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Sales Director - Online
Location: Flexible - Europe or Middle East

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.

• Sales Performance & Optimization
  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.

• Digital Channel Management
  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.

Essential 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, HubSpot, 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 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 professional, inspiring, and collaborative workspaces, 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 works with over 80% of the Fortune 500, including Amazon, Netflix, EY, and Uber.

Companies of all sizes are shifting to flexible working to lower costs, improve employee retention, and reduce carbon emissions. The flexible workspace market is expected to grow by 600% by 2023, with 30% of office space projected to be hybrid. We are expanding our network rapidly to meet this demand and aim to reach 30,000 centers.

Our Purpose and Sustainability: IWG is committed to creating carbon-neutral workplaces and aims for Net Zero emissions by 2040. We are proud to be recognized as a Leading Employer in 2022 and 2023, reflecting our diverse global workforce and vibrant company culture.

Join us at https://careers.iwgplc.com/home