Head of Ecommerce

We connect airlines, airports, and ground handlers, turning one of travel's most frustrating problems into something simple and seamless. Airlines like easyJet, Singapore Airlines, Swiss, and Lufthansa sell it to their passengers as a premium service, earning new revenue whilst we handle the operational complexity behind the scenes. We're the platform making that possible, and demand is growing fast.

This is a rare stage to join: proven partners, a model that works, and a scale-up ambition across Europe and beyond. You won't be maintaining someone else's roadmap, you'll be building the engine that drives our growth: our owned and paid channels, our web shop, our booking experience. The decisions you make will directly shape how millions of passengers experience travel.

If you want ownership, a fast-moving team, and a genuine shot at building something used by major airlines worldwide, this may be the opportunity for you.

The Role

We are looking for a Head of eCommerce driven by data and obsessed with product experience to own our entire B2C funnel from end to end, from the moment a traveller searches for the service to the moment they book again. Reporting directly to the CEO, you will have full autonomy to audit our tech stack, drive highly personalised experiences, and build a powerful growth engine.

This is a unique opportunity to sit at the heart of our transition into a technology driven platform offering a software enabled service scaling our direct to consumer business. You will operate at a strategic level while remaining closely involved in practical execution.

You'll sit in the Growth team alongside our Head of Airline Partnerships to drive our airline channel business. You’ll also manage our CRM Specialist, supporting them as they handle campaign automations, segmentation, and personalisation.

• Define the customer: build cohort analysis to understand who your high-LTV, high-repeat passengers are, and what drives their booking behaviour
• Architect the funnel: Build a booking experience with high conversion rates, tailored and personalised to adapt to the cultural nuances of our European markets.
• Own the full stack: Take complete ownership of our eCommerce, CRM, and content strategies.
• Lead product merchandising: Own our inventory and pricing logic, ensuring that the right offer reaches the right customer at the perfect time.
• Scale growth and digital marketing: Direct the entire marketing funnel, driving repeat bookings through sophisticated lifecycle strategies that reduce our reliance on paid reacquisition.
• Foster an experimentation culture: Lead a relentless, structured A/B testing programme tied directly to key business metrics like attachment rate, repeat purchase rate by cohort, direct channel contribution to Take Rate, and LTV:CAC ratio.
• Scale the platform: Ensure we have the right tools and platforms in place to deliver at scale. This means auditing our current setup, challenging what isn't working, and building a strong case for what we need.

CRM and Lifecycle Marketing

You will define and build our customer segmentation to develop a deep understanding of who our travellers are. You will drive the strategy to turn one-time bookers into loyal repeat customers, working closely with our CRM specialist to design automated lifecycle flows across email, push, and SMS. Your goal is to build segmentation strategies that ensure every communication is personal and relevant, transforming our CRM into a mature, high-impact programme.

Lead product merchandising: Own our pricing and inventory strategy. You will conduct willingness-to-pay analysis to ensure the right offer reaches the customer at the perfect moment, collaborating with the CFO and Head of Data to test and refine our approach.

Full B2C Funnel and Conversion

You will own the booking experience as your core product. Your main focus will be to improve search, discovery, and basket conversion by constantly iterating on UX. You will manage our A/B testing programmes, partner with the data team to act on insights regarding where users drop off in the funnel, and prioritise product changes based on their potential impact on conversion, CAC, and lifetime value.

You will have succeeded in this role if you achieve the following milestones:

• Develop and implement a robust customer segmentation framework.
• Drive measurable improvements in conversion rates across all direct booking channels.
• Increase repeat purchase rates through data-backed cohort analysis.
• Significantly grow the Take Rate contribution from direct channels.
  

• Obsessed with the product experience: You live and breathe growth driven by the product itself, collaborating seamlessly with the Tech and Product teams to ship features that move the needle.
• A strategist fluent in data: You translate complex funnel data into actionable product and merchandising roadmaps.
• Commercial operator: You have managed P&Ls and budgets, understanding yield management, ancillary revenue, and pricing strategy in a transaction-based, event-triggered consumer business
• Expert in consumer insight: You go beyond reading dashboards to design and lead user testing, interpreting qualitative insights to construct a comprehensive, ground-up understanding of our customers.
• Strategist and executor: You operate comfortably at a high strategic level, but you are not afraid to roll up your sleeves to troubleshoot a drop in conversion or rewrite a CRM flow.
• A track record in A/B testing: You have a proven track record of running a structured A/B testing programme at a meaningful volume.
• Proven experience: You bring significant experience in an eCommerce, growth, or digital marketing role in a fast growth environment. You have experience of clear ownership of conversion, retention, and paid acquisition channels such as search, social, and retargeting.
• Industry experience: experience in a travel, mobility, or transaction-based marketplace

If you meet most of these requirements but not quite all, and you believe you would be a great fit for us, we would still love to encourage you to apply.