Director, Revenue Operations

Summary

Join Archive in its mission to revolutionize consumer shopping habits by reducing overconsumption and waste. As a leading technology platform for branded resale, Archive partners with over 50 global brands, including Lululemon, The North Face, and New Balance. The company seeks a Director of Revenue Operations to leverage data-driven insights and operational expertise to enhance sales team efficiency and effectiveness. This pivotal role involves strategic planning, executive advisory, goal setting, territory refinement, compensation planning, pricing strategy support, forecasting, data analysis, sales model optimization, and sales systems management. The successful candidate will contribute significantly to Archive's growth within the booming secondhand market, projected to reach $350 billion globally by 2028. This is a remote-first position with a New York City office option and occasional travel.

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

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

Benefits

• $145,000 - $173,000 a year
• Employee and dependent healthcare
• 401(k) enrollment
• Remote work