Director, Marketing Operations

Director, Marketing Operations

Calm is a leading consumer mental health company on a mission to support everyone on every step of their mental health journey. Known for its flagship consumer app—ranked #1 in its category with over 180 million downloads and availability in seven languages across 190 countries—Calm helps people sleep better, stress less, and live more mindfully through content and tools from experts and beloved celebrity voices. Building on this foundation, Calm has created a broader portfolio including evidence-based solutions like Calm Health, offered through employers, health plans and providers, designed to expand access to mental health and sleep support, boost benefits engagement, and drive positive health outcomes. Today, Calm supports more than 3,500 organizations and reaches over 17 million covered lives through Calm Health. Calm has been recognized as a TIME100 Most Influential Company and one of Fast Company's Brands That Matter.

As a member of the Growth Marketing team, you will get the chance to directly contribute to DTC growth at Calm. We are a small, hungry and humble team that looks for innovative ways to bring new users into the Calm App and to Calm.com. We combine data-driven strategy and creative problem solving to drive consumer growth across App, Web and Offline Marketing channels. We are always looking for new opportunities to optimize and scale new and existing ad networks and channels. We value a can-do attitude, data-driven decision-making, high EQ, cross-functional collaboration, resourcefulness, and curiosity.

We are hiring remote workers for this role in the San Francisco Bay Area, Los Angeles, New York City, or Minneapolis areas. At this time, only candidates in these locations will be considered.

As Director Growth Marketing Operations, you'll be a key leader fueling Calm's growth engine and driving our mission to support global mental health.

You will be responsible for building and managing acquisition budgets and targets for the growth marketing team. You will work closely with the UA team and drive operational excellence to scale efficiently, aligning UA initiatives to DTC business growth goals. In managing the budget, you will allocate media budgets and targets across various channels and track and report out on variance vs actuals. You will need to be skilled at uncovering insights/trends, understanding the whys behind them and translating those into actionable next steps. This role will encompass end-to-end process ownership, from UA budget management, proactive budget pacing, reporting out to key stakeholders on performance and working with media buyers for optimization of channels in order to deliver on business targets.

You're highly hands-on and detail oriented—able to juggle multiple priorities while also diving deep into data and channel insights and nuances in order to constantly push towards best-in-class performance. You have deep experience with paid channels for DTC businesses, and you thrive in a fast-paced and data-driven environment.

• Own Calm's paid acquisition media planning and budgeting. You will build a cross channel media plan to maximize results across digital and offline channels—including paid social, paid search, Apple Search Ads (ASA), Google UAC, and emerging platforms
• Set and manage annual media budgets and performance targets in close partnership with Finance, ensuring cost efficiency and ROI that supports Calm's financial plan
• Develop accurate forecasts, lead regular pacing, and budget management processes to maintain accountability and alignment with the broader DTC financial plan
• Continuously track and report out on MTD and YTD pacing, working closely with the finance team
• Partner with internal media buyers to deep dive into channel performance and trends. Identify campaign optimization opportunities that will better position channels to hit their targets. Drive action and follow up on implementing solutions and monitor for positive outcomes
• Work across the multi disciplined team of media buyers, UA analytics and creative strategists to ensure alignment, communication and operational excellence to deliver against our business goals
• Deliver regular performance updates and insights, channel outlooks, and growth recommendations to senior leadership
• Proactively analyze data to surface trends and identify opportunities within channels, funnels or within the broader business. Extract actionable insights, then work with teams to come up with tests or solutions to implement and execute against
• Project accountability lead – manages the team roadmaps to ensure top priority workstreams are progressing on time and managing expectations across a variety of stakeholders
• Assists in the development and optimization of internal processes to enhance team productivity
• Drive new AI adoption within the team's workflows to drive an increase in productivity. Proactively identify and evaluate technology solutions to automate tasks, improve data accuracy, and facilitate collaboration cross-functionally. Drive implementation across the team of AI-powered tools that automate repetitive tasks, streamline reporting, uncover new insights from data, or enhance the teams work

Financially fluent with experience in media planning, budget forecasting, and optimizing spend for efficiency and scale

Analytical mindset with a passion for data and the ability to turn insights into scalable action

Strong understanding of measurement, incrementality testing, cohort-based LTV, and full-funnel performance tracking

Proven track record of driving acquisition growth and ROAS across 8-figure budgets

Experience working across various channels across paid social, paid search, ASA, Google UAC, and offline channels within a DTC environment. Understandings depth of what drives results for each channel

Strong communicator and collaborator with a track record of influencing cross-functional partners

Highly organized, self-directed, and thrives in a fast-paced environment

• Experience with mobile app or subscription-based performance marketing

• 6+ years in acquisition or performance marketing roles, with deep experience managing paid channels in-house
• Proven success managing 8-figure paid media budgets across multiple channels
• This requires an in-depth understanding of media strategy, cross-channel planning, and the intricacies of online and offline media activation and campaign performance analysis
• Effective and efficient project management– meeting project timelines and managing expectations across a variety of stakeholders
• Possesses and displays a deep understanding of media – strategy, media math, plan development, channel dynamics, etc
• Strong financial acumen - understanding how marketing output directly ties to financial plans and forecasting. Able to work proficient with finance team counterparts

Calm uses a geographic pay model that determines salaries based on the location where an employee lives. For this position, the base pay ranges across Calm's pay tiers is as follows:

$178,600 - $272,800

The base pay range represents the low and high end of Calm's salary range for this position. Not all candidates will be eligible for the upper end of the salary range. Exact salary will ultimately depend on multiple factors, which include the successful candidate's geographic location, skills, experience and other qualifications.

Calm uses employee zip code to determine which pay range applies.

This role is also eligible for equity + comprehensive benefits + 401k + flexible time off.