Head of Commercial

Outdoor Norway As; Voss; On-site; NOK 1,000,000 - 1,300,000; Full time

Benefits offered by this job

Competitive compensation

Outdoor company culture

International team

Growth opportunities

Job summary

Outdoor Norway AS in Voss, Norway, seeks a senior Sales & Marketing Leader to drive revenue growth, scale operations, and align marketing with sales across B2B and B2C channels. You will own the sales strategy, build a high-performing team, optimize HubSpot CRM workflows, and manage key accounts and partnerships in travel and adventure experiences.

This role combines strategic direction with hands-on execution in a fast-growing outdoor travel company offering competitive compensation and

Qualifications

• 5+ years' experience in a senior sales, marketing, or commercial leadership role.
• Proven experience building and scaling sales and marketing operations.
• Strong understanding of CRM and marketing tools (HubSpot, or similar).
• Experience aligning marketing efforts with sales outcomes.
• Background in B2B and B2C environments, preferably in travel, adventure, or outdoor industries.
• Strong leadership, communication, and strategic planning skills.
• Entrepreneurial mindset with a hands-on approach.
• Passion for outdoor and adventure experiences is a strong advantage.
• Proven sales track record (B2B and/or high-touch B2C), ideally in travel, tourism, hospitality, or experiences
• Strong commercial instincts: value-based selling, negotiation, and relationship building
• Comfort owning numbers: pipeline, forecasting, conversion, revenue targets
• Strong written and verbal communication in English (Norwegian is a plus)

Responsibilities

• Develop and execute the overall sales strategy across B2B and B2C markets.
• Apply the Jobs to Be Done (JTBD) framework to understand customer motivations and buying behavior.
• Build, lead, and scale a high-performing sales team.
• Establish and optimize sales processes, HubSpot CRM workflows, reporting, and automation.
• Drive new business development and manage key accounts and strategic partnerships.
• Monitor KPIs, forecasts, and pipeline performance to optimize sales results.
• Own overall sales performance: revenue targets, pipeline health, and conversion rates
• Translate company goals into sales priorities, weekly actions, and forecasting
• Establish a strong sales cadence: pipeline reviews, performance tracking, and continuous improvement
• Develop and execute marketing strategies that directly support sales growth.
• Collaborate closely with internal and external marketing resources on branding, campaigns, and content.
• Oversee lead generation activities across digital, partnerships, and promotional channels.
• Ensure strong alignment between marketing campaigns and sales conversion.
• Participate in promotional activities, trade shows, and industry events.
• Stay updated on travel destinations, market trends, and customer behavior.
• Build and execute partner growth plans (product focus, rate strategy, campaigns, training)
• Lead negotiations on commercial terms (pricing frameworks, commissions/net rates, conditions)
• Lead negotiations on commercial terms (pricing frameworks, commissions/net rates, conditions)
• Lead negotiations on commercial terms (pricing frameworks, commissions/net rates, conditions)

Skills

Leadership

Sales & Marketing

CRM & Marketing Tools

B2B & B2C

Strategic Planning

English Communication

Tools

HubSpot CRM

Job description

You will be responsible for driving revenue growth, increasing brand visibility, and building scalable sales and marketing structures across B2B and B2C channels. You will ensure tight alignment between lead generation, conversion, and long-term customer value.

5+ years' experience in a senior sales, marketing, or commercial leadership role.

Proven experience building and scaling sales and marketing operations.

Strong understanding of CRM and marketing tools (HubSpot, or similar).

Experience aligning marketing efforts with sales outcomes.

Background in B2B and B2C environments, preferably in travel, adventure, or outdoor industries.

Strong leadership, communication, and strategic planning skills.

Entrepreneurial mindset with a hands-on approach.

Passion for outdoor and adventure experiences is a strong advantage.

Proven sales track record (B2B and/or high-touch B2C), ideally in travel, tourism, hospitality, or experiences

Strong commercial instincts: value-based selling, negotiation, and relationship building

Comfort owning numbers: pipeline, forecasting, conversion, revenue targets

Strong written and verbal communication in English (Norwegian is a plus)

Hva vi ser etter

Must-have

• 5+ years' experience in a senior sales, marketing, or commercial leadership role.

• Proven experience building and scaling sales and marketing operations.

• Strong understanding of CRM and marketing tools (HubSpot, or similar).

• Experience aligning marketing efforts with sales outcomes.

• Background in B2B and B2C environments, preferably in travel, adventure, or outdoor industries.

• Strong leadership, communication, and strategic planning skills.

• Entrepreneurial mindset with a hands-on approach.

• Passion for outdoor and adventure experiences is a strong advantage.

