Senior Key Account Manager

Job Description

The XL team manages Glovo Spain's largest accounts. As a Senior Key Account Manager, you own a portfolio of these accounts end-to-end: the relationship, the commercial agenda, and the day-to-day execution.

This is a commercial role at its core. You will be managing senior relationships with major national brands, running structured business reviews, identifying growth opportunities, and executing the levers that move performance. You will also be the internal coordinator when things need to get done — working across Finance, Operations, Ads, and Marketing to make sure what is agreed actually happens.

The role rewards people who combine strong commercial judgment with the discipline to stay on top of the detail. Both matter here.

What You Will Do

• Own the relationship: You are the primary point of contact for your portfolio. You build trust with your partners' key stakeholders, understand their business priorities, and manage the relationship proactively — not just at review time.

• Lead business reviews: You prepare and deliver MBRs and QBRs end-to-end: clear narrative, data-backed, with a concrete action plan. You run the conversation, not just the presentation.

• Monitor and act on performance: You track how your accounts are performing across key metrics, and bring a point of view and a recommendation when something needs to change.

• Execute the commercial agenda: You manage promotional activations, advertising commitments, and marketing initiatives. You identify opportunities to grow the partnership and pursue them at the right moment with a well-framed pitch.

• Coordinate internally: You are the person who makes sure commitments to partners get delivered. That means working cross-functionally to resolve issues — billing, operations, campaign execution, etc. — and keeping partners informed throughout.

• Build commercial proposals: You prepare structured materials to support growth conversations: account plans, opportunity analysis, investment cases. You think ahead and bring that thinking to your partners.

What Makes This Role Distinctive

• Small portfolio, high stakes: You manage a small number of major national accounts. The relationships are deep, the conversations are substantive, and your impact is directly visible.

• Real commercial scope: This is not a maintenance role. You will be involved in promotional strategy, investment discussions, and growth planning with some of the most important restaurant brands in Spain.

• High standards, fast feedback: as any team at Glovo, the XL team operates with a very high bar for preparation and follow-through. You will be expected to meet it — and you will find the environment sharper for it.

Qualifications

What You Bring

• Commercial acumen: You know how to build a case, read a room, and move a conversation forward. You are comfortable in senior commercial discussions and have a track record of driving outcomes in complex, high-value relationships.

• Strong communication: You present with confidence and structure - write with clarity, and adapt your style to the audience. You are direct without being blunt, and persuasive without overselling.

• Structured and reliable: You manage a demanding workload without losing track of the detail. Partners and internal teams know that when you own something, it gets done.

• Comfortable with data: You can navigate dashboards and spreadsheets, extract what matters, and use it to support a clear argument. You do not need to be a data specialist — you need to be someone who uses data well in a commercial context.

• +7 years in senior account management or commercial client-facing roles: Background in food delivery, marketplace platforms, FMCG, or high-growth tech is a strong plus. What matters is that you have managed significant accounts and driven commercial outcomes independently.

• Full professional proficiency in Spanish and English, both written and verbal.

Individuals representing diverse profiles, and abilities, encompassing various genders, ethnicities, and backgrounds, are less likely to apply for this role if they do not possess solid experience in 100% of these areas. Even if it seems you don't meet our musts don't let it stop you, we are all about finding the best talent out there! Skills can be learned, and embracing diversity is invaluable.

Additional Information

What We Offer

• A portfolio of Spain's most important QSR accounts, including some of the most recognised restaurant brands in the country.

• A fast-paced environment where commercial initiative and independent judgment are valued.

• Hybrid working model based in Madrid.

• Competitive package with variable component tied to portfolio performance.

• Real exposure to senior commercial decisions and room to grow.

At Glovo, your success is defined by both results and behaviors. We hire for excellence in craft and for the Leadership Principles that shape how we think, decide, and collaborate. What you achieve matters and how you achieve it defines us. Together, they move the business forward and deliver great experiences. Learn more about our Leadership Principles here.

Here at Glovo, we thrive on diversity, we believe it enhances our teams, products, and culture. We know that the best ideas come from a mashup of brilliant diverse minds. This is why we are committed to providing equal opportunities to talent from all backgrounds – all genders, racial/diverse backgrounds, abilities, ages, sexual orientations and all other unique characteristics that make you YOU. We will encourage you to bring your authentic self to work, fostering an inclusive environment where everyone feels heard.

Feel free to note your pronouns in your application (e.g., she/her/hers, he/him/his, they/them/theirs, etc).

So, ready to take the wheel and make this the ride of your life?

Delve into our culture by taking a peek at our Instagram and check out our LinkedIn and website!