archive - Customer Growth, Strategic Director
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Requirements
• 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 • The expected annual base salary range for this position is $150,000- 170,000, USD, and is eligible for variable compensation. Compensation varies based on a variety of factors which include (but aren’t limited to) such as role level, skills and competencies, qualifications, knowledge, location, and experience. In addition to base pay, certain roles are eligible for equity as well, and all employees are eligible for a full benefits package including employee and dependent healthcare and 401(k) enrollment. • Archive is a Series B company backed by lauded investors including Lightspeed Venture Partners, Energize Capital, and Bain Capital Ventures. We prize an inclusive and transparent culture, and remain true to our values in everything we do. We were honored as Fast Company’s #2 Most Innovative Company in Retail in 2024, and continue to challenge ourselves to change consumer shopping behavior for the better. • This is a remote role and we are hiring across the continental US, but Archive has offices in both New York and the SF Bay Area and offers hybrid remote-office work for those based in either of those locations. • 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, we are unable to accept applications from candidates outside of the US at this time.
Responsibilities
• Executive relationship ownership • 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 • Commercial strategy • 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 • Strategic prioritization • 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 • Internal quarterbacking • 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 • Methodology and team leverage • 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
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