Senior Performance Marketing Manager, Direct Mail and Offline Growth

About the role

Upstart seeks a Senior Performance Marketing Manager to own the full Direct Mail journey for the Home Equity Line of Credit product. This role requires clear thinking, disciplined execution, and steady comfort with complex, high-stakes problems that intersect marketing strategy and financial services. The hire will shape the channel vision and steer growth while coordinating with partners across teams to ensure alignment and execution excellence. You will define the approach for a core growth channel while managing significant budgets and cross-functional collaboration to meet ambitious targets. This position involves translating data and insights into tangible offline actions that drive measurable business outcomes. A key part of the role is guiding machine learning initiatives with data teams to sharpen acquisition targeting for Direct Mail and improve overall efficiency. You will design and oversee incrementality and geo-lift tests that clarify true impact and refine future plans based on evidence. The role demands turning campaign data into specific moves, revealing chances to improve acquisition, retention, and long-term customer value. You will build playbooks that reach overlooked segments and unlock fresh demand for HELOC products through tested offline methods. This work requires close partnership with product, engineering, and analytics teams to align testing, timelines, and cross-channel execution for maximum impact. You will also present performance narratives to executives, tying channel metrics to company-level priorities and demonstrating the value of offline investment.

Key facts

What you'll do

• Define the strategic direction for Direct Mail within the Home Equity Line of Credit portfolio and translate business goals into testable hypotheses.
• Architect offline growth experiments across out-of-home, linear TV, and brand testing initiatives designed to uncover and reach new audiences.
• Own annual budget oversight for millions in spend, ensuring rigorous tracking of return on investment and clear business outcomes.
• Guide machine learning initiatives with data teams to refine acquisition targeting for Direct Mail and improve model performance over time.
• Design and manage incrementality and geo-lift tests that clarify true impact and provide actionable insights for future planning.
• Turn campaign data into specific strategic moves, revealing actionable chances to improve acquisition, retention, and customer lifetime value.
• Build and maintain playbooks that help reach overlooked market segments and unlock fresh demand for HELOC products through disciplined testing.
• Partner closely with product, engineering, and analytics teams to align testing roadmaps, timelines, and cross-channel execution priorities.
• Present clear performance narratives to executive stakeholders, tying channel metrics directly to company-level priorities and strategic objectives.
• Evaluate new offline channels and technologies, recommending investments that align with growth goals and risk parameters.
• Monitor competitive and market trends, incorporating findings into test designs and audience strategies for Direct Mail.
• Lead the documentation of processes, insights, and learnings to create a repeatable framework for offline scale.
• Optimize creative and messaging through ongoing testing, ensuring alignment with brand standards and regulatory constraints.
• Manage vendor and agency relationships related to print, mail fulfillment, and measurement, ensuring quality and cost efficiency.
• Implement tracking structures and measurement frameworks that enable accurate attribution and continuous optimization.

Requirements

• Hold a Bachelor's degree or comparable hands-on background in marketing, analytics, or a related quantitative field.
• Bring five or more years of experience running performance marketing, consistently using data as a primary guide for decision-making.
• Demonstrate a history of end-to-end campaign ownership, from initial strategy through measurement, optimization, and post-mortem learning.
• Manage significant marketing budgets with a demonstrated focus on return on investment and comfort with profit and loss responsibility.
• Design and analyze controlled studies, such as A/B tests or incrementality evaluations, to guide major strategic decisions.
• Show comfort with statistical concepts and data interpretation to support insights and recommendations.
• Exhibit strong written and verbal communication skills for collaborating with cross-functional partners and presenting to leadership.
• Navigate ambiguity and operate effectively in a fast-paced, data-driven environment with evolving priorities.
• Maintain a strong sense of ownership and accountability for hitting performance targets and delivering on commitments.
• Align with Upstart's mission of expanding access to credit while maintaining rigorous standards for risk and compliance.

Nice to have

No additional skills or tools are specified for this role. There are no listed optional qualifications beyond the core requirements stated in the source material.

Practical notes

This job description includes all duties and requirements provided in the source material. The role is based in the United States and is fully remote, with full-time engagement and a compensation range of $143,200.00 to $196,800.00 annually. Please