immediately; employer will not sponsor applicants for U.S. work authorization (e.g. H-1B visa) for this opportunity**

All offers are contingent upon a successful background investigation (including employment, education, criminal and DMV verification- when applicable) and a pre-employment drug test with results satisfactory to GAINSCO.

GAINSCO is an Equal Employment Opportunity Employer