General Manager, Subscription Business

Rent the Runway (RTR) is transforming the way we get dressed by pioneering the world’s first Closet in the Cloud. Founded in 2009, RTR has disrupted the $2.4 trillion fashion industry by inspiring women with a more joyful, sustainable and financially-savvy way to feel their best every day. As the ultimate destination for circular fashion, the brand now offers infinite points of access to its shared closet via a fully customizable subscription to fashion, one-time rental, or ownership. RTR offers designer apparel and accessories from hundreds of brand partners and has built in-house proprietary technology and a one-of-a-kind reverse logistics operation. RTR has been named to CNBC’s “Disruptor 50” five times in ten years, and has been placed on Fast Company’s Most Innovative Companies list multiple times.

As the General Manager (GM) of Subscription, you will lead and accelerate the growth of RTR’s core membership business, the subscription that gives customers ongoing access to our shared closet. Members choose their plan, rotate styles through the month, and can pause or change their plan as their lives change. This role gives you a meaningful opportunity to serve millions of women over time and shape the experience that keeps them coming back.

As a GM, you will have P&L responsibility over this core revenue stream for RTR and will be responsible for setting the vision, driving an aggressive growth strategy, and executing against a comprehensive roadmap to unlock the next phase of growth for Subscription.

You will operate at the intersection of acquisition, retention, product, merchandising, pricing, inventory, and operations, leading a cross-functional team to deliver a best-in-class member experience and strong financial performance. This is an ideal role for a strategic, data-driven operator who can move seamlessly between vision and execution, and is excited to scale a consumer-facing membership business.

This is a full-time role reporting to one of RTR’s Executive team members overseeing Commercial Revenue and will be part of the company’s extended leadership team. 

• →Own the Subscription Business (GM + P&L Ownership): Own the P&L for the Subscription business, including revenue growth, contribution margin, and cost structure. Define and execute a strategy to scale membership, including new growth levers, member segments, and plan options. Establish clear KPIs and performance dashboards to measure success.
• →Drive Member Acquisition & Growth: In partnership with Marketing, drive new member acquisition across paid, organic, affiliate, and partner channels, with a focus on efficient customer acquisition cost and payback. Build the measurement and attribution approach that tells us where growth is coming from and where to invest.
• →Lead Retention, Pausing & Lifecycle: Reduce churn and improve member lifetime value through lifecycle marketing, personalized recommendations, loyalty program optimization, and proactive engagement. Design and test offers and plan changes that keep members active without eroding margin.
• →Optimize Pricing, Promotions & Add-On Revenue: Set the framework for membership pricing, promotional depth, and add-on revenue, balancing acquisition, retention, and margin. Maximize traffic, conversion, and revenue per member.
• →Guide Product & Technology Roadmap: Define and prioritize the subscription product roadmap in partnership with Product and Engineering. Build and ship features that create a seamless, frictionless, and delightful end-to-end shopping experience, including UX from discovery and onboarding through personalization, conversion, and self-serve member management.
• →Optimize Assortment & Inventory for Members: Partner with Buying, Site Merchandising, and Inventory teams to curate assortment that keeps members engaged and drives improvements in inventory utilization, availability, and new-unit efficiency.
• →Improve Operations & Fulfillment: Partner with Operations to ensure a reliable shipping, returns, and reverse logistics experience that supports the monthly membership rhythm.
• →Cross-Functional Leadership: Lead a cross-functional team spanning product, engineering, merchandising, marketing, and operations while serving as the central point of accountability for Subscription performance. Present regular business updates, insights, and strategic recommendations to executive leadership.
• →Test, Learn, & Reimagine: Build a culture of rapid experimentation and iteration while identifying opportunities to reimagine the membership experience to drive step-change growth. Stay ahead of industry trends in e-commerce, fashion, and subscription business models. 

• 10+ years of experience in strategy, operations, product, or general management roles within e-commerce, subscription, retail, or consumer-facing businesses.
• Proven experience owning a subscription, membership, or consumer business line or P&L, with a strong understanding of acquisition economics, retention drivers, and cost structures, and the ability to deliver quantifiable business impact.
• Strong track record of driving growth, executing cross-functional initiatives, and operating with a high level of autonomy in dynamic and fast-paced environments.
• Experience with lifecycle marketing, CRM, growth marketing, or subscription retention strategies.
• Experience working closely with Product and Engineering teams to build, test, and launch customer-facing features.
• Highly analytical and data-driven, with the ability to translate insights into action and measure incrementality.
• Comfortable operating at both strategic and executional levels, from setting vision to rolling up your sleeves with a “no task is too small” mindset.
• Excellent communication and stakeholder management skills, with experience presenting to executive leadership and gaining alignment across multiple stakeholders with varying priorities.
• Passion for delivering exceptional customer experiences as well as for the broader fashion-tech and rental/resale economy.
• Experience in fashion/apparel, digital merchandising, membership programs, and/or optimizing conversion funnels is preferred.