The Leadership Shift in India’s D2C Sector

India’s D2C sector is undergoing a shift, moving from a tech-driven approach to a structured, revenue-centric growth model. Our latest report, D2C Talent Trends: The Leadership Shift, explores how this evolution is reshaping leadership hiring. In recent years, brands have embraced omnichannel strategies, expanding beyond digital platforms to establish a robust offline presence. This transition has led to a surge in demand for marketing and business operations leaders, with year-on-year leadership hiring rising from 19% in 2021 to 26% in 2024. In contrast, hiring for tech and product leadership roles has declined, highlighting a strategic focus on scaling rather than platform development.

The report also underscores a shift in talent preferences, with D2C brands valuing practical experience over elite academic backgrounds—71% of leadership hires now come from Tier-2 institutions. As the industry continues to expand, the demand for seasoned executives with expertise in FMCG, retail, and high-growth startups is stronger than ever. 

Discover more on the key leadership trends shaping the future of India’s D2C market.

 Download the report