Key Account Manager

Job Description

Job Ref ID: JR0087499

If you’re here, it’s because you’re looking for an exciting ride. 

A ride that will fuel up your ambitions to take on a new challenge and stretch yourself beyond your comfort zone. 

We’ll deliver a non-vanilla culture built on talent, where we work to amplify the impact on millions of people, paving the way forward together. 

Not your usual app. We are the fastest-growing multi-category app connecting millions of users with businesses, and couriers, offering on-demand services from more than 170,000 local restaurants, grocers and supermarkets, and high street retail stores. We operate in more than 1500 cities across 23 countries. 

Together we revolutionise the way people connect with their everyday needs, from delivering essentials to connecting our ecosystem of users through innovative solutions powered by technology. For us, every day is filled with purpose.

What makes our ride unique? 

🤝 Our culture and strong values. 

💪 Our career development philosophy. 

🤝 Our commitment to being a force for good. 

We have a vision: Building the largest marketplace in your city, to give access to anything in minutes. And this is where your ride starts.

YOUR MISSION

As our Account Manager – Top Accounts, you'll own Glovo's largest and most strategic partner relationships in the market. Your mission is to turn these high-visibility accounts into long-term growth engines – building the trust, commercial discipline and cross-functional coordination needed to grow GMV and partner satisfaction in a healthy, sustainable way, while protecting Glovo's margins.

THE JOURNEY 

• Own the end-to-end commercial relationship with a portfolio of Glovo's top strategic partners, negotiating commission, pricing and promotional terms directly with partner-side managers and, in many cases, C-level stakeholders.
• Build and execute Joint Business Plans (JBPs) with each partner, driving measurable growth in GMV, order volume and partner ad spend while protecting Glovo's take rate.
• Run partner-facing Quarterly/Monthly Business Reviews and internal MBRs, using data (CVR, GMV, cancellations, ad ROI) to diagnose performance issues and recommend action.
• Partner cross-functionally with Operations, Growth, Marketing, Finance and Ads teams to resolve partner issues quickly and deliver on commercial commitments.
• Defend Glovo's commercial position in high-stakes negotiations (commission disputes, retention conversations, competitor threats), knowing when to hold the line and when to structure a creative win-win.
• Continuously monitor the competitive and market landscape to anticipate partner needs and identify new growth or monetisation levers (menu optimisation, ads, promos, new categories).
• Act as a trusted business consultant to your partners – building the kind of relationship where partners follow Glovo's recommendation even when a competitor is offering a cheaper deal.

Qualifications

• 3+ years' experience in account management, commercial/sales or consulting roles, ideally managing complex accounts or stakeholders.
• Strong commercial negotiation skills with P&L accountability – comfortable defending pricing, commissions and walk-away points with data.
• Advanced Excel/Sheets skills and an analytical mindset – able to build forecasting models and partner P&L analyses, not just read a dashboard).
• Confidence managing senior, often C-level, external stakeholders and presenting business reviews internally
• Experience with BI tools (Looker, SQL) or working in a marketplace/e-commerce environment.
• Fluent English plus the local market language; a background in FMCG, delivery platforms, e-commerce or strategy consulting is a plus but not required – we care more about commercial judgement, ownership and coachability than pedigree.

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.

We believe driven talent deserves:

• 💪 Top-notch private health insurance to keep you at your peak.
• 🍔 Monthly Glovo credit to satisfy your cravings!
• 🏖️ Extra time off, the freedom to work from home two days a week, and the opportunity to work from anywhere for up to three weeks a year!
• 🧠 Online therapy and wellbeing benefits to ensure your mental well-being

Additional Information

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!