About the company
Glovo is part of the Delivery Hero Group, the world's pioneering local delivery platform, operating in around 65 countries worldwide. Headquartered in Berlin, Germany.
Responsibilities
- Drive Global Partner Activation Targets: Own and achieve a quantitative global quota for newly activated retail partners, oversee the activation pipeline, create the global strategy and set the yearly targets
- Enable Local Teams & Join High-Stakes Negotiations: Conduct recurring advisory sessions with local sales teams to refine hunting tactics, and directly join complex or strategic partner negotiations in-market when needed
- Build Commercial Frameworks & Negotiation Guidelines: Create and iterate core enablement assets, including commercial pitch decks, contract templates, commission guidelines, Q&A documentation, and object-handling guides
- Develop & Scale Activation Playbooks: Design standardized operational playbooks and SOPs that streamline store-level rollouts and partner onboarding processes across diverse regions
- Lead Global Training & Best-Practice Rollouts: Design and deliver continuous training programs for local sales and account management teams
- Cross-Functional Collaboration: Partner closely with Local Retail Managers and Product/Ops teams
Requirements
- Sales & Account Management Background: 3 to 5+ years of experience in large-accounts management, commercial sales, or account management in tech/SaaS, e-commerce, or retail environments
- Negotiation & Pipeline Execution: Demonstrated hands-on experience running commercial negotiations and driving partner deals through the entire sales pipeline
- Matrix Influence & Advisory Capability: Strong cross-functional leadership skills with a proven track record of advising, supporting, and upskilling teams without direct reporting lines
- Enablement & Framework Creation: Demonstrated capability in creating clear sales tools, structured playbooks, negotiation frameworks, and training materials from scratch
- Target-Driven & Analytical Mindset: High comfort with quantitative activation KPIs, pipeline tracking, and using data to make strategic adjustments
- Multi-Country or International Scope: Experience working across international markets, remote teams, or within a global HQ structure
- On-Demand or Delivery Ecosystem Knowledge: Prior exposure to multi-category e-commerce, quick-commerce, or marketplace dynamics