Director, Subscriber Acquisition

This is a Full Time Job

Director, Subscriber Acquisition (Hulu)

Job Summary:

Hulu is the leading premium streaming service offering live and on-demand TV and movies, with and without commercials, both in and outside the home. Operating at the intersection of entertainment and technology, Hulu has a unique opportunity to be the number one choice for TV. We captivate and connect viewers with the stories they love, and we're looking for people who are passionate about redefining TV through innovation, unconventional thinking, and embracing fun. Join us and see what Hulugan life is all about.

Hulu's Marketing team is seeking a Director, Subscriber Acquisition to lead our performance marketing team, overseeing media strategy, planning and execution of Hulu's direct-response campaigns. The ideal candidate will have the right balance between strategic vision and operational chops to drive the business forward, have passion for the digital media space and creative strategy, and a deep understanding of performance tactics and platform best practices. This person should be incredibly data-savvy, with the ability to draw insights and translate them into clear action plans for internal and external teams. They will thrive in a cross-functional environment and lead in a highly dynamic and evolving environment. This person will be the go-to person within Hulu as our subject matter expert in driving efficient acquisition and engaged subscribers. They'll also be a leader of collaboration across other functional experts across the broader DTC organization.

Responsibilities
• Serve as the strategic leader and voice of all Performance Media initiatives within the company.
• Set the short- and long-term strategy for all Paid Media activities designed to create demand and adoption of Hulu's subscription services (incl. Hulu's ad-supported plan, Hulu + Live TV, Bundle products and add-ons).
• Own Hulu's performance media mix and channel optimization efforts to drive efficient acquisition at scale.
• Remain accountable for ensuring all media budgets are strategically aligned and optimized toward business goals including driving paid adds, engaged subscribers, delivering media efficiency and ROAS.
• Partner with Finance and Marketing Analytics teams to build, monitor and refine annual and monthly subscriber forecasts.
• Manage and track media budgets, forecasts and reporting, partnering with Marketing Finance on pacing, efficiency updates and actualizations.
• Own Hulu's media experimentation strategy and iterative roadmap focused on driving incremental subscribers to the service.
• Partner with Product and Product Marketing to create and track a seamless and effective full funnel customer journey.
• Collaborate with Brand and Originals teams to develop integrated plans with optimal media mix between upper & lower funnel tactics.
• Serve as the leader, manager and coach for the entire Subscriber Acquisition marketing team.
• Lead and manage mix of in-house and agency teams, ensuring alignment with Hulu and the broader Disney Streaming goals.
• Manage the in-house Ad Operations and Marketing Technology teams, overseeing programmatic/digital ad operations, audience distribution, pixel and tag management, CAPI implementation, and new technology vetting and implementation.
• Act as the marketing team's expert in product, marketing technology, privacy regulations and impact to data availability.
• Collaborate with Growth leaders across Disney LOBs to share best practices, engage new media partners, or partner on joint test & learn plans.
• Own creation of materials across all leadership needs inclusive of budget scenarios and business unit education.
• Act as a true subject matter expert, educating stakeholders across the organization with key recommendations, campaign results, new projects and best practices.
• Partner with Marketing Analytics to build out Hulu's marketing attribution capabilities, including refining and enhancing Hulu's media mix models.
• Partner with Analytics & Data to build dashboards and regular reporting.
• Oversee and approve creative strategy and asset rotation aligning with Hulu's title priorities and strongest acquisition drivers.

Required Qualifications
• 10+ years of experience in performance marketing, ideally in Subscription & DTC businesses.
• Expertise across all performance and biddable channels, including: Affiliates, Digital, Programmatic, Paid Social, Paid Search and Devices/CTV.
• Experience working closely with ad operations teams to distribute audiences, implement pixels and review reporting/measurement across paid and owned campaigns.
• Proven track record of driving strong and consistent growth with clear understanding of acquisition KPIs.
• Hands-on experience managing third-party media and creative agencies, and technology partners.
• Familiarity with marketing platforms and tech stacks such as Tealium, Google full suite, AppsFlyer, Adobe Analytics, LiveRamp.
• Ability to quickly consume large amounts of data and draw insights that draw the business forward.
• Experience managing teams of all levels (incl. people managers and ICs).
• Excellent presentation and communication skills, with the ability to distill complex data and insights in a digestible format.
• Passion for entertainment and innovation in the media space.
• Deep interest in media experimentation and measurement.
• Experience working with data visualization tools (i.e. Tableau, Looker).
• Knowledge of creative best practices across all channels.
• This role requires employees to be onsite four days a week, currently out of our Santa Monica, CA location, with a planned office move to our Burbank, CA location in 2026.

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The hiring range for this position in Santa Monica, CA is $151,000 to $202,500 per year. The base pay actually offered will take into account internal equity and also may vary depending on the candidate's geographic region, job-related knowledge, skills, and experience among other factors. A bonus and/or long-term incentive units may be provided as part of the compensation package, in addition to the full range of medical, financial, and/or other benefits, dependent on the level and position offered.