Director, B2B Web E Commerce Growth

Role Summary

The Director, B2B Web E‑Commerce Growth is accountable for accelerating revenue growth through the company’s B2B web and e‑commerce experiences. This role owns the end‑to‑end digital growth engine—driving qualified traffic, increasing conversion, expanding average order value, and improving repeat purchase behavior.

With a strong test‑and‑learn mindset, this leader combines data, customer insight, and experimentation to scale digital revenue, working closely with Marketing, Sales, Service, Analytics, and Technology teams.

Key Responsibilities

Digital Growth Strategy & Execution

• Own the B2B web and e‑commerce growth roadmap, aligned to commercial and revenue targets
• Drive measurable improvements in traffic, conversion rate, digital revenue, and retention
• Prioritize growth initiatives across acquisition, conversion optimization, merchandising, and personalization
• Translate business objectives into high‑impact growth experiments and scalable programs

Web & Conversion Optimization

• Lead continuous optimization of B2B web journeys, landing pages, product discovery, checkout, and re‑order flows
• Apply CRO best practices including A/B testing, multivariate testing, and UX optimization
• Improve self‑service buying experiences for both new and repeat B2B customers
• Partner with UX and Product teams to remove friction and improve speed to purchase

Acquisition, Engagement & Merchandising

• Partner with Marketing to scale SEO, paid media, content, and lifecycle programs that drive qualified B2B traffic
• Define digital merchandising, promotions, bundling, and cross‑sell strategies
• Optimize catalog presentation and online assortment to improve conversion and order value
• Support account‑based and segment‑specific digital growth strategies

Sales Alignment & Revenue Impact

• Ensure digital experiences support and accelerate sales‑led and hybrid buying models
• Partner with Sales & Service to drive adoption of e‑commerce among target customers and segments
• Use digital insights to identify upsell, cross‑sell, and expansion opportunities
• Align performance metrics and incentives to reinforce digital revenue growth

Analytics, Testing & Performance Management

• Own core growth KPIs: digital revenue, conversion rate, funnel performance, AOV, repeat rate, and CAC
• Leverage analytics, experimentation, and customer behavior data to guide decisions
• Build dashboards, insights, and executive reporting to demonstrate impact and ROI
• Establish a growth operating cadence with clear accountability and learnings

Qualifications & Experience

• 8–12+ years of experience in B2B e‑commerce, digital growth, or web optimization roles
• Proven track record driving digital revenue growth at scale
• Strong expertise in CRO, analytics, experimentation, and performance marketing
• Deep understanding of complex B2B buying behavior and long consideration cycles
• Experience leading cross‑functional growth initiatives without direct authority
• Highly analytical, data‑driven, and results‑oriented leadership style
• Bachelor’s degree required; MBA or advanced degree a plus

What Success Looks Like

• Sustained growth in B2B web‑driven revenue and conversion
• Improved digital adoption across priority customer segments
• Faster speed‑to‑value through testing and iteration
• Strong alignment between digital growth, marketing, and sales teams
• Digital commerce recognized as a primary revenue growth engine

Qualifications & Experience

• 8–12+ years of experience in B2B e‑commerce, digital growth, or web optimization roles
• Proven track record driving digital revenue growth at scale
• Strong expertise in CRO, analytics, experimentation, and performance marketing
• Deep understanding of complex B2B buying behavior and long consideration cycles
• Experience leading cross‑functional growth initiatives without direct authority
• Highly analytical, data‑driven, and results‑oriented leadership style
• Bachelor’s degree required; MBA or advanced degree a plus

DOE