Customer Growth, Strategic Director

Join Archive in our mission to change consumer shopping behavior for the better. If you think humans buy too much stuff and throw too much away, then this problem is for you. As the leading technology platform for branded resale, we now power circular businesses for 50+ brands globally including Lululemon, The North Face, New Balance, Dr. Martens, Oscar de la Renta, Faherty, and more.

We are growing our team of highly motivated, forward-thinking individuals to help build the most delightful user experience for shopping used items, and the software to help brands make this a significant part of their business. If this mission speaks to you, come join us as we grow our share of the booming second hand market; projected to grow 3X faster than the overall global apparel market and to hit $350 Billion globally by 2028.

About the role…

You'll own the GMV outcome for a portfolio of Archive's largest brand partners, and the VP+ relationships that drive it. This is a high-judgment, relationship-first role for someone who's run real commercial negotiations, navigated hard executive conversations, and made the call on what matters without waiting for a playbook. If you've owned revenue outcomes at the enterprise level, get energized by high-stakes relationships where the calls actually matter, and want to shape how a category-defining company grows its biggest accounts, this is for you.

Responsibilities

Executive relationship ownership

• Build and maintain relationships with senior brand stakeholders (Director through VP+), including QBRs, executive dinners, on-sites, and conference presence

• Read political dynamics, anticipate org shifts, and position Archive strategically inside each brand

• Identify and cultivate expansion champions across teams within the org

• Navigate difficult conversations; missed targets, scope disputes, and escalations

Commercial strategy

• Own renewal strategy, timing, and negotiation across your portfolio

• Lead expansion conversations across program types, supply sources, and solutions (e.g., peer-to-peer, new categories)

• Build the strategic growth thesis for each brand and sell it to brand leadership

• Develop business cases for strategic bets and pitch upsells

• Partner with Sales and Commercial leadership on contract motions and pricing

Strategic prioritization

• Identify the 2–3 big bets per account per quarter and make the case for what to deprioritize

• Pattern-match across seasonality, brand initiatives, and macro trends to surface what actually matters

• Serve as the judgment layer on performance: what to escalate, what to let ride, and when to push

Internal quarterbacking

• Pull in Implementation, Product, Ops, CX, and Marketing when an account needs them

• Escalate platform limitations internally with clear context and urgency

• Be the single point of accountability, in the wins and the escalations

Methodology and team leverage

• Own Customer Growth methodology: operating rhythms, brand planning frameworks, escalation models, and renewal playbooks

• Advise team members on complex or advanced cases

• Codify best practices and shape how the team approaches brand growth

Requirements

• 6+ years owning revenue outcomes in enterprise account management, customer success, or commercial roles, ideally with $XM+ portfolios.

• Proven track record landing and expanding VP+ relationships at enterprise or mid-market brands.

• Experience owning commercial negotiations; renewals, expansions, contract motions

• Strong commercial acumen: ability to build business cases, develop growth theses, and drive pricing conversations

• Comfort making judgment calls and setting priorities without a playbook

• Experience working cross-functionally to drive outcomes across product, ops, and go-to-market teams

• Exceptional communicator, able to adapt the narrative for executive audiences.

Bonus requirements

• Experience in e-commerce, retail, or the resale/recommerce industry

• Background in a high-growth B2B SaaS or marketplace environment

• Experience building team methodology; playbooks, escalation frameworks, or account planning processes

The expected annual base salary range for this position is $150,000- 170,000, USD, and is eligible for variable compensation. Compensation varies based on a variety of factors which include (but aren’t limited to) such as role level, skills and competencies, qualifications, knowledge, location, and experience. In addition to base pay, certain roles are eligible for equity as well, and all employees are eligible for a full benefits package including employee and dependent healthcare and 401(k) enrollment.

Archive is a Series B company backed by lauded investors including Lightspeed Venture Partners, Energize Capital, and Bain Capital Ventures. We prize an inclusive and transparent culture, and remain true to our values in everything we do. We were honored as Fast Company’s #2 Most Innovative Company in Retail in 2024, and continue to challenge ourselves to change consumer shopping behavior for the better.

This is a remote role and we are hiring across the continental US, but Archive has offices in both New York and the SF Bay Area and offers hybrid remote-office work for those based in either of those locations.

We consider applicants of all backgrounds. If you are excited about what we’re building but don't meet some of the criteria above, please don’t let that discourage you from applying. Please note, we are unable to accept applications from candidates outside of the US at this time.