Head of eCommerce Job Description: Free Template + Pay
Job Descriptions
Head of eCommerce Job Description: Free Template and Pay Guide
A clear Head of eCommerce job description is the difference between attracting a proven online trading leader and fielding a stack of mismatched CVs. This guide gives HR managers a free, copy-paste template, the responsibilities and skills to include, current UK pay benchmarks and practical tips for writing a brief that the best candidates actually respond to.
£85-110k
Typical UK base salary
£135k
Top total package
Free
Copy-paste JD template
16%
Of firms hiring eCommerce
Quick Answer
A strong Head of eCommerce job description defines a senior commercial leader who owns the online P&L and digital trading operation. It should set out the role purpose, key responsibilities, required skills, KPIs, reporting line and salary. In the UK a Head of eCommerce typically earns £85,000 to £110,000 base, with total packages reaching £135,000. The free template below is ready to copy, edit and post.
The role
What Is a Head of eCommerce
A Head of eCommerce is a senior commercial leader responsible for driving online revenue growth. They own the eCommerce P&L and the end-to-end digital trading operation across direct-to-consumer, marketplace and omnichannel platforms, leading a cross-functional team that spans trading, merchandising, digital marketing, content and often development. In most businesses the role reports into an eCommerce Director, Commercial Director or Managing Director, and it sits one step above eCommerce Manager and one below Director level.
For HR managers, the key point is that this is a commercial leadership hire, not a hands-on operator. A good job description has to signal scope and accountability: ownership of revenue, a team to lead, and a seat at the table for strategy. Get that framing right and the brief will attract candidates who have genuinely run a digital P&L, rather than strong managers who are not yet ready for the step up.
A Head of eCommerce job description should define a senior leader who owns the online P&L, leads the digital trading team and is accountable for online revenue growth, reporting into Director or board level.
Free template
Free Head of eCommerce Job Description Template
Copy the template below, replace the bracketed placeholders with your own detail, and trim any responsibilities that do not apply. It is structured the way strong candidates expect to read a brief: purpose first, then scope, then what success looks like.
Job Title
Head of eCommerce
Reports To
[eCommerce Director / Commercial Director / Managing Director]
Location
[Location, hybrid, two to three days in office]
Salary
[£85,000 to £110,000, plus bonus and benefits]
Role Purpose
To own and grow the online channel for [Company], taking full responsibility for the eCommerce P&L, the trading strategy and the digital customer experience. The Head of eCommerce will lead a cross-functional team to deliver online revenue, margin and growth targets.
Key Responsibilities
- Own the eCommerce P&L, including revenue, margin and online trading forecasts.
- Set and deliver the eCommerce trading and growth strategy across [DTC, marketplace, international].
- Lead, develop and grow the eCommerce team across trading, merchandising, content and digital marketing.
- Drive conversion rate, average order value and customer lifetime value through testing and optimisation.
- Own the site merchandising, promotional calendar and product range online.
- Manage the eCommerce platform and technology roadmap, working with developers and third parties.
- Align paid media, SEO, email and CRM activity with trading priorities.
- Report online performance and the channel P&L to the board on a regular basis.
- Manage the eCommerce budget and supplier and agency relationships.
Skills and Experience
- Proven experience leading an eCommerce channel and owning an online P&L.
- Strong commercial and analytical skills, fluent in GA4 and trading metrics.
- Hands-on knowledge of eCommerce platforms such as Shopify Plus, Magento or similar.
- Experience managing and developing a team.
- Working knowledge of digital marketing channels and CRO.
- Excellent communication and stakeholder management skills.
- Commercially minded, data-led and comfortable in a fast-paced environment.
Key Performance Indicators
- Online revenue and growth against target.
- eCommerce gross margin and channel profitability.
- Conversion rate, average order value and customer lifetime value.
- Site traffic, retention and team performance.
What We Offer
[Salary range, performance bonus, enhanced pension, hybrid working, private healthcare, and any equity or long-term incentive.]
The detail
Key Responsibilities Explained
If you are tailoring the template, these are the responsibility areas that define the role and should not be cut. They are what separate a Head of eCommerce from a senior manager.
Owning the P&L
Full accountability for online revenue, margin and forecasting. This is the line that signals a leadership role rather than a delivery one.
Leading the team
Building and developing a cross-functional team across trading, merchandising, marketing and content, often with external agencies too.
Trading and optimisation
Driving conversion, average order value and lifetime value through merchandising, promotions and continuous testing of the site.
Platform and roadmap
Owning the technology roadmap, from Shopify Plus or Magento to integrations, and briefing developers and partners on improvements.
What to look for
Skills and Experience to Specify
List the must-haves clearly and keep the nice-to-haves short, since overlong requirement lists deter strong applicants. These are the capabilities to prioritise for a Head of eCommerce.
Proven P&L ownership
Evidence of having genuinely owned an online channel and grown its revenue, not just contributed to it.
Commercial and analytical
Fluency in GA4 and trading metrics, and the judgement to turn data into commercial decisions.
Platform expertise
Hands-on experience with Shopify Plus, Magento or comparable platforms, plus the wider martech stack.
Leadership and communication
A track record of building teams and the stakeholder skills to influence marketing, tech and the board.
Pay guide
Head of eCommerce Pay Guide
Always state a salary band in the job description: roles without one are routinely skipped by senior candidates. A UK Head of eCommerce typically earns £85,000 to £110,000 base, within a wider market range of £80,000 to £120,000, with the upper end in London and private equity backed businesses. The table below sets the role in context.
| Role | Base salary (UK) | Total package |
|---|---|---|
| eCommerce Manager | £45,000 to £65,000 | £48,000 to £72,000 |
| Head of eCommerce | £85,000 to £110,000 | £95,000 to £135,000 |
| eCommerce Director | £110,000 to £160,000 | £150,000 to £230,000 |
Indicative 2026 UK ranges. Add roughly 10 to 25 percent for London. Bonus is typically 10 to 20 percent of base at this level, and equity may apply in scale-ups and private equity backed businesses.
