Head of Sales – Retail

This is a fully remote position, open to applicants in Australia.

📋 Description

• Create and implement a comprehensive sales strategy across various channels including wholesale, specialty, independents, e-commerce, and events.

• Establish and oversee the sales department, spearheading Glitch's global retail growth.

• Manage all facets of sales and operational planning, encompassing forecasting, pricing, margin management, and sales analysis.

• Forge new retail partnerships with prominent brands while maintaining existing relationships with external stakeholders.

• Lead negotiations, account management, and retailer collaborations to enhance distribution and sell-through rates.

• Develop strategic roadmaps and timelines for product categories, territories, and sales channel expansions aligned with the overall company strategy and available resources.

• Represent Glitch at trade exhibitions and industry events, fostering strong industry and partner connections.

• Collaborate with the People and Culture team to ensure the Sales department has the appropriate headcount in accordance with company growth and objectives.

• Supervise direct-to-consumer and marketplace performance across platforms like Shopify, Amazon, and other online storefronts.

• Establish guidelines and comprehensive strategies that ensure consistency across our catalog, campaigns, pricing, and merchandising.

• Identify potential opportunities within existing portfolios for campaigns, product launches, and sales events to minimize cannibalization and enhance revenue generation.

• Lead the sales team to execute direct-to-consumer and retail sales campaigns in partnership with our Marketing team.

• Guide the e-commerce and website teams on best practices for digital storefronts to boost customer satisfaction and conversion rates.

• Create retail operation and relationship frameworks aimed at optimizing pricing, quantities, and catalog offerings for each distinct retailer, territory, and demographic.

• Enhance relationships with key retailers through strategic promotional partnerships and tailored catalog offerings.

• Establish new retail partnerships, focusing on large retail chains and new markets such as Latin America and Europe.

• Design and implement retail activations including pop-ups, conventions, vending machines, and flagship experiences.

• Provide advice on product exclusivity and scarcity strategies to cultivate collector behavior and demand driven by fandom.

• Foster a culture of data-driven decision-making by utilizing internal sales analytics to fuel further growth.

• Lead the development of systems that facilitate efficient and straightforward analysis of sales data for informed decision-making.

• Guide the licensing team in discovering new opportunities and ensuring that licensed products do not compete with internally sourced items.

⛳️ Requirements

• 8–12 years of experience in the consumer products, toy, or pop-culture retail sectors.

• Demonstrable experience selling to major U.S. retailers and managing global distributor networks.

• In-depth understanding of fandom, collectibles, and entertainment intellectual property ecosystems.

• Strong commercial instincts in pricing, forecasting, and margin optimization.

• Proven history of building and scaling sales operations within fast-paced or startup environments.

• A startup-builder mindset — hands-on, strategic, and prepared for rapid scaling.

🏝️ Benefits

• Compensated attendance at fan conventions and monthly company events.

• A flexible working environment with options for remote work.

• An opportunity to influence the growth of a rapidly expanding company.

• A vibrant office located in the heart of Parramatta CBD.

• Relocation assistance for employees wishing to move to Sydney.

• Paid gym memberships.

• Regular company breakfasts and lunches.

• A diverse team that values individual contributions and career development.