Senior Director, Consumer Revenue
Job Summary
The Senior Director, Consumer Revenue will own and grow Fortune’s consumer revenue
business across digital and print subscriptions, newsletters, and by collaborating cross-
functionally on key products such as Lists & Rankings, Memberships (MPW & CEOi), and
Fortune Live Media events. This role owns the end-to-end consumer P&L, including
acquisition, retention, pricing, and lifecycle marketing, while balancing subscription
performance with advertising and other revenue streams. Responsibilities include leading
strategy and execution across paywall and registration journeys, lifecycle programs, print
and digital subscriptions, and newsletters; leveraging core platforms including Piano,
Recurly, Zendesk, and Salesforce; and partnering cross-functionally to build durable, high-
value subscriber and member relationships.
Core Responsibilities
- P&L Ownership & Revenue Strategy: Own the consumer subscription P&L across
digital and print, including revenue, churn, customer lifetime value (LTV), and
forecasting. Develop and execute pricing, packaging, and promotional strategies
that drive profitable growth while maintaining long-term subscriber value.
- Acquisition & Paywall Strategy: Lead subscriber acquisition across paywall,
onsite messaging, registration flows, email capture, newsletters, and paid media.
Define and optimize Piano paywall and meter rules to maximize conversions while
balancing advertising, audience reach, and user experience.
- Paywall Strategy & Value Proposition: Partner with Product and Editorial to inform
feature development that deepens subscriber value and supports expansion into
new benefits, tiers, and experiences. Continuously refine and expand the
subscription and membership value proposition based on user insights, testing,
and the competitive landscape.
- Registration & Known-User Journeys: Own registration and known-user strategy,
including email capture, authentication, and logged-in experiences. Partner with
Product and Engineering to design journeys that improve conversion, engagement,
and data capture for subscribers, newsletter readers, event attendees, and
Members.
- Retention & Lifecycle Marketing: Build and optimize omnichannel lifecycle
programs to reduce churn, improve engagement, and increase LTV. Own
onboarding, renewal, win-back, and reactivation campaigns for digital and print
subscribers, newsletter audiences, and membership programs.
- Print Subscription Management: Manage and modernize the print subscription
business, including retention, renewal, and print-to-digital migration strategies.
Coordinate with Operations and external partners to ensure accurate fulfilment,
billing, and customer communications.
- Newsletters & Audience Development: Oversee newsletter strategy as a growth
and engagement lever, including list growth, segmentation, frequency, and
monetization. Partner with Editorial to develop newsletter franchises that drive
registration, subscriptions, and habit formation.
- Fortune Product Extensions: Support and monetize Fortune product extensions,
including Lists & Rankings (e.g., Fortune 500, Most Powerful Women), Fortune Live
Media events, and membership programs, by designing acquisition, upsell, and
retention strategies that connect these products to the broader consumer revenue
Ecosystem.
- Platform & Technology Leadership: Act as a key business stakeholder for core
consumer platforms including Piano (paywall and offers), Recurly (billing and
subscription management), Zendesk (customer service), and Salesforce (email and
lifecycle). Partner with Technology, Operations, and Business Intelligence teams to
optimize configuration, workflows, and reporting across these systems.
- Experimentation & Optimization: Develop and maintain a structured testing
roadmap across pricing, messaging, paywall rules, onboarding flows, and lifecycle
programs. Establish KPIs, analyze performance, and translate insights into clear,
actionable recommendations for continuous improvement.
- Vendor & Partner Management: Manage relationships with key external partners
and vendors supporting subscriptions, billing, customer service, and marketing
operations. Ensure vendors meet performance standards, SLAs, and evolving
business requirements.
- Team Leadership & Development: Lead and develop a high-performing consumer
marketing team, including direct oversight of digital subscriptions and lifecycle
marketing and management of freelance design and marketing engineering
resources. Set priorities, define goals and KPIs, and provide coaching and
development paths for team members.
Required Qualifications
- 10+ years of experience in consumer marketing, subscription growth, or digital
media, with at least 5 years in a leadership role owning revenue or P&L outcomes.
- Proven track record managing subscription P&Ls, including forecasting, budgeting,
and performance optimization across acquisition and retention.
- Hands-on experience with subscription and paywall platforms (such as Piano or
equivalent) and billing systems (such as Recurly or equivalent), including offer
management, pricing tests, lifecycle rules, and fraud management (e.g.,
chargebacks, payment risk controls). Experience shaping subscription strategies
for mobile or app-based products is a plus.
- Practical experience working with customer service platforms such as Zendesk or
Service Cloud and integrating service insights into retention and save strategies.
- Experience using Salesforce Marketing Cloud or a comparable lifecycle marketing
platform (ESP/CDP) to run multi-step campaigns, segmentation, testing, and
Reporting.
- Demonstrated success designing and optimizing subscriber journeys across
registration, paywall, onboarding, renewal, and win-back touchpoints.
- Strong analytical skills, including comfort with funnel analysis, cohort performance,
churn and LTV metrics, and the ability to translate insights into clear business
Decisions.
- Experience leading, mentoring, and developing high-performing teams in a fast-
paced environment.
- Strong stakeholder management and communication skills, including experience
working closely with editorial, product, sales, operations, and finance teams.
Total Salary: Up to $225,000, including a bonus
A Few Of Fortune’s Perks And Benefits
- 20 vacation days and 2 personal days on top of 11 company holidays and an honour-based sick leave policy
Health, dental, and vision coverage (90% paid for individuals and families), along with flexible spending accounts where Fortune contributes to your HSA
- 401(k) plan
- Generous parental leave
- Dependent care, commuter, and cell phone benefits
- Tuition reimbursement program
- A commitment to an open, inclusive, and diverse work culture
Location: This role will be based in NYC
Fortune Media is a global media organization dedicated to helping its readers, viewers, and attendees succeed in business through unrivalled access and best-in-class storytelling. Fortune’s mission is to drive the conversation about business. With a global perspective, the guiding wisdom of history, and an unflinching eye to the future, we report and reveal the stories that matter today—and that will matter even more tomorrow. With the trusted power to convene and challenge those who are shaping industry, commerce and society around the world, Fortune lights the path for global leaders—and gives them the tools to make business better. Our values inform our mission.
