The RealReal · 9 hours ago
Director, GTM Sales Strategy & Planning
Syracuse, NY
Full-time
Onsite
Director/Executive
$180K/yr - $210K/yr
10+ years expThe RealReal is the world’s largest online marketplace for authenticated, resale luxury goods. They are seeking a Director of GTM Sales Strategy & Planning to lead the development and execution of their sales strategy, driving long-term revenue growth and operational excellence.
E-CommerceFashionLifestyleMarketplace
Responsibilities
Sales Strategy Development & Execution: Develop and drive the long-term sales strategy and roadmap, aligning with company goals and market opportunities in the luxury consignment sector. Lead cross-functional initiatives to enhance sales capabilities, integrating people, processes, and tools for scalable growth. Partner with Sales and Marketing Leadership to ensure strategic alignment and execution of revenue-driving initiatives
Driving Innovation: Spearhead innovation in sales by conducting external benchmarking to identify best-in-class capabilities and industry trends. Collaborate with technical teams to research and integrate emerging technologies (e.g., AI-driven analytics, automation tools) to enhance sales processes and customer engagement. Collaborate with technical teams to pilot and implement innovative solutions that drive efficiency and competitive advantage
Driving Operational Excellence: Lead efforts to optimize sales and sales operations processes to achieve superior efficiency, scalability, and performance. Establish best-in-class sales workflows, leveraging industry benchmarks and innovative practices to enhance operational effectiveness. Drive adoption of optimized processes through change management, training (a separate team), and continuous improvement initiatives
Budgeting, Planning & Forecasting: Oversee the creation and management of sales budgets, ensuring alignment with financial objectives. Develop accurate revenue and cost forecasts, utilizing advanced financial modeling and market analysis. Collaborate with Finance to integrate sales forecasts into company-wide financial plans
Insights Delivery: Deliver actionable insights through advanced analytics, including pipeline performance (e.g., conversion rates, deal progression), business hindsighting (e.g., performance driver analysis), and client experience metrics (e.g., NPS drivers and next steps). Build and maintain dashboards and reports to provide Sales Leadership with real-time visibility into performance trends and opportunities. Leverage predictive analytics to anticipate market shifts and inform strategic decisions
Project Management: Lead high-impact sales strategy and operations projects, ensuring timely delivery and alignment with business priorities. Manage cross-functional teams and stakeholders to drive project outcomes, utilizing structured methodologies (e.g., Agile, PMP). Track and report on project progress, risks, and outcomes to senior leadership
Governance for Sales & Sales Operations: Establish and enforce governance frameworks for sales and sales operations, ensuring compliance with policies and alignment with strategic goals. Oversee data integrity, process adherence, and accountability across sales systems and teams. Facilitate regular governance reviews to assess performance and drive continuous improvement
Qualification
Required
10+ years of experience in go-to market sales strategy, sales operations, or related fields, with at least 5 years in a leadership role
Proven expertise in sales analytics, planning/forecasting, and strategic roadmap development in a high-growth environment
Strong project management skills, with experience leading complex, cross-functional initiatives
Deep understanding of sales processes and best-in-class capabilities, with a track record of improving people, processes, and tools
Exceptional analytical skills, with experience in financial modeling, pipeline analytics, and client experience metrics
Excellent communication and stakeholder management skills, with the ability to influence senior leadership
Ability to thrive in a fast-paced, dynamic environment and manage multiple priorities
Ability to travel 10%
Preferred
Bachelor's degree in Business, Finance, Economics, or related field
MBA or advanced degree preferred
Experience at a management consulting firm strongly preferred
Proficiency in Salesforce strongly preferred
Familiarity with sales compensation, territory, and quota design strongly preferred
Previous experience with Sales enablement and training a plus
Experience in high growth, B2C or small company B2B sales-oriented companies preferred
Experience in e-commerce, retail, or luxury goods industries
Benefits
Employee Stock Purchase Plan
401K with Company Match
Medical, Dental & Vision Insurance
Paid Parental Leave
9 Paid Company Holidays
Flexible Time Off (With Manager Approval)
Company
The RealReal
The RealReal is an online marketplace for authenticated and consigned luxury goods.
1001-5000 employees
Funding
Current Stage
Public CompanyTotal Funding
$356.87MKey Investors
GreyLion CapitalGreat Hill PartnersGreenspring Associates
2019-06-28IPO
2019-03-01Series H· $70M
2018-07-25Series G· $115M
Leadership Team
Rati Levesque
President & CEO
Frank Zhu
Chief Analytics Officer
Recent News
2026-01-23
WSJ.com: US Business
2026-01-22
2026-01-14
Company data provided by crunchbase