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