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We’re looking for a Head of Enterprise, Sales & Account Management who will own our global enterprise strategy for national and international chains, lead our most strategic merchant partnerships across 17 countries, and grow a significant portfolio of key accounts to maximise long-term commercial value for Bolt Food & Delivery. You’ll join the Bolt Delivery Global Commercial team and act as the senior commercial partner for our largest brands, including global groups and national chains, to drive sustainable growth and profitability.
Are you ready to build category-defining partnerships and shape the future of Bolt Food & Delivery at a global scale? Join us!
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<title>About us</title>
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With over 200 million users in 50+ countries, Bolt is one of the fastest-growing tech companies in Europe and Africa. And it's all thanks to our people.
We believe in creating an inclusive environment where everyone is welcome, regardless of race, colour, religion, gender identity, sexual orientation, national origin, age, or ability.
Our ultimate goal is to make cities for people, not cars. And we need your help on this mission!
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<title>About the role</title>
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As Head of Enterprise, (Sales & Account Management), you will lead Bolt Food & Delivery’s most strategic merchant relationships globally. This includes full ownership of national and international chains across 17 countries, managing partnerships at global, group and country level, and ensuring we maximise long-term commercial value while increasing partner sales.
You will define the enterprise strategy, lead high-impact commercial negotiations, and shape joint business plans with our top partners. You’ll work closely with Product, Merchant Operations, Marketing, Finance, Legal and local market teams to unlock scalable solutions, improve partner performance and ensure profitable, durable partnerships.
This role is ideal for a commercially sharp, structured leader who can operate at both strategic and hands-on levels, navigate complexity across multiple markets, and build strong senior relationships internally and externally. You will play a key role in developing a high-performance Enterprise function and setting the bar for how we work with our largest partners worldwide.
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<gh-responsibilities>
<title>Main tasks and responsibilities:</title>
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- <point>Own the global Enterprise strategy across national and international chains, ensuring it is aligned with Bolt Food’s commercial and growth priorities.</point>
- <point>Manage and grow a large enterprise book of business, including direct ownership of key strategic accounts and oversight of individual contributor portfolios (c. €XXXm in annual GMV).</point>
- <point>Lead complex commercial negotiations covering commission, commercial margin, marketing investment, exclusivity and expansion agreements, securing win–win outcomes.</point>
- <point>Drive expansion of enterprise partners across existing and new markets, managing a large multi-country pipeline and ensuring strong commercial governance, performance tracking and visibility on revenue, margin and partner health.</point>
- <point>Build and execute Joint Business Plans with top partners to drive growth, retention, profitability and strategic differentiation for both Bolt and our merchants.</point>
- <point>Act as the senior commercial point of contact for Bolt Food’s most important brands, providing clear direction, prioritisation and structure to enterprise workstreams across 17 countries while partnering closely with Product, Merchant Operations, Marketing, Finance and Legal to deliver scalable enterprise solutions.</point>
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<gh-requirements>
<title>About you:</title>
<bulletpoints>
- <point>You have strong experience in enterprise sales, strategic partnerships or commercial leadership roles, ideally in marketplace, SaaS or consumer tech environments.</point>
- <point>You have a proven track record of managing large enterprise accounts and complex multi-country commercial negotiations, with clear ownership of revenue, margin and long-term partner value.</point>
- <point>You have experience operating across multiple markets and working with senior stakeholders and C-level counterparts, with excellent communication and negotiation skills in English.</point>
- <point>You are a highly structured, commercially sharp leader who can prioritise effectively, navigate ambiguity and operate at both strategic and hands-on levels.</point>
- <point>You have strong stakeholder management skills, with the ability to influence and collaborate across Product, Operations, Marketing, Finance and Legal teams.</point>
- <point>You are willing to travel across markets as required and to relocate to Tallinn, Estonia, where our HQ is located.</point>
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Experience is great, but what we really look for is drive, intelligence, and integrity. So even if you don’t tick every box, please consider applying!
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<gh-perks>
<title>Why you’ll love it here:</title>
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- <point>Play a direct role in shaping the future of mobility.</point>
- <point>Impact millions of customers and partners in 600+ cities across 50+ countries.</point>
- <point>Work in fast-moving autonomous teams with some of the smartest people in the world.</point>
- <point>Accelerate your professional growth with unique career opportunities.</point>
- <point>Get a rewarding salary and stock option package that lets you focus on doing your best work.</point>
- <point>Enjoy the flexibility of working in a hybrid mode with a minimum of 3 days in the office each week to foster strong connections and teamwork.</point>
- <point>Take care of your physical and mental health with our wellness perks.</point>
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<text>*Some perks may differ depending on your location and role.</text>
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