For HR
Writing a JD That Attracts Talent
1
Always include the salary band
Around 60 percent of senior candidates skip roles with no stated salary. A clear band widens your pipeline before the first conversation.
2
Lead with scope and impact
State the size of the P&L, the team and the growth ambition early. Strong leaders choose roles by the scale of the opportunity.
3
Keep the requirements tight
Separate must-haves from nice-to-haves. Overlong wish lists are a common reason capable candidates self-select out.
4
Sell the package and culture
Spell out bonus, equity, hybrid working and growth. At this level, total reward and the growth story decide most moves.
Get the level right
Head of eCommerce Versus Director
A common HR pitfall is blurring the line between Head of eCommerce and eCommerce Director, which leads to a mismatched job description and salary. A Head of eCommerce owns and runs the online channel day to day, leads the team and is accountable for trading performance. An eCommerce Director carries broader strategic and board accountability, often across multiple channels or markets, and typically has the Head of eCommerce reporting into them.
The pay gap reflects that difference: a Head of eCommerce earns £85,000 to £110,000 base, while an eCommerce Director commands £110,000 to £160,000 before bonus and equity. Decide which level you are actually hiring for before you write the job description, then match the title, scope and salary to it. A brief that promises Director scope on a Head of eCommerce salary rarely converts.
Rule of thumb: if the role owns and runs the channel, it is a Head of eCommerce. If it sets cross-channel strategy and sits at board level, it is an eCommerce Director. Match the job description and salary to the real level.
Key Takeaways
A Head of eCommerce job description should define a senior leader who owns the online P&L, leads the digital team and reports into Director or board level.
Include role purpose, responsibilities, skills, KPIs, reporting line and a salary band. Use the free template above as your starting point.
A UK Head of eCommerce typically earns £85,000 to £110,000 base, with total packages reaching £135,000.
Decide whether you need a Head of eCommerce or an eCommerce Director before writing the JD, then match title, scope and pay.
Hiring a Head of eCommerce?
Elite X Recruit is a UK specialist eCommerce recruitment agency. We help HR teams scope the role, benchmark the package and secure proven online trading leaders. Talk to us about your next Head of eCommerce hire.
Getting Your Head of eCommerce Job Description Right
A precise Head of eCommerce job description does most of the hiring work for you: it filters for genuine P&L owners, sets the right salary expectation and signals the scale of the opportunity. Start from the free template above, tailor the responsibilities and KPIs to your business, and be clear about the level and the package. Three steps will keep your brief sharp.
1
Confirm the level, Head of eCommerce or Director, before you write a word.
2
Use the template, keep requirements tight and always publish the salary band.
3
Benchmark the package with a specialist recruiter before the role goes live.
Frequently Asked Questions
What does a Head of eCommerce do?+
A Head of eCommerce is a senior commercial leader who owns the online P&L and runs the end-to-end digital trading operation. They set the eCommerce strategy, lead a cross-functional team across trading, merchandising and marketing, drive conversion and revenue, own the platform roadmap, and report online performance to the board. The role sits above eCommerce Manager and below eCommerce Director.
What should a Head of eCommerce job description include?+
A Head of eCommerce job description should include the job title, reporting line, location and working pattern, a salary band, a clear role purpose, key responsibilities, required skills and experience, the KPIs the role is measured on, and what the company offers. Leading with scope and impact, and keeping requirements tight, attracts stronger candidates.
What qualifications and experience should a Head of eCommerce have?+
There is no single required qualification, but a Head of eCommerce should have proven experience leading an online channel and owning a P&L, strong commercial and analytical skills including GA4, hands-on platform experience with Shopify Plus, Magento or similar, team leadership experience and excellent stakeholder communication. A degree in business or marketing is common but secondary to a track record of online revenue growth.
How much does a Head of eCommerce earn in the UK?+
A Head of eCommerce in the UK typically earns a base salary of £85,000 to £110,000, within a wider market range of £80,000 to £120,000. Total packages reach around £135,000 once bonus is included. London and private equity backed businesses pay at the upper end, and bonus is typically 10 to 20 percent of base at this level.
What is the difference between a Head of eCommerce and an eCommerce Director?+
A Head of eCommerce owns and runs the online channel day to day, leads the team and is accountable for trading performance, earning £85,000 to £110,000 base. An eCommerce Director carries broader strategic and board accountability, often across multiple channels or markets, with the Head of eCommerce reporting into them, and earns £110,000 to £160,000 base. Match the title, scope and salary to the level you actually need.
What KPIs should a Head of eCommerce be measured on?+
A Head of eCommerce is typically measured on online revenue and growth against target, eCommerce gross margin and channel profitability, conversion rate, average order value and customer lifetime value, plus site traffic, retention and team performance. KPIs should be set in line with the wider business goals and reviewed regularly against the channel P&L.
Who does a Head of eCommerce report to?+
A Head of eCommerce usually reports to an eCommerce Director, Commercial Director or Managing Director, depending on the size and structure of the business. In smaller companies the role may report directly to the board or founder. The job description should state the reporting line clearly, as it signals the seniority and scope of the role.
How do I write a Head of eCommerce job description that attracts strong candidates?+
Always include a salary band, lead with the scope and impact of the role, keep the requirements tight by separating must-haves from nice-to-haves, and sell the package and culture including bonus, equity and hybrid working. Start from a proven template, tailor it to your business, and benchmark the salary against the live market before publishing.
Sources
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