Director, Revenue Operations
Remote
Sales and Marketing /
Full-Time /
Remote
Join Archive in our mission to change consumer shopping behavior for the better. If you think humans buy too much stuff and throw too much away, then this problem is for you. As the leading technology platform for branded resale, we now power circular businesses for 50+ brands globally including Lululemon, The North Face and New Balance.
We are growing our team of highly motivated, forward-thinking individuals to help build the most delightful user experience for shopping used items, and the software to help brands make this a significant part of their business. If this mission speaks to you, come join us as we grow our share of the booming second hand market—projected to grow 3X faster than the overall global apparel market and to hit $350 Billion globally by 2028.
Abut the role
We are looking for a dynamic Director of Revenue Operations to bring data-driven insights, operational rigor, and strategic systems management to our sales team. This role will ensure our sales organization operates efficiently and effectively by improving processes, refining territories, supporting pricing strategies, and analyzing key data to inform decision-making. The ideal candidate will play a pivotal role in setting the sales team up for success.
Responsibilities
- Strategic Planning: Use data-driven insights to inform our Go-To-Market strategy, including ICP definition, sales process refinement, and resource allocation. Identify strategic opportunities for revenue growth and recommend actionable initiatives.
- Executive Advisory: Serve as a thought leader to the executive team on strategic initiatives, providing expertise on sales effectiveness, market trends, and revenue optimization. Translate complex sales data into clear recommendations that drive business growth and operational efficiency.
- Goal Setting: Collaborate closely with leadership and cross-functional teams to establish data-driven goals and performance metrics that align with overall business objectives. Your expertise in target setting will be crucial to translating strategic goals into measurable and achievable targets at all levels of the organization.
- Territory Construction: Design and refine sales territories to optimize coverage and performance.
- Compensation Planning: Build and manage incentive structures to motivate and reward the sales team.
- Pricing and Packaging Support: Assist in developing pricing strategies that enhance competitiveness and profitability.
- Forecasting: Design and implement sophisticated predictive models and tools for sales forecasting and target allocation ensuring the connectivity of metrics throughout the sales funnel.
- Data Analysis: Leverage insights from sales systems and tools to identify trends, measure performance, and inform strategy.
- Sales Model Optimization: Collaborate with cross-functional stakeholders to refine sales models and ensure alignment with broader business goals.
- Sales Systems Management: Oversee platforms like Salesforce, Gong, and Outreach to ensure seamless operation and adoption. Oversee vendor infrastructure enhancements for automation, scale, and adoption of platforms like Salesforce, Gong and Outreach.
- Data Integrity: Develop, implement, and maintain robust sales dashboards that provide actionable insights to sales leadership and enable data-driven decision making. Conduct regular data audits to ensure accuracy and completeness of sales data, and identify and rectify any discrepancies or inconsistencies
Requirements
- 5+ years of experience in a Sales Operations, GTM Operations or similar in a high-growth environment
- Proven experience in sales operations, revenue operations, or a similar role at an organization with a performance revenue business model
- Previous experience in environments with dynamic revenue structures, including expertise in managing complex pricing models and accurate variable revenue forecasting.
- Proficiency in sales tools and platforms (e.g., Salesforce, Gong, Outreach).
- Strong analytical and problem-solving skills with a focus on actionable outcomes.
- Ability to build rapport with sales teams and cross-functional stakeholders.
- Ability to be both a thinker and a doer, capable of developing high-level strategies while executing detailed tasks.
- Demonstrated ability to analyze complex datasets and translate findings into actionable business insights and strategies.
$145,000 - $173,000 a year
Compensation varies based on a variety of factors which include (but aren’t limited to) role level, skills and competencies, qualifications, knowledge, 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. Our team of over 50 employees is currently remote-first, with an office in NYC and optional in-person work for those located in the area. We have company offsites twice a year to bring the full team together in person, and occasional travel is expected as part of the job.
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.
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.
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