Head of Commercial

Hva vi ser etter

• 5+ years' experience in a senior sales, marketing, or commercial leadership role.

• Proven experience building and scaling sales and marketing operations.

• Strong understanding of CRM and marketing tools (HubSpot, or similar).

• Experience aligning marketing efforts with sales outcomes.

• Background in B2B and B2C environments, preferably in travel, adventure, or outdoor industries.

• Strong leadership, communication, and strategic planning skills.

• Entrepreneurial mindset with a hands-on approach.

• Passion for outdoor and adventure experiences is a strong advantage.

• Proven sales track record (B2B and/or high-touch B2C), ideally in travel, tourism, hospitality, or experiences

• Strong commercial instincts: value-based selling, negotiation, and relationship building

• Comfort owning numbers: pipeline, forecasting, conversion, revenue targets

• Strong written and verbal communication in English (Norwegian is a plus)

• Experience selling adventure travel, tailor-made trips, or multi-day itineraries

• Familiarity with trade distribution (net rates, commission structures, contracting)

• Understanding of seasonality, capacity constraints, and operational realities in tour delivery

• Additional language skills (e.g., German, Dutch, French, Spanish)

Arbeidsoppgaver

• Develop and execute the overall sales strategy across B2B and B2C markets.

• Apply the Jobs to Be Done (JTBD) framework to understand customer motivations and buying behavior.

• Build, lead, and scale a high-performing sales team.

• Establish and optimize sales processes, HubSpot CRM workflows, reporting, and automation.

• Drive new business development and manage key accounts and strategic partnerships.

• Monitor KPIs, forecasts, and pipeline performance to optimize sales results.

• Own overall sales performance: revenue targets, pipeline health, and conversion rates

• Translate company goals into sales priorities, weekly actions, and forecasting

• Establish a strong sales cadence: pipeline reviews, performance tracking, and continuous improvement

• Develop and execute marketing strategies that directly support sales growth.

• Collaborate closely with internal and external marketing resources on branding, campaigns, and content.

• Oversee lead generation activities across digital, partnerships, and promotional channels.

• Ensure strong alignment between marketing campaigns and sales conversion.

• Participate in promotional activities, trade shows, and industry events.

• Stay updated on travel destinations, market trends, and customer behavior.

• Build and execute partner growth plans (product focus, rate strategy, campaigns, training)

• Lead negotiations on commercial terms (pricing frameworks, commissions/net rates, conditions)

• Design and implement structured sales and marketing training programs.

• Build recruitment, onboarding, and performance management processes for commercial roles.

• Mentor team members and foster a performance-driven, collaborative culture.

• Own HubSpot deal creation, stages, properties, and reporting discipline

• Improve lead routing, follow-up standards, templates, and playbooks

• Train team members on sales workflow and quality standards

• Work with Marketing to turn campaigns into measurable sales outcomes (lead quality, conversion, ROI)

• Work with Operations/Product on pricing logic, capacity realities, packaging, and guest experience feedback

• Identify what's selling, what's not---and why---then act on it

Vi tilbyr

• Role designed in collaboration to align with your expertise and experience

• Being part of an international team consisting of driven and motivated colleagues

• Competitive compensation (salary + performance-based component)

• Continuity and growth opportunities within Outdoor Norway

• A challenging learning environment that offers the autonomy to shape your own position

• Enjoying a lively and inclusive team atmosphere with plenty of laughter and team events

• A key leadership role in a growing adventure company with strong ambitions

• Real influence: you shape sales strategy, structure, and growth priorities

• A passionate team and a product that sells itself when positioned well