Commercial Director Italy

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 70 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.

Job Description

YOUR MISSION

As Commercial Director, you will be responsible for defining and executing the overall commercial strategy of Glovo, driving sustainable growth across our portfolio of partners, ranging from global restaurant chains to independent restaurants, while building innovation in advertising and logistics solutions.

You will lead a high-performing team of 60+ professionals across four core verticals:

• Sales : Focused on signing and onboarding new restaurants and partners.
• Key Account Management : Responsible for strategic relationships and the growth of top industry players.
• Advertising & Monetization : Defining and delivering the advertising vertical’s vision and commercial performance.
• On‑Demand Logistics : Expanding our logistics‑as‑a‑service proposition.

You will work closely with global stakeholders, including VPs, Directors, and C‑Level executives of partner organizations, reporting directly to the General Manager Italy.

THE JOURNEY

Define, own, and execute the country‑level commercial strategy, driving growth in net revenue, order volume, and market share.

• Build and manage an inspiring, diverse, and high‑performing team across sales, account management, advertising, and on‑demand services.
• Hire, onboard, and develop talent – establishing clear development paths, performance standards, and coaching frameworks.
• Lead the sales teams to identify, sign, and scale new restaurant partnerships that complement our customer value proposition.
• Manage strategic relationships with top accounts , co‑developing commercial initiatives and operational plans to accelerate partner growth.
• Drive the advertising and monetization strategy: define the commercial model, pricing, go‑to‑market plans, and optimise campaign effectiveness for restaurant partners.
• Lead the on‑demand logistics vertical, working with internal teams and external customers to grow our B2B delivery‑as‑a‑service model.
• Use strong data analysis and commercial acumen to identify growth levers, revenue opportunities, and process optimisations across all verticals.
• Act as the primary commercial POC to HQ stakeholders, ensuring local implementation of global best practices and feeding back market intelligence to influence strategic roadmaps.
• Continuously assess and improve internal processes, structures, and tools to drive efficiency, scale, and productivity.
• Make autonomous, high‑impact decisions in a fast‑paced environment while aligning with the broader strategic vision of the company.

Qualifications

WHAT YOU WILL BRING TO THE RIDE

• 10+ years of experience in commercial leadership, ideally combining top‑tier consulting, high‑growth tech, and large‑scale operational experience.
• Proven track record leading large teams (30+) across diverse commercial functions in dynamic, high‑growth environments.
• Strategic thinking and analytical skills, with the ability to navigate complexity and define actionable plans.
• Hands‑on leadership style : You’re not afraid to dive into the details when necessary, while inspiring and empowering others.
• Experience working with senior stakeholders (C‑Level, VPs) and leading complex negotiations with major partners.
• Background in on‑demand delivery, FMCG, HoReCa, tech, or platform‑based businesses is highly preferred.
• Exceptional communication and interpersonal skills , with the ability to influence and build trust at all levels – internally and externally. Able to craft compelling narratives, simplify complex ideas, and adapt messages to diverse audiences.
• Demonstrated ability to foster cross‑functional collaboration , aligning sales, marketing, operations, and finance around shared business goals.
• Comfortable working in ambiguous environments , with a proactive, solutions‑oriented mindset and a bias for action.
• Fluent in English and Italian (any other local languages are a plus).
• Bachelor’s or Master’s degree in Business, Engineering, Economics or related fields.

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.

• 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!
• Discounted gym memberships to keep you energized.
• ️ 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.