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

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.

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
• Renewals / churn
• Up- and cross-selling
• Customer Lifetime Value / Expansion Revenue
• Level of automation and Cost-to-Serve
• CRM and reporting quality

• 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