Customer Growth, Director
About the role
You'll own the GMV outcome for a portfolio of Archive's largest brand partners, and the VP+ relationships that drive it. This is a high-judgment, relationship-first role for someone who's run real commercial negotiations, navigated hard executive conversations, and made the call on what matters without waiting for a playbook.
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
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
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
Bonus requirements
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
Pay
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.