VP, Commercial

About the role

Responsibilities

• Company revenue and growth targets across DTC, wholesale, trade for Gantri-branded products and Gantri Made partnerships, including the annual plan, quarterly OKRs, forecasting, and the weekly operating cadence that gets us there
• Our large retail strategy: identify, open, and scale national and specialty retail accounts, and build the merchandising, assortment, pricing, and account management playbook that makes Gantri a category leader on their floors and sites
• Brand presence: grow awareness and consideration for Gantri beyond the design community, including positioning, campaigns, PR, partnerships, and the channel mix that builds demand for both our own stores and our retail partners
• Physical retail: own our showroom and build the strategy, site selection, economics, and operating model for Gantri-owned stores, from the first flagship through a repeatable format that drives brand awareness and profitable sales
• The marketing engine: performance marketing, lifecycle, content, and social, including our agency relationships (paid media, agency of record, PR, email), with clear accountability for CAC, payback, and contribution margin
• Creative direction at the commercial level: partner with our Creative Director to keep brand and growth creative coherent, and ensure creative output is tied to commercial outcomes without compromising craft
• Sales organization: lead and develop our wholesale, trade, and Made sales teams, including pipeline discipline, territory and account coverage, compensation design, and hiring
• Customer experience and success: own retention, repeat rate, NPS, and the end-to-end customer journey for consumers, trade, and retail partners
• The commercial team: hire, develop, and lead directors across marketing, sales, and CX; build the organization needed to grow from $10m to $100m
• Commercial input into product: bring retailer, customer, and market signal into product planning and launch cadence, working closely with product development and our creator and brand partners
• 12+ years in commercial roles at consumer product companies, with at least 5 years leading multiple functions (marketing, sales, and/or CX) at the VP level or above
• You have built a product-led brand from roughly our size to $100m or more in revenue, and you built the playbook rather than inherited it
• You have personally opened and scaled national retail accounts (Best Buy, Target, Crate & Barrel, West Elm, Williams-Sonoma, Room & Board, Amazon, or equivalent) and understand retailer economics, planograms, co-op, chargebacks, and inventory planning
• You have opened and operated brand-owned retail stores, from site selection and lease economics through store design, staffing, and four-wall P&L, and can show how those stores lifted brand awareness and sales in their markets
• You have owned a company-wide revenue number and hit it, in at least two channels, and can show the forecasting and pipeline discipline behind it
• You have grown brand awareness for a design-led product with a strong point of view, and can explain which investments moved brand metrics and which did not
• You have managed a creative director and an agency of record, and have the taste to tell on-brand from off-brand work and the judgment to let craft lead when it should
• You are fluent in P&L, CAC, LTV, payback, contribution margin, and channel margin, and make decisions with data
• You have hired, developed, and when necessary replaced directors, and have built a commercial organization through a scaling phase
• You are a direct communicator who sets clear expectations, moves fast, and takes ownership of outcomes
• You are based in or willing to relocate to the San Francisco Bay Area

Benefits

• Competitive salary and equity options
• Comprehensive health, dental, and vision coverage
• Paid time off and flexible vacation policy
• 401(k) retirement plan with company match
• Professional development opportunities and learning stipend
• Collaborative, creative, and sustainability-focused work environment
• Access to Gantri-designed products and innovation initiative
• Dental
• Vision
• 401(k)
• PTO
• Equity