Head of Commercial - Romania (They/She/He)

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 Head of Commercial – Romania, you will own the commercial performance and long-term growth of Glovo’s restaurant business across the country.

This is a senior commercial leadership role with high visibility and direct impact on selection growth, partner revenue, user value, and profitability. You’ll combine sharp analytical thinking and data-driven decision-making with strong executive presence, commercial instinct, and the ability to energize teams and partners alike.

This is not a desk job. You’ll spend significant time in the market—meeting partners face-to-face, unlocking growth opportunities, negotiating ambitious joint plans, and building trust-based relationships that compound over time.  

Your three powerhouse pillars

1. Partner Growth (SMB Restaurants)

You lead the engine that turns a wide portfolio of independent and regional restaurants into consistent winners—driving adoption, performance, retention, and sustainable unit economics.

2. Restaurant Sales (Selection Expansion)

You own the acquisition machine: signing the restaurants that matter, closing white spots, strengthening category leadership, and building a pipeline that never sleeps.

3. Promo & Ads (Demand + Monetization)

You run the playbook that makes promo investment smarter (value for users + partners) and scales ads monetization through visibility solutions that improve partner outcomes and increase Glovo’s profit.

THE JOURNEY

Own commercial strategy and performance

Own and drive the commercial performance of the restaurant vertical across the country

Build and execute the commercial strategy: segmentation, coverage, portfolio priorities, and growth levers

Establish a strong operating rhythm with clear targets, performance reviews, and accountability

Lead Partner Growth for SMB restaurants

Build a scalable account management model that balances partner love with high productivity

Drive partner growth through menu quality, content excellence, availability, operational performance, and commercial levers

Reduce churn with proactive portfolio management, smart prioritization, and partner success playbooks

Coach leaders and account managers to raise the bar on execution and partner impact

Build a high-performing Restaurant Sales engine

Own acquisition strategy and execution to strengthen marketplace selection and coverage

Optimize the full funnel: lead generation, conversion, onboarding quality, and early ramp

Improve efficiency through territory design, pipeline discipline, incentives, and a sharp value proposition

Collaborate closely with Operations to ensure new partners launch strong and stay strong

Scale Promo & Ads with measurable value

Define the promo strategy that drives incremental demand while protecting ROI and partner trust

Build monetization growth by scaling ads and visibility solutions that deliver real results

Create compelling commercial narratives and packages partners want to buy

Set measurement frameworks for incrementality, profitability, and partner outcomes, and iterate fast

Be the connector and commercial role model

Build and maintain senior-level relationships with key partners through frequent in-person interactions

Lead high-stakes negotiations, balancing aggressive growth with sustainable partnerships

Collaborate closely with internal stakeholders (Operations, Marketing, Finance, HQ teams) to ensure strong execution

Lead, inspire, and develop a high-performing commercial organization (managers + ICs)

Represent Glovo’s culture, values, and leadership externally across the market

WHAT YOU WILL BRING TO THE RIDE

Extensive experience (8+ years) in commercial, sales, revenue, or key account leadership roles (marketplace, tech, FMCG, or high-growth environments preferred)

Proven track record of delivering sustained growth across acquisition + retention + monetization

Strong people leadership experience leading managers and building high-performing teams

Excellent negotiation skills and comfort handling tough, high-pressure counterparts

A data-driven mindset with the ability to translate complex metrics into clear priorities and actions

Strong commercial judgment around promo ROI, unit economics, and ads monetization

Exceptional communication, stakeholder management, and executive presence

Comfort with spending significant time in the field with partners

Fluency in Romanian and English

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:

• 🌟 An enticing equity plan that lets you own a piece of the action.
• 💪 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!
• 👪 Enhanced parental leave, and office-based nursery.
• 🧠 Online therapy and wellbeing benefits to ensure your mental well-being.

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!