Sr Global KAM, Global HQ

Glovo is part of the Delivery Hero Group, the world’s pioneering local delivery platform, our mission is to deliver an amazing experience—fast, easy, and to your door. We operate in around 65 countries worldwide. Headquartered in Berlin, Germany. Delivery Hero has been listed on the Frankfurt Stock Exchange since 2017 and is part of the MDAX stock market index.

The Mission Are you ready to join an ambitious and rapidly growing company revolutionizing the retail industry? At Glovo, our vision is to give everyone easy access to anything in the city, and as a Senior Global KAM (Strategic Partnerships), you will play a pivotal role in making this vision a reality. Join us in shaping the future of retail by activating top retail partners and driving growth in multiple countries. This is your opportunity to be part of a dynamic team and make a significant impact in the world of non-food retail. At Glovo, Retail is one of our highest-growing business units, and we have been making substantial investments in this area for more than two years. We have already established partnerships with more than 100 top retail brands, including industry giants like MediaMarkt, Fnac, Worten, dm, Douglas, Decathlon, and Staples. As a Senior Global KAM (Strategic Partnerships), you will be part of a dedicated, based in more than 20 countries. Despite our rapid growth, Retail still embodies the spirit of a small startup within Glovo, presenting exciting opportunities and challenges to overcome.

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 to drive high adoption of global tools and commercial strategies. Cross-Functional Collaboration: Partner closely with Local Retail Managers and Product/Ops teams to remove operational friction and accelerate partner time-to-value.

What You Will Bring to the Ride 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. Fluency in Multiple Languages: Professional