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 a Brand Growth Manager, 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 one of our Strategic brands and two to five brands we’ve chosen to accelerate. You’ll own their GMV targets, forecasts, growth plans, renewals and expansions, and the senior relationships that drive them. 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 brand leaders and on the decisions that grow their programs.

This role is for someone who has owned revenue outcomes with enterprise brands, run real commercial negotiations, and is comfortable making the call on what matters without waiting for a playbook.

WHAT YOU’LL DO

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

• Build an annual growth plan for every brand, covering strategy, tactics and seasonality, 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 VP and Director relationships: 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 build the business case and plan for your Strategic brand with your Partner, including new markets, countries, program types and supply sources.

• Run 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.

• 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 see where to focus and act early.

• 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. Coach your pod’s Brand Growth Manager.

WHAT YOU’LL BRING

• 8+ years owning revenue outcomes in enterprise account management, client partnership, consulting or commercial roles, ideally with portfolios worth tens of millions of dollars.

• A track record of earning the trust of VP and C-level leaders at enterprise or mid-market brands and moving them to invest.

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

• Commercial acumen: you build business cases, forecasts and growth theses, and you’re comfortable with P&L trade-offs.

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

• 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 recommerce.

• 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.

• At least one expansion into a new market, program type or category is signed.

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

COMPENSATION

The base salary range for this role is $160,000 to $185,000, with on-target earnings of $215,000 to $265,000. Variable compensation is paid on actual GMV for your brands and your pod, renewals and expansions, forecast accuracy and execution goals. Compensation varies with level, skills, qualifications, location and experience. Eligible roles receive equity, and all employees are eligible for a full benefits package, including healthcare for employees and dependents and 401(k).

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 matters, and having fun doing it.

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