Head of Commercial at Glovo

Your Mission 

• As Head of Commercial, you will be responsible for defining and executing the overall commercial strategy, driving sustainable growth across our portfolio of partners, ranging from restaurant chains to independent restaurants, while building innovation in advertising solutions.

Job Description

You will lead a high performing team across three core verticals:

• Sales: Focused on signing and onboarding new restaurants and partners.
• Key Account Management: Responsible for strategic relationships and the growth of top industry players.
• Advertising & Monetization: Defining and delivering the advertising vertical’s vision and commercial performance.

You will work closely with regional & global stakeholders, including Directors, and C-Level executives of partner organizations, reporting directly to the General Manager of Kenya.

In the Journey You Will:

• Define, own, and execute the country-level commercial strategy, driving growth in net revenue, order volume, and market share.
• Build and manage an inspiring, diverse, and high-performing team across sales, account management, advertising, and on-demand services.
• Hire, onboard, and develop talent - establishing clear development paths, performance standards, and coaching frameworks.
• Lead the sales teams to identify, sign, and scale new restaurant partnerships that complement our customer value proposition.
• Manage strategic relationships with Top Accounts, co-developing commercial initiatives and operational plans to accelerate partner growth.
• Drive the Advertising and Monetization strategy: define the commercial model, pricing, go-to-market plans, and optimize campaign effectiveness for restaurant partners.
• Use strong data analysis and commercial acumen to identify growth levers, revenue opportunities, and process optimizations across all verticals.
• Act as the primary commercial POC to Regional & HQ stakeholders, ensuring local implementation of global best practices and feeding back market intelligence to influence strategic roadmaps.
• Continuously assess and improve internal processes, structures, and tools to drive efficiency, scale, and productivity.
• Make autonomous, high-impact decisions in a fast-paced environment while aligning with the broader strategic vision of the company.

Qualifications

• 10+ years of experience in commercial leadership, ideally combining top-tier consulting, high-growth tech, and large-scale operational experience.
• Proven track record leading large teams across diverse commercial functions in dynamic, high-growth environments.
• Strong strategic thinking and analytical skills, with the ability to navigate complexity and define actionable plans.
• Hands-on leadership style: You're not afraid to dive into the details when necessary, while inspiring and empowering others.
• Experience working with senior stakeholders (C-Level, Directors) and leading complex negotiations with major partners.
• Exceptional communication and interpersonal skills, with the ability to influence and build trust at all levels - internally and externally. Able to craft compelling narratives, simplify complex ideas, and adapt messages to diverse audiences.
• Demonstrated ability to foster cross-functional collaboration, aligning sales, marketing, operations, and finance around shared business goals.
• Comfortable working in ambiguous environments, with a proactive, solutions-oriented mindset and a bias for action.
• Fluent in English; Swahili is a strong plus.
• Bachelor’s or Master’s degree