Brand Growth Director

At Archive, we believe great products should live many lives. We build the technology that powers branded resale for some of the world’s most loved brands, including lululemon, The North Face, New Balance, Dr. Martens, Peloton and 50+ others. Our platform makes it easy for brands to keep products in circulation and for customers to shop secondhand with confidence.

The secondhand market is growing three times faster than traditional retail and is projected to reach $350B globally by 2028. We help brands turn resale into a real growth engine: a lower-cost way to acquire new customers, a driver of full-price growth, and a channel that can fund itself from the value of returns, excess and trade-ins.

About Brand Growth

Brand Growth owns the growth of every brand on Archive after launch: GMV targets and forecasts, growth strategy, executive relationships, renewals and expansion, including new markets and countries. The team works in pods, each led by a Brand Growth Partner with Brand Growth Directors, and is supported by Customer Success, RevOps and our Brand Strategy & GTM Operations team, so Brand Growth can stay proactive, strategic and high touch.

About the role

As a Brand Growth Director, you’ll own the growth of a portfolio of Archive’s brands: either one of our Strategic brands plus two to five brands we’ve chosen to accelerate, or a portfolio of Accelerate brands plus your pod’s scaled brands. You’ll own their GMV targets, forecasts, growth plans, renewals and expansions, the relationships that drive them, and the programs that deliver results. You won’t build reports, chase tickets or set up promotions: Customer Success, RevOps and our Brand Strategy & GTM Operations team handle that, so you can spend your time with brands and on the decisions that grow their programs.

This role is for someone who has owned revenue outcomes with brands, turns data into decisions, runs real commercial conversations, and is comfortable making the call on what matters without waiting for a playbook.

What you’ll do

• Own GMV targets, forecasts and pacing for your brands, set brand by brand from real growth potential, using one forecasting method shared with Sales.

• Build and run an annual growth plan for every brand, covering strategy, tactics and seasonality; turn it into executed levers (supply, placement, email, paid and pricing) with Customer Success and performance marketing, and review it each quarter against results.

• Set the two or three big bets per brand each quarter, make the case for what to deprioritize, and judge what to escalate, what to let ride and when to push.

• Own the relationships: from each brand’s program owner and day-to-day team up to its VP and Director leaders; map each brand up to the C-suite, build champions across its teams, and work with your Brand Growth Partner on executive engagement.

• Lead renewals and expansions for your Accelerate brands and, with Customer Success, renewals for your pod’s scaled brands; build the business case and plan for a Strategic brand with your Partner, including new markets, countries, program types and supply sources.

• Run MBRs, QBRs and annual planning reviews that lead with data-backed recommendations and win commitments on supply, placement, marketing and resources; handle the hard conversations about missed targets, scope and escalations.

• Design promotions and growth campaigns and measure their results; Customer Success and performance marketing set them up and run them.

• Lead the business side of every launch: change management, growth levers and business decisions, including a best-practice org structure, an internal communications plan and a go-to-market plan agreed early with the brand’s marketing team. Be prescriptive: tell brands what works.

• Turn insight into action: use pre-built reports and our daily brand health dashboard to spot issues early and act.

• Manage brand P&L and satisfaction, including 3PL costs, shipping overhead and appeasements, and brand CSAT.

• Direct the work inside Archive on your brands: set priorities for Customer Success, technical account managers, Implementation and Product, and escalate platform limits with clear context.

What you’ll bring

• 7+ years owning revenue outcomes in enterprise account management, client partnership, consulting, ecommerce or commercial roles.

• A track record of earning the trust of brand leaders, from program owners to VP and C-level, and moving them to invest.

• Commercial negotiation: you’ve owned renewals, expansions and contract terms.

• Commercial and analytical acumen: you build business cases and forecasts, find the insight in reports and dashboards, and are comfortable with P&L trade-offs.

• Change leadership: you’ve helped clients stand up a new channel, team or operating model, or run launches to deadlines.

• Cross-functional leadership: you get results through product, operations and go-to-market teams you don’t manage.

• Judgment and communication: you set priorities without a playbook and adapt the story for executive audiences.

Nice to have

• Experience in e-commerce, retail, apparel, footwear or outdoor brands, or resale and re-commerce.

• A high-growth B2B SaaS or marketplace background.

• Value-selling experience such as Command of the Message.

What success looks like in year one

• Your brands hit their GMV and renewal targets, with forecasts that hold.

• Every brand has an annual growth plan, an engaged sponsor and a governance cadence that works.

• Agreed levers are executed, and your MBRs and QBRs lead with insight brands act on.

• At least one expansion is signed, or your pod’s scaled-brand renewals close on time.

• Brands move up a maturity stage with investment committed by brand leadership.

Compensation

The base salary range for this role is $150,000 to $185,000, with on-target earnings of $200,000 to $265,000; placement in the range reflects experience and the portfolio, with Strategic-brand portfolios toward the top. Variable compensation is paid on actual GMV for your brands and your pod, renewals and expansions, forecast accuracy and execution goals.

Archive is a Series B company backed by Lightspeed Venture Partners, Energize Capital, and Bain Capital Ventures, and was named Fast Company's #2 Most Innovative Company in Retail in 2024. We're a small team with low egos and high agency, working on a problem that actually matters- and having a lot of fun doing it.

This is a remote role open across the continental US. We have offices in New York and the SF Bay Area, with hybrid options for those nearby.

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 that we are unable to accept applications from candidates outside of the US at this time.