Director, Digital Merchandising & Strategy

About The Role
As the Leader of Digital Merchandising & Strategy, you own revenue, conversion, and engagement across all digital platforms. This role leads the end-to-end product discovery experience, ensuring customers can seamlessly find the right products while maximizing conversion, GMV, and long-term customer value.
The Digital Merchandising & Strategy team ensures:
Search, browse, and navigation work seamlessly
The right products surface at the right time
Site experience and recommendations drive engagement and sales
Traffic translates into revenue by optimizing how customers discover products
We are assessing and optimizing site funnel health
This is a hybrid execution + analytics + strategy function. The team sets direction, uses data to identify opportunities, and directly implements changes on-site. A strong test-and-learn mindset is critical, as continuous experimentation is core to improving performance.

What You Get To Do Everyday

The Leader of Digital Merchandising & Strategy at a high level is responsible for setting strategic direction and determining what to build or optimize to drive business impact.

Key Responsibilities include:

• Own digital revenue performance, driving conversion, engagement, and end-to-end funnel health
  
• Define and execute product discovery strategy across search, browse, navigation, and recommendations
  
• Lead personalization strategy to ensure the right products surface for the right customer at the right time
  
• Translate business goals into a clear, prioritized digital roadmap, balancing quick wins with long-term investments
  
• Identify and prioritize the highest-impact opportunities across the customer funnel
  
• Partner cross-functionally with Product, Engineering, Marketing, and Creative; act as the voice of the business and customer in product development
  
• Use data to diagnose performance, inform strategy, and define a robust testing roadmap; lead A/B experimentation and scale learnings
  
• Monitor key performance metrics and deliver actionable insights on a weekly, monthly, and quarterly basis
  
• Lead and develop a team responsible for day-to-day digital execution and continuous experience improvement
  
• Proactively identifies opportunities and challenges the status quo
  

What You Bring To The Role

Minimum Requirements:

• Bachelor's degree required, advanced degree a plus.
  
  
• 5-10+ years in digital merchandising, e-commerce, or product-led growth
  
• Strong experience with marketplace or high-SKU environments
  
• Deep understanding of search, browse, and recommendation systems to Focuses on highest-impact work that drives business outcomes
  
• Proven track record of driving conversion and revenue growth
  
• Experience optimizing search + browse
  
• Comfort using AI tools to increase productivity, streamline day-to-day work, and accelerate learning, with an understanding of responsible use
  
• Experience partnering closely with Product and Engineering teams
  
• Highly data-driven with strong analytical toolkit (ie Google Sheets, Looker, Amplitude)
  
• Thrives in fast-changing environments; able to pivot quickly and lead through uncertainty
  
• Uses data to form insights, shape strategy, and drive execution
  
• Embraces experimentation, iterates quickly, and learns from results
  
• Uses data and logic to solve complex problems and influence cross-functional partners
  
• Builds, develops, and motivates high-performing teams
  

Compensation, Benefits, + Perks

• 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)
  
• Find out more about our Benefits here.
  

The expected salary range for this role is $171,262.90-$187,319.00. To determine starting pay we carefully consider a variety of factors, including primary work location and an evaluation of a candidate's skills, experience, market demands, and internal parity. Additionally, salary is just one component of TRR's total rewards package. Depending on role, employees may also be eligible for a bonus program, incentive pay and benefits.

The RealReal is the world's largest online marketplace for authenticated, resale luxury goods, with 37 million members. With a rigorous authentication process overseen by experts, The RealReal provides a safe and reliable platform for consumers to buy and sell their luxury items. We have hundreds of in-house gemologists, horologists, and brand authenticators who inspect thousands of items each day. As a sustainable company, we give new life to pieces by thousands of brands across numerous categories-including women's and men's fashion, fine jewelry and watches, art, and home-in support of the circular economy. We make selling effortless with free virtual appointments, in-home pickup, drop-off, and direct shipping. We handle all of the work for consignors, including authenticating, using AI and machine learning to determine optimal pricing, photographing and listing their items, as well as shipping and customer service.


The RealReal is committed to providing an equal employment opportunity regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity or expression, or Veteran status. We will consider qualified applicants for a position regardless of arrest or conviction records. At TRR, People Come First. That's why diversity and inclusion are vital to our priorities as an equal opportunity employer. You can read about our Diversity Equity and Inclusion program here.

Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. The employee is regularly required to sit; use hands to finger, handle, or feel and talk or hear. The employee is occasionally required to stand; walk; reach with hands and arms; climb or balance; stoop, kneel, crouch, or crawl; and taste or smell. The employee must occasionally lift and/or move up to 10 pounds. Specific vision abilities required by this job include close vision. The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job.