Note: The job is a remote job and is open to candidates in USA. Archive is a leading technology platform for branded resale, aiming to change consumer shopping behavior for the better. They are seeking a Strategic Director of Customer Growth to own the GMV outcome for their largest brand partners, navigate complex executive relationships, and drive commercial strategies for growth.
Responsibilities
- 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
- 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
- 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
- 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
- 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
Skills
- 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
- 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
Benefits
- Offers Equity
- Offers Commission
- Eligible for variable compensation
- Employee and dependent healthcare
- 401(k) enrollment
- Hybrid remote-office work for those based in either of those locations
Company Overview
Archive is a technology company that builds innovative, scalable, and profitable resale businesses for global brands. It was founded in 2021, and is headquartered in Los Altos, California, USA, with a workforce of 51-200 employees. Its website is https://www.archiveresale.com.