Head of Digital Sales B2B (f/m/d)

Personio; Deutschland; Remote; EUR 120.000 - 180.000; Vollzeit

Benefits dieser Stelle

Allgäu location

Zusammenfassung

Outdooractive, headquartered in the Allgäu region, seeks a Head of Digital Sales B2B to own and scale the digital sales model. You will lead end-to-end digital sales for the Accommodation segment and roll out scalable customer lifecycle processes across other segments.

You will build the Digital Sales team, align CRM, automation, and funnel optimization with KPIs, and collaborate with Account Management, Marketing, Customer Success, Product, and Operations.

Qualifikationen

• Several years of experience in digital B2B sales, Growth, Revenue Operations, Marketing Automation, or comparable commercial roles for digital products
• Experience with B2B SaaS, subscription, licensing, or similar recurring-revenue business models
• Proven track record in building or optimizing digital acquisition, conversion, and customer lifecycle processes
• Strong understanding of SaaS and growth metrics such as CAC, conversion rate, Customer Lifetime Value, retention, churn, and expansion revenue
• Strong proficiency with CRM systems and digital sales processes; experience with Microsoft Dynamics 365 is a plus
• Experience with Marketing Automation, analytics, or BI tools is an advantage
• Analytical and data-driven approach, with experience in segmentation, testing, and funnel optimization
• Ability to translate strategic concepts into concrete processes, customer journeys, campaigns, and technical requirements
• Industry knowledge in outdoor, tourism, destinations, or hospitality is a plus, but not required
• Strong sense of ownership and enthusiasm for building a new digital sales channel
• Excellent German and English language skills

Aufgaben

• Own the Digital Sales strategy for our B2B solutions and translate it into concrete processes, customer journeys, and sales initiatives
• Develop our B2B webshop into a key digital sales channel – starting with Accommodation
• Build a scalable model for lead generation, nurturing, conversion, onboarding, retention, as well as up- and cross-selling
• Manage and continuously optimize the entire digital sales funnel based on clearly defined KPIs
• Further develop CRM-based sales processes, including lead scoring, workflows, automation, data quality, and reporting
• Scale successful models across additional business types and customer segments
• Take functional leadership of the Digital Sales team with the prospect of assuming full people management responsibility

Jobbeschreibung

What makes Outdooractive unique worldwide

For more than 30 years, we have been developing highly precise digital maps and data-driven innovations in an agile tech environment. At Outdooractive, you’ll work on a unique product that brings together tradition, nature, and modern technology. As an owner-managed tech company based in the Allgäu region, we offer a working environment built on sustainability, strong values, and a clear vision for the future: to become the world’s largest digital travel guide.

Work on a one-of-a-kind digital platform ecosystem. Become part of an international team of developers, cartographers, and many other experts who are passionate about advancing our product and already reach more than 60 million people worldwide.

In an environment where tradition meets innovation, you’ll work with a team that combines a down-to-earth mindset with a forward-looking approach - driven by a genuine passion for what we do.

"Only by taking new paths you leave visible marks." Hartmut Wimmer, Founder Outdooractive

As Head of Digital Sales B2B(f/m/d), you take responsibility for building, managing, and continuously developing our digital sales model. Starting with our Accommodation business segment, you will develop a scalable approach that can subsequently be rolled out across additional business segments.

You will bring together Digital Sales, our webshop, CRM, automation, and the customer lifecycle into an effective commercial system and, over time, build and lead the Digital Sales team behind it.

• A strategic yet highly hands-on role with end-to-end responsibility for Digital Sales, focused on building scalable digital sales for small and medium-sized B2B customers
• You own the Digital Sales strategy for our B2B solutions and translate it into concrete processes, customer journeys, and sales initiatives
• You develop our B2B webshop into a key digital sales channel – starting with Accommodation
• You build a scalable model for lead generation, nurturing, conversion, onboarding, retention, as well as up- and cross-selling
• You manage and continuously optimize the entire digital sales funnel based on clearly defined KPIs
• You further develop CRM-based sales processes, including lead scoring, workflows, automation, data quality, and reporting
• You work closely with Account Management, Marketing, Customer Success, Product, and Operations
• You translate customer and performance data into concrete improvements across the customer journey, sales processes, and product
• You scale successful models across additional business types and customer segments
• You further develop the Digital Sales setup from an organizational perspective and take functional leadership of the team, with the prospect of assuming full people management responsibility
• You own the relevant Digital Sales KPIs and ensure transparency across the funnel, conversion performance, and revenue contribution

How we measure your success

• Qualified leads and conversion rates throughout the funnel
• Customer Acquisition Cost (CAC)
• Digitally generated revenue / ARR
• Webshop conversion
• Onboarding completion and time-to-value
• Product adoption and retention
• Up- and cross-selling
• Customer Lifetime Value / Expansion Revenue
• Level of automation and Cost-to-Serve
• CRM and reporting quality

How you can convince us of your qualities

• Several years of experience in digital B2B sales, Growth, Revenue Operations, Marketing Automation, or comparable commercial roles for digital products
• Experience with B2B SaaS, subscription, licensing, or similar recurring-revenue business models
• Proven track record in building or optimizing digital acquisition, conversion, and customer lifecycle processes
• Strong understanding of relevant SaaS and growth metrics such as CAC, conversion rate, Customer Lifetime Value, retention, churn, and expansion revenue
• Strong proficiency with CRM systems and digital sales processes; experience with Microsoft Dynamics 365 is a plus
• Experience with Marketing Automation, analytics, or BI tools is an advantage
• Analytical and data-driven approach, with experience in segmentation, testing, and funnel optimization
• Ability to translate strategic concepts into concrete processes, customer journeys, campaigns, and technical requirements
• Industry knowledge in outdoor, tourism, destinations, or hospitality is a plus, but not required
• Strong sense of ownership and enthusiasm for building a new digital sales channel
• Excellent German and English language skills

What we offer you

Success Possibility to contribute to the further success within the increasing internationalization of the Outdooractive platform

Challenge Challenging, exciting tasks with best development prospects

Self-responsibility Extensive organization possibilities and autonomous work

Attractive work environment A flexible working hours model, flat hierarchies and an interesting career and further training management

Onboarding An adequate introductory training to get to know Outdooractive plus Buddy Program

Team spirit A cooperative atmosphere between colleagues, great staff events and a pleasant working environment within an outdoor-enthusiast team

Uniqueness A unique market-leading product in a global market

Location A working place with the beautiful Allgaeu mountains just outside the door

About us

At Outdooractive, we combine technology, nature, and innovation – with the goal of developing the world’s largest digital travel guide.