• Proven sales track record (B2B and/or high-touch B2C), ideally in travel, tourism, hospitality, or experiences

• Strong commercial instincts: value-based selling, negotiation, and relationship building

• Comfort owning numbers: pipeline, forecasting, conversion, revenue targets

• Strong written and verbal communication in English (Norwegian is a plus)

Nice-to-have

• Experience selling adventure travel, tailor-made trips, or multi-day itineraries

• Familiarity with trade distribution (net rates, commission structures, contracting)

• Understanding of seasonality, capacity constraints, and operational realities in tour delivery

• Additional language skills (e.g., German, Dutch, French, Spanish)

Develop and execute the overall sales strategy across B2B and B2C markets.

Apply the Jobs to Be Done (JTBD) framework to understand customer motivations and buying behavior.

Build, lead, and scale a high-performing sales team.

Establish and optimize sales processes, HubSpot CRM workflows, reporting, and automation.

Drive new business development and manage key accounts and strategic partnerships.

Monitor KPIs, forecasts, and pipeline performance to optimize sales results.

Own overall sales performance: revenue targets, pipeline health, and conversion rates

Translate company goals into sales priorities, weekly actions, and forecasting

Establish a strong sales cadence: pipeline reviews, performance tracking, and continuous improvement

Develop and execute marketing strategies that directly support sales growth.

Collaborate closely with internal and external marketing resources on branding, campaigns, and content.

Oversee lead generation activities across digital, partnerships, and promotional channels.

Ensure strong alignment between marketing campaigns and sales conversion.

Participate in promotional activities, trade shows, and industry events.

Stay updated on travel destinations, market trends, and customer behavior.

Build and execute partner growth plans (product focus, rate strategy, campaigns, training)

Lead negotiations on commercial terms (pricing frameworks, commissions/net rates, conditions)

Arbeidsoppgaver

1. Sales leadership & revenue ownership

• Develop and execute the overall sales strategy across B2B and B2C markets.

• Apply the Jobs to Be Done (JTBD) framework to understand customer motivations and buying behavior.

• Build, lead, and scale a high-performing sales team.

• Establish and optimize sales processes, HubSpot CRM workflows, reporting, and automation.

• Drive new business development and manage key accounts and strategic partnerships.

• Monitor KPIs, forecasts, and pipeline performance to optimize sales results.

• Own overall sales performance: revenue targets, pipeline health, and conversion rates

• Translate company goals into sales priorities, weekly actions, and forecasting

• Establish a strong sales cadence: pipeline reviews, performance tracking, and continuous improvement

2. Marketing Strategy & Lead Generation

• Develop and execute marketing strategies that directly support sales growth.

• Collaborate closely with internal and external marketing resources on branding, campaigns, and content.

• Oversee lead generation activities across digital, partnerships, and promotional channels.

• Ensure strong alignment between marketing campaigns and sales conversion.

• Participate in promotional activities, trade shows, and industry events.

• Stay updated on travel destinations, market trends, and customer behavior.

• Build and execute partner growth plans (product focus, rate strategy, campaigns, training)

• Lead negotiations on commercial terms (pricing frameworks, commissions/net rates, conditions)

3. Team Development & Management

• Design and implement structured sales and marketing training programs.

• Build recruitment, onboarding, and performance management processes for commercial roles.

• Mentor team members and foster a performance-driven, collaborative culture.

4.Sales operations & systems (HubSpot / CRM)

• Own HubSpot deal creation, stages, properties, and reporting discipline

• Improve lead routing, follow-up standards, templates, and playbooks

• Train team members on sales workflow and quality standards

5.Commercial collaboration

• Work with Marketing to turn campaigns into measurable sales outcomes (lead quality, conversion, ROI)

• Work with Operations/Product on pricing logic, capacity realities, packaging, and guest experience feedback

• Identify what's selling, what's not---and why---then act on it

#sommerjobbivest

Role designed in collaboration to align with your expertise and experience

Being part of an international team consisting of driven and motivated colleagues

Competitive compensation (salary + performance-based component)

Continuity and growth opportunities within Outdoor Norway

A challenging learning environment that offers the autonomy to shape your own position

Enjoying a lively and inclusive team atmosphere with plenty of laughter and team events

A key leadership role in a growing adventure company with strong ambitions

Real influence: you shape sales strategy, structure, and growth priorities

A passionate team and a product that sells itself when positioned well

Outdoor Norway is a tour operator specializing in creating unforgettable outdoor adventures. Based in Voss---Norway's adventure mecca---we connect people with nature through day trips, multi-day excursions, equipment rentals, and adventure courses.

Our mission is to inspire, empower, and connect our guests with nature, while delivering top-tier experiences for families, friends, corporate groups, and adventure seekers.