NYC)

Gantri•San Francisco, CA

About The Position

Gantri is hiring a senior individual contributor to lead relationships with major design brands and retailers. The role focuses on two customer groups: design retailers, which may begin as wholesale accounts for Gantri-branded products and grow into exclusive or private-label Gantri Made programs; and design brands, which partner with Gantri Made to develop and manufacture new products on demand. The role owns a named target list of 20 to 30 design brands and retailers in North America and Europe, guiding accounts from initial contact through pilot, launch, and expansion. Success is measured by account depth and revenue rather than the number of customer logos. The Head of Design Accounts will acquire and grow large accounts, structure and close manufacturing and retail partnerships, and collaborate with product development and factory teams on feasibility, pricing, and timelines. The role also manages account pipelines and forecasts, shares market intelligence with product planning, and represents Gantri at trade shows and industry events. Regular travel includes customer sites, trade shows, and quarterly visits to Gantri’s Bay Area factory and showroom.

Requirements

10+ years of experience in sales, business development, or partnerships at a design brand, design retailer, contract furniture or lighting manufacturer, or manufacturers’ representative serving them.
A current network of decision-makers at relevant design brands and retailers, with references who can confirm the relationships.
A record of closing large, multi-year accounts with design brands or retailers, including demonstrable deals, contacts, and revenue.
Understanding of how design brands develop and source products, including development cycles, tooling, MOQs, landed cost, and sourcing-team decisions.
Understanding of how design retailers buy and merchandise, including assortment planning, margin structure, exclusives, private label, and seasonal calendars.
Ability to sell a manufacturing partnership and discuss unit economics, lead times, and quality with sourcing leaders as well as product collections with buyers.
Ability to manage a disciplined pipeline, forecast accurately, and take responsibility for revenue.
Direct communication, ownership of outcomes, ability to move quickly with little supervision, and willingness to travel regularly.

Nice To Haves

Experience in lighting.
Experience on the buying or product side of a design brand or retailer, rather than only the selling side.
A network among European design brands and retailers in Milan, Copenhagen, or London.
Experience with on-demand, made-to-order, or additive manufacturing and its effects on product and inventory models.
Experience with the contract and A&D channel through MillerKnoll, Haworth, or Steelcase dealer networks.

Responsibilities

Own account plans for the top 20 to 30 design brands and retailers in North America and Europe, defining a path from first meeting to Gantri Made partnership.
Acquire new accounts through a personal network and presence at trade shows and design events.
Scope, structure, and close Gantri Made brand partnerships in collaboration with product development and factory teams on feasibility, pricing, and timelines.
Open and grow wholesale accounts for Gantri-branded products, including assortment, pricing, merchandising, and launch support, and convert strong accounts into exclusive and private-label programs.
Expand existing partners, including Haworth, Floyd, and The Standard, from initial programs into multi-product, multi-year relationships.
Maintain accurate CRM pipeline stages, timing, and revenue forecasts for owned accounts for the Director of Sales.
Bring market intelligence about brand and retailer plans, sourcing challenges, and emerging categories into product planning.
Represent Gantri at trade shows, design weeks, and industry events.
Travel regularly to trade shows and customer sites and spend quarterly time at the Bay Area factory and showroom.