The Role
Own paid media execution and optimization across key channels, all in service of hitting Opendoor's seller acquisition targets while driving measurable improvements in CAC efficiency and ROAS. This is a hands-on strategic role. You'll be 50% executor, 50% strategist, directly managing campaigns, running experiments, and building scalable systems while leading a team of 2-3 channel managers.
You'll own the full paid channel stack, including search, social, CTV, direct mail, display, and programmatic, managing a $xxM annual media budget and partnering closely with the VP to push toward our annual home transaction goals at aggressive CAC targets.
What You'll Do
Channel Strategy & Execution (50%)
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Own channel strategy across the full paid stack: paid search, paid social, CTV, direct mail, display, and programmatic. Set the media mix, define when to scale or pull back by channel, and identify where to test new ones.
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Build and prioritize the experimentation roadmap from business hypotheses. Decide what to test, why it matters, and what a result would change.
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Own day-to-day campaign management and budget pacing across channels to hit weekly and monthly CAC targets
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Drive full-funnel optimization from click to conversion, partnering with the VP on major strategic pivots
ROI & Analytics (30%)
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Track and report CAC, ROAS, MER, and conversion rates by channel, campaign, and cohort
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Partner with Growth Science on incrementality testing and attribution; contribute to study design, translate findings into channel decisions, and make clear budget reallocation recommendations when the data supports a shift
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Build and maintain performance dashboards that go beyond reporting to drive decisions
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Identify anomalies fast, diagnose root causes, and propose fixes before escalation is needed
Team & Operational Leverage (15%)
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Lead and develop 2-3 channel managers or specialists
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Build AI-powered workflows to automate reporting, creative iteration, and bidding management
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Partner with Marketing Operations on tooling and process improvements
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Own vendor and agency strategy across measurement, media, and data partners; decide which relationships to invest in, consolidate, or exit based on performance and capability
Cross-Functional Collaboration (5%)
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Partner with Brand on creative assets and messaging alignment
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Work with Product on landing page optimization and conversion rate improvement
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Share lead quality feedback loops with Sales
What You'll Need
Required Experience
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7+ years in performance marketing or growth marketing, with at least 2 years managing significant paid media budgets
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Proven track record of improving CAC and ROAS in a high-consideration or high-ACV business (real estate, financial services, B2B, or e-commerce with long sales cycles preferred)
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Hands-on expertise across the full paid stack: paid search (Google, Bing), paid social (Meta, TikTok), CTV, direct mail, display, and programmatic
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Strong analytical skills: Comfortable with attribution analysis, cohort analysis, A/B testing interpretation, and performance reporting
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Experience in a player-coach capacity, either leading a small team or mentoring junior channel managers
Technical Skills
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Proficiency in Google Ads and Meta Ads Manager required; hands-on experience with CTV platforms (MNTN, YouTube, Trade Desk), direct mail workflows, and programmatic display strongly preferred
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Comfortable with AI-assisted SQL for self-serve data pulls; experience with data warehouses (Snowflake, Redshift, or BigQuery) preferred
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Familiarity with BI or dashboarding tools (Tableau, Looker, Mode, or similar)
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Demonstrated AI-nativeness: building agents, automating workflows, integrating AI tools into daily work. Using ChatGPT for copy rewrites does not meet this bar.
Strategic Mindset
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Incrementality-first thinking: You ask "is this actually working?" vs. "what does the platform say?"
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Test-and-learn orientation: You design experiments, move fast, measure rigorously, and make clear calls on what to scale or kill
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First-principles approach: You dig into root causes and optimize for outcomes, not activity metrics
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Speed + rigor balance: You know when to move fast and when to slow down for measurement
Key Metrics You'll Own
North Star Metrics
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Customer acquisition cost (CAC) by channel and cohort
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ROAS and marketing efficiency ratio (MER)
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Marketing-attributed transactions
Channel Performance
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CPA, conversion rate, and incrementality by channel
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Channel-specific efficiency metrics: impression share and quality score (search), CPM and completion rate (CTV/video), response rate and cost per piece (direct mail)
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Creative performance and testing velocity