Jobs at Glovo

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.

Qualifications

• 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.

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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.

Qualifications

• You have 6+ 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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As an Account Manager you will be responsible for building and developing the most relevant partnership with the biggest accounts in Kenya! This is a unique role which requires a blend of business data analytics skills along with a strong sense of relationship management to drive long term growth & profitability strategy for your both partners & Glovo. 

THE JOURNEY

Qualifications

• Grasp the objectives and hurdles of Partners to offer insightful advice and assistance
• Work with data to enhance growth and profitability for both Partners and Glovo
• Define and pursue the long-term strategy for the country in terms of Growth, Promotions, Advertisement and Operations
• Improve Glovo’s revenue through commission renegotiation and selling assets
• Work alongside various internal departments to create and apply tailored solutions that address the needs of Partners, including Operations, Marketing, Corporate, Customer service 
• 2+ years in Account Management and core business development (experienced in startup, top consulting firms or top tech companies will be an advantage)
• Proficiency in Excel is mandatory, knowledge in other data analysis tools will be beneficial
• You're persuasive in the most pleasant possible way and have no trouble selling anything that brings value to Customers/Partners and the Glovo platform
• You find smart and elegant solutions to complex and multi-disciplinary challenges with a great critical-thinking

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Lead and develop a team of Account Managers to deliver outstanding results across strategic accounts. Own portfolio growth, strengthen partner relationships, and drive operational excellence while ensuring your team is prioritising effectively, managing time efficiently, and executing with impact. Use data-driven insights to guide decisions, unlock opportunities, and deliver measurable outcomes for both the business and partners.

THE JOURNEY

• Strategic Portfolio Ownership: Drive the commercial performance, revenue growth, and long-term profitability of the organization’s top-tier account portfolio.
• High-Impact Team Leadership: Manage and coach a team of Account Managers, setting clear performance standards and ensuring disciplined account coverage.
• Data-Driven Growth Strategy: Identify and unlock growth levers by translating complex data insights into actionable, long-term account strategies.
• Performance & KPI Management: Maintain rigorous forecasting and visibility by monitoring key KPIs to guide high-level commercial decision-making.
• Senior Stakeholder Engagement: Lead high-stakes negotiations and deliver structured, high-quality presentations to C-suite and senior-level partners.
• Cross-Functional Collaboration: Partner effectively across departments to execute strategic initiatives and ensure seamless partner support.
• Operational Autonomy: Exercise independent decision-making to set quarterly priorities and resource allocation within commercial guardrails.
• Balanced Value Creation: Align account-specific goals with broader company objectives to balance immediate targets with sustainable partner value.

Qualifications

• 5+ years of experience in Account Management, Key Accounts, or Commercial roles.
• Proven experience managing and developing teams.
• Experience owning large, revenue-critical portfolios.
• Experience in e-commerce, FMCG, or similar fast-paced commercial environments is a strong advantage.
• Highly autonomous and accountable.
• Strong analytical and problem-solving capabilities.
• Strategic thinker with strong execution discipline.
• Excellent presentation and communication skills

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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 partners

Qualifications

• 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