Customer Growth, Strategic Director

About The Position

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.

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.

Nice To Haves

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

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