Head of Commercial

Outdoor Norway; Voss; Remote; NOK 280,000 - 360,000; Full time

Job summary

Outdoor Norway is seeking its first Head of Commercial to shape revenue growth and brand expansion. You will own the sales engine across direct channels and B2B partners, building structure and scalable processes with a hands-on leadership approach.

You will drive revenue, increase brand visibility, and align marketing with sales outcomes, working closely with Operations and Product to ensure deliverable, profitable experiences and sustainable growth.

Qualifications

• 5+ years in a senior sales, marketing, or commercial leadership role.
• Experience building and scaling sales and marketing operations.
• Strong leadership, communication, and strategic planning skills.
• Background in B2B/B2C travel, adventure, or outdoor industries is a plus.
• Fluency in English; Norwegian is a plus.

Responsibilities

• Develop and execute the overall sales strategy across B2B and B2C markets.
• Apply 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 results.
• Own overall sales performance: revenue targets and conversion rates.
• Translate company goals into weekly actions and forecasting.
• Develop and execute marketing strategies that support sales growth.
• Lead negotiations on pricing frameworks, commissions, and terms.

Skills

Sales leadership

Sales strategy

Marketing integration

CRM management

HubSpot

Negotiation

Forecasting

Communication

Team building

Strategic planning

Tools

HubSpot CRM

Job description

Full-Time

Head of Commercial

Compensation: Hourly wage based on experience in the position, education level, and language proficiency.

Contract period: Seasonal Position 2027 with a possibility of becoming full time (flexible)

Experience: 5-8 years experience in tourism / outdoor / adventure sectors preferred

Outdoor Norway is growing, and we are hiring our first Head of Commercial to build and lead our commercial growth engine. This is a newly created role where you will shape both revenue generation and brand growth, working across sales strategy, marketing execution, and partnerships. You will own the full sales engine - pipeline, conversion, key accounts, and revenue performance. You’ll build structure, sharpen our commercial process, and help scale sales across direct channels and B2B partners. This is a hands-on leadership role, ideal for someone who loves the mix of strategy and execution. You will work closely with Operations and Product to ensure what we sell is deliverable, profitable, and consistently excellent.

As Head of Commercial, 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.

Key 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)

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
• 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

Success Measures (first 6-12 months)

• Higher conversion rate and faster response times
• Clear, accurate forecasting and a reliable pipeline
• Increased revenue from key accounts and priority markets
• Strong CRM discipline and visibility on sales performance
• Improved average booking value through packaging and upsells
• Strong alignment between Sales, Marketing, and Operations

Key Performance Indicators (KPIs):

• Revenue growth (monthly, quarterly, and annual)
• Lead generation volume and quality
• Lead-to-customer conversion rates
• Customer acquisition cost (CAC)
• Sales team performance and quota achievement
• Brand awareness and marketing campaign effectiveness
• Customer retention and repeat business

Qualifications:

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)

Who you are

• A builder: you create structure, but you're not afraid to get hands-on and close deals
• Calm, responsive, and guest-first—without losing commercial clarity
• Data-informed: you use numbers to focus effort where it converts
• High standards: you raise the bar for quality, consistency, and follow-through
• Team-first: you collaborate tightly with Operations and Marketing and keep promises realistic

What we offer

• 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

We are enthusiastic about hearing from you and exploring how both of us can help each other grow into new levels. We are interviewing talent on an ongoing basis!