Careers at Glovo

YOUR MISSION

Q-Commerce is the second biggest category inside Glovo. We are currently building a strong team to re-invent how consumers buy their groceries and any other product in their city, making it more convenient and easy than ever.

THE JOURNEY

• Establish excellent relationships with Glovo’s partners through consistent and proactive communication, identifying their needs and building engagement 
• Be responsible for your partners' business performance and ensure their growth. Build reports and analyze main KPIs. Take action to reach your goals and company OKRs
• Own partners' relationships end to end, from the top to the bottom line of the P&L 
• Get feedback from partners and translate it into product, marketing, and operations improvement. 
• Guarantee partners' content quality
• Increase Glovo's visibility through marketing activations with partners in their offline stores
• Improve Glovo’s revenue through commission renegotiations and monetization of your partners
• Be the main point of contact between Glovo's different areas and the partner

WHAT YOU WILL BRING TO THE RIDE

• You have 2+ years of relevant hands-on sales experience / account management experience/Consulting experience
• Strong Commercial skills & Negotiation Skills 
• Strong analytical skills. Ability to look for the root cause of a problem and to solve it based on data
• Get things done attitude, proactive, organized, and obsessed with details
• Exceptional verbal and written communication skills with an aptitude for building strong client relationships
• A high level of interpersonal and influencing skills, an empathetic, inclusive, and curious attitude
• Comfortable working in a high-growth and high-performance start-up environment

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YOUR MISSION

Lead merchant acquisition, revenue growth, and marketplace quality by building a high-value pipeline, improving conversion performance, and developing a best-in-class sales team. This role demands commercial sharpness, operational discipline, and strong leadership.

THE JOURNEY

• Strategic Pipeline Management: Build and maintain a high-quality pipeline of top-tier restaurant and retail partners to drive marketplace growth and competitiveness.
• CRM Rigor & Forecasting: Enforce strict CRM discipline and data hygiene to ensure accurate revenue forecasting and a "single source of truth" for the sales funnel.
• Conversion Optimization: Drive lead-to-signature efficiency by refining sales processes, outreach messaging, and structured follow-up cadences.
• Innovative Lead Sourcing: Identify and test creative sourcing channels to effectively reach and engage senior decision-makers at high-potential brands.
• Market Intelligence: Monitor competitor activity and emerging trends to ensure the platform secures first-mover advantage with relevant, trending partners.
• Revenue & Strategy Alignment: Shape commercial plays and strategic partnerships by identifying assortment gaps and sizing new business opportunities.
• Team Leadership & Coaching: Lead a high-performing sales team through consistent coaching rhythms, performance standards, and professional development.
• Culture of Accountability: Foster an environment of ownership and continuous improvement, raising the bar for negotiation excellence and professional conduct.

WHAT YOU WILL BRING TO THE RIDE

• You have 6–10+ years of experience in sales, partnerships, or commercial roles with material revenue responsibility.
• You have a proven track record of generating high-quality leads and closing complex, strategic deals with senior stakeholders.
• You have hands-on experience managing structured pipelines and CRM tools with strong forecasting hygiene.
• You bring marketplace, hospitality, retail, FMCG, or tech platform experience that translates into speed and judgment; this background is preferred.
• You have experience leading and developing teams in a fast-paced, target-driven environment; this experience is strongly preferred.
•  You demonstrate strong commercial instinct and an entrepreneurial, solutions-oriented mindset.
• You communicate with clarity, negotiate with confidence, and tailor your message to executive audiences.
• You manage performance with data, translating insights into decisive actions that improve outcomes.
• You influence senior business stakeholders by building trust and aligning incentives.
• You hold yourself and others to high standards of ownership, accountability, and results. 

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YOUR MISSION

As Expansion Manager, you will act as a business owner responsible for growth, operational performance, and marketplace health across multiple cities or regions. You will also be responsible for recruiting, and developing the regional team which comprises account managers and sales executives. This role combines strategy and execution, commercial, operational leadership, and prioritization of which cities/towns to launch. Strong judgment, analytical rigor, and ownership mindset are critical.

THE JOURNEY

• Regional P&L Ownership: Drive regional KPIs across growth, profitability, and customer experience by translating national strategies into localized execution plans.
• Strategic Market Expansion: Lead the launch and development of new cities and verticals, focusing on building sustainable foundations rather than short-term gains.
• Operational Efficiency: Optimize the marketplace by balancing supply and demand, improving delivery performance, and reducing operational costs.
• Commercial Growth Levers: Identify and prioritize high-impact opportunities across restaurants and retail to influence regional resource allocation.
• Competitive Positioning: Strengthen local market share by monitoring competitor activity and implementing strategic commercial initiatives.
• Cross-Functional Leadership: Orchestrate collaboration between Operations, Commercial, and Marketing teams to ensure seamless regional alignment.
• Talent Development: Build and mentor a high-performing team, focusing on developing the next generation of leaders within the organization.
• Stakeholder Advocacy: Serve as a key regional voice within the country leadership team to advocate for local needs and strategic improvements.

WHAT YOU WILL BRING TO THE RIDE

• Extensive High-Growth Experience: 7+ years of success in high-performance environments like tech marketplaces, e-commerce, consulting, or FMCG expansion.
• Proven Business Ownership: A track record of owning end-to-end business outcomes, including P&L management, operations, and commercial growth.
• Scaling & Launch Expertise: Demonstrated experience in scaling complex operations or successfully launching new markets from the ground up.
• Project Management Excellence: Ability to scope expansion programs, manage dependencies, and allocate resources to drive delivery within schedule.
• Analytical Problem-Solving: Proficiency in framing hypotheses and using data-driven root-cause analysis to convert insights into prioritized actions.
• Strategic Stakeholder Management: Skilled at influencing without authority, aligning executive teams, and resolving conflicts with decisive communication.
• Commercial & Operational Discipline: Deep understanding of unit economics and margin levers, paired with the ability to design scalable KPI and OKR frameworks.
• Adaptability in Ambiguity: Capability to bring structure to incomplete information and make sound, timely decisions in a fast-paced environment.