Business Development Representative

Job Description

At Archive, we believe great products should live many lives. We build the technology that powers branded resale for some of the world’s most loved brands, including lululemon, The North Face, New Balance, Dr. Martens, Peloton and 50+ others. Our platform makes it easy for brands to keep products in circulation and for customers to shop secondhand with confidence.

The secondhand market is growing three times faster than traditional retail and is projected to reach $350B globally by 2028. We help brands turn resale into a real growth engine: a lower-cost way to acquire new customers, a driver of full-price growth, and a channel that can fund itself from the value of returns, excess and trade-ins.

About the role

You’ll be our dedicated BDR, opening the door to the brands we most want to work with. Reporting to our Head of Sales and working closely with our two Account Executives and our Senior Manager, Integrated Marketing, who runs our account-based marketing, you’ll research a named list of Top 300 brands, build relationships across each brand’s buying group, and earn meetings through warm introductions, events and sharp, well-researched outreach. It’s a role for someone who loves the craft of prospecting, writes well, and wants to learn how enterprise deals are won.

What you’ll do

• Work the Top 300. Research, prioritize and account-plan about 30 named brands a quarter with the AEs. Depth over breadth.
• Multi-thread every brand. Map each brand’s decision makers, champions and influencers, and open conversations across all of them: CMOs, CFOs and heads of eCommerce, as well as sustainability, CRM and loyalty, operations and the teams who run resale today.
• Tailor the story to each stakeholder. Lead with resale as customer acquisition and full-price growth for executives, and connect it to what each stakeholder cares about (eCommerce revenue, circularity goals, loyalty, operations), with brand-specific insight such as how much of their product already resells on marketplaces.
• Work in lockstep with the AEs and Marketing. Partner every day with the AEs and our Senior Manager, Integrated Marketing: shared account plans, a weekly account review, and coordinated plays, so campaigns, events and your outreach reach the same stakeholders with one story at the same time.
• Use warm paths first. Re-engage brands that have shown interest before, work introductions from our board, investors and partners, and turn the events Marketing runs into meetings.
• Use AI to go further. Build smart, repeatable ways to research accounts, personalize outreach and spot signals, so a small team does work of real quality at scale.
• Set up great first meetings. Hand each meeting to the AE with a clear brief (the brand, the people, the hypothesis and why now), drawing on Marketing’s revenue snapshot for the brand.
• Keep Salesforce accurate. Contacts with their roles and titles, activities and next steps, so we can see who we’re reaching and what’s working.
• Test and learn. Run messaging tests (for example, growth-led vs. sustainability-led outreach), share what works, and help shape our sales playbook. As our only BDR, you’ll help define how prospecting works at Archive.

How we’ll measure success

• Meetings held across the buying group at Top 300 brands, with decision makers, champions and influencers engaged on each account.
• Qualified opportunities created, and the pipeline they become.
• Conversion from first meeting to qualified opportunity.
• Accuracy and completeness of your Salesforce records.

What you’ll bring

• 2+ years in sales development or a similar role, ideally reaching senior leaders at enterprise or consumer brands.
• Excellent writing: concise, specific outreach that earns a reply.
• Curiosity about how brands make money: customer acquisition, full-price sales, inventory and eCommerce. Retail, fashion, footwear, outdoor or resale experience is a plus.
• Confidence with executives: comfortable on the phone, in person at events, and in the room.
• AI-native habits and experience with Salesforce, HubSpot and prospecting tools such as Apollo.
• Organized and data-driven, comfortable owning a number and improving week by week.
• A team player who holds a high bar and wants to grow into a closing role.

Nice to have

• Event and in-person networking experience.
• Content or writing experience (posts, briefs, research).

Compensation

The base salary range for this role is $60,000 to 80,000. This role is eligible for variable compensation on top of base salary.Archive is a Series B company backed by Lightspeed Venture Partners, Energize Capital, and Bain Capital Ventures, and was named Fast Company's #2 Most Innovative Company in Retail in 2024. We're a small team with low egos and high agency, working on a problem that actually matters- and having a lot of fun doing it.

This is a remote role open across the continental US. We have office space in New York, Austin, and the SF Bay Area, with hybrid options for those nearby.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 that we are unable to accept applications from candidates outside of the US at this time.