Director, B2B Web E Commerce Growth
Role SummaryThe 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 ResponsibilitiesDigital Growth Strategy & ExecutionOwn the B2B web and e-commerce growth roadmap, aligned to commercial and revenue targetsDrive measurable improvements in traffic, conversion rate, digital revenue, and retentionPrioritize growth initiatives across acquisition, conversion optimization, merchandising, and personalizationTranslate business objectives into high-impact growth experiments and scalable programsWeb & Conversion OptimizationLead continuous optimization of B2B web journeys, landing pages, product discovery, checkout, and re-order flowsApply CRO best practices including A/B testing, multivariate testing, and UX optimizationImprove self-service buying experiences for both new and repeat B2B customersPartner with UX and Product teams to remove friction and improve speed to purchaseAcquisition, Engagement & MerchandisingPartner with Marketing to scale SEO, paid media, content, and lifecycle programs that drive qualified B2B trafficDefine digital merchandising, promotions, bundling, and cross-sell strategiesOptimize catalog presentation and online assortment to improve conversion and order valueSupport account-based and segment-specific digital growth strategiesSales Alignment & Revenue ImpactEnsure digital experiences support and accelerate sales-led and hybrid buying modelsPartner with Sales & Service to drive adoption of e-commerce among target customers and segmentsUse digital insights to identify upsell, cross-sell, and expansion opportunitiesAlign performance metrics and incentives to reinforce digital revenue growthAnalytics, Testing & Performance ManagementOwn core growth KPIs: digital revenue, conversion rate, funnel performance, AOV, repeat rate, and CACLeverage analytics, experimentation, and customer behavior data to guide decisionsBuild dashboards, insights, and executive reporting to demonstrate impact and ROIEstablish a growth operating cadence with clear accountability and learningsQualifications & Experience8-12+ years of experience in B2B e-commerce, digital growth, or web optimization rolesProven track record driving digital revenue growth at scaleStrong expertise in CRO, analytics, experimentation, and performance marketingDeep understanding of complex B2B buying behavior and long consideration cyclesExperience leading cross-functional growth initiatives without direct authorityHighly analytical, data-driven, and results-oriented leadership styleBachelor's degree required; MBA or advanced degree a plusWhat Success Looks LikeSustained growth in B2B web-driven revenue and conversionImproved digital adoption across priority customer segmentsFaster speed-to-value through testing and iterationStrong alignment between digital growth, marketing, and sales teamsDigital commerce recognized as a primary revenue growth engineQualifications & Experience8-12+ years of experience in B2B e-commerce, digital growth, or web optimization rolesProven track record driving digital revenue growth at scaleStrong expertise in CRO, analytics, experimentation, and performance marketingDeep understanding of complex B2B buying behavior and long consideration cyclesExperience leading cross-functional growth initiatives without direct authorityHighly analytical, data-driven, and results-oriented leadership styleBachelor's degree required; MBA or advanced degree a plus