VP, Commercial

Gantri•San Francisco, CA

About The Position

Gantri is hiring a VP Commercial to own company-wide revenue and growth, leading marketing, creative, sales, and customer experience as one commercial organization. This growth-focused role will spend most of its time on revenue, pipeline, and retail partnerships while overseeing a design-led brand and creative team in a way that preserves its craft and point of view. The VP Commercial will own revenue and growth targets across direct-to-consumer, wholesale, trade, and Gantri Made partnerships. The role includes developing the annual plan, quarterly OKRs, forecasting, and operating cadence; identifying and scaling national and specialty retail accounts; and building the merchandising, assortment, pricing, and account-management practices needed to establish Gantri as a category leader. The role will grow Gantri’s brand awareness beyond the design community through positioning, campaigns, PR, partnerships, and channel strategy. It will also oversee the showroom and develop the strategy, site selection, economics, and operating model for Gantri-owned stores. The VP Commercial will lead the marketing engine and agency relationships, with accountability for CAC, payback, and contribution margin, and partner with the Creative Director to align creative work with commercial outcomes without compromising craft. The VP Commercial will lead wholesale, trade, and Made sales teams; own customer retention, repeat rate, NPS, and the end-to-end customer journey; hire and develop directors across marketing, sales, and customer experience; and build the organization needed to grow from $10 million to $100 million. The role will also bring retailer, customer, and market insights into product planning and launch cadence in partnership with product development and creator and brand partners. The position is based in or requires relocation to the San Francisco Bay Area.

Requirements

12+ years in commercial roles at consumer product companies, including at least 5 years leading multiple functions such as marketing, sales, and/or customer experience at VP level or above.
Experience building a product-led brand from roughly Gantri’s size to $100 million or more in revenue, creating the playbook rather than inheriting it.
Experience personally opening and scaling national retail accounts, and understanding retailer economics, planograms, co-op, chargebacks, and inventory planning.
Experience opening and operating brand-owned retail stores, including site selection, lease economics, store design, staffing, and four-wall P&L, and demonstrating their impact on brand awareness and sales.
Experience owning and achieving a company-wide revenue target in at least two channels, with forecasting and pipeline discipline.
Experience growing awareness for a design-led product brand and assessing the impact of investments on brand metrics.
Experience managing a creative director and an agency of record, with judgment to distinguish on-brand work and allow craft to lead when appropriate.
Fluency in P&L, CAC, LTV, payback, contribution margin, and channel margin, with a data-driven approach to decisions.
Experience hiring, developing, and when necessary replacing directors, and building a commercial organization through a scaling phase.
Direct communication, clear expectations, speed, and ownership of outcomes.
Based in or willing to relocate to the San Francisco Bay Area.

Responsibilities

Own company revenue and growth targets across DTC, wholesale, trade, Gantri-branded products, and Gantri Made partnerships, including annual planning, quarterly OKRs, forecasting, and weekly operating cadence.
Develop and scale national and specialty retail accounts, and establish merchandising, assortment, pricing, and account-management practices.
Grow Gantri’s brand awareness and consideration beyond the design community through positioning, campaigns, PR, partnerships, and channel strategy.
Own the showroom and develop the strategy, site selection, economics, and operating model for Gantri-owned stores.
Lead performance marketing, lifecycle, content, social, and agency relationships, with accountability for CAC, payback, and contribution margin.
Partner with the Creative Director to keep brand and growth creative coherent and tied to commercial outcomes while preserving craft.
Lead and develop wholesale, trade, and Made sales teams, including pipeline discipline, territory and account coverage, compensation design, and hiring.
Own retention, repeat rate, NPS, and the end-to-end customer journey for consumers, trade customers, and retail partners.
Hire, develop, and lead directors across marketing, sales, and customer experience, and build the commercial organization for growth from $10 million to $100 million.
Bring retailer, customer, and market insights into product planning and launch cadence in partnership with product development and creator and brand partners.