Director Online Sales

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Direct message the job poster from International Workplace Group plc

Location Flexible - UK or Europe

Job Purpose

We are seeking a visionary Sales Director - Online (Non-Assisted Channels) to lead and optimize our digital self-serve revenue streams. This role will own the entire online sales funnel across IWG’s websites, mobile apps, and other non-assisted digital channels. You will play a critical role in driving global sales performance through continuous conversion optimization, pricing, digital UX improvements, and innovation across all touchpoints where customers interact without sales representatives.

Key Responsibilities

Strategic Leadership

• Own and define the global online sales strategy for all non-assisted channels across the IWG brand portfolio.
• Lead performance-based plans to drive sales through IWG’s website, mobile apps, landing pages, digital marketplaces, and automated chat systems.
• Collaborate with digital marketing, IT, UX, and product teams to align on the customer journey and optimize revenue generation.
• Analyse and optimize all self-serve customer journeys (search, book, checkout, renew, upgrade) to maximize conversion and revenue.
• Leverage A/B testing, personalization, behavioural analytics, and funnel analysis to improve sales metrics.
• Develop and manage KPIs across online conversion, cart abandonment, pricing impact, and upsell/cross-sell initiatives.
• Collaborate with the digital product and technology teams to maintain a best-in-class experience on IWG’s digital platforms.
• Define and manage the roadmap for enhancements to the online booking and account management flows.
• Own performance of third-party digital sales channels (e.g., B2B marketplaces, aggregators, APIs).

Cross-functional Collaboration

• Partner with marketing to ensure traffic quality and volume align with sales goals.
• Work closely with product and data teams to deliver digital innovations like smart recommendations, dynamic pricing, and AI-driven tools.
• Align with finance and strategy teams on forecasting, budgeting, and performance reporting.

Customer Experience

• Ensure a frictionless and engaging customer journey that supports self-serve bookings and upgrades.
• Monitor user feedback and digital analytics to rapidly identify issues or opportunities in the experience.

Required Skills, Experience & Qualifications

• Proven track record as a sales leader in e-commerce, SaaS, hospitality, or digital marketplaces.
• Strong experience optimizing digital self-serve sales funnels at scale.
• Data-driven mindset with experience in CRO, digital analytics (Google Analytics, Hotjar, etc.), and CRM systems.
• Strategic thinker with hands-on execution capability.
• Deep understanding of UX principles and customer-centric digital design.
• Familiarity with tools like Salesforce, Hub Spot, Optimizely, or similar.

Preferred

• Experience in B2B environments or subscription-based models.
• Exposure to global or multi-market digital sales management.
• MBA or relevant postgraduate qualification is a plus.

What We Offer

• Competitive salary and performance-based bonuses.
• Global role with flexible working arrangements.
• Opportunity to shape the digital sales future of the world’s largest flexible workspace provider.
• Collaborative, innovative culture with access to cutting-edge tools and resources.

About The Company

IWG has been at the forefront of flexible working for more than 30 years. With over 3,500 locations around the globe, spanning brands including Regus, Spaces, Signature and HQ, we have made it possible for businesses of all sizes to make the transition to hybrid working, empowering employees to work wherever and whenever is most convenient.

We help more than 8 million people and their businesses to work more productively, supported by a choice of professional, inspiring and collaborative work spaces, communities and services.

As the world’s leading provider of hybrid work solutions, with four times the number of locations compared to its nearest competitor, IWG is already working with over 80% of the Fortune 500 and counts…