Sr Global KAM, Global HQ

remoteo; Berlin; Remote; EUR 90,000 - 130,000; Full time

Benefits offered by this job

Equity plan

Private health insurance

Meal benefit

Cobee discounts on transport, food and

Gym memberships

Remote work 2 days/week; up to 3 weeks

Enhanced parental leave

Online therapy and wellbeing benefits

Job summary

Glovo seeks a Senior Global KAM to activate top retail partners and drive multi-country growth in non-food retail. You will lead strategic negotiations, develop scalable playbooks, and enable local teams across 20+ countries.

The role emphasizes cross-functional collaboration, data-driven activation, and strong multilingual communication skills to succeed in a global HQ structure.

Qualifications

• 3–5+ years in large-accounts management, commercial sales, or account management in tech/SaaS, e-commerce, or retail.
• Experience running commercial negotiations and driving partner deals through the sales pipeline.
• Strong cross-functional leadership and advisory capabilities.
• Ability to create clear sales tools, playbooks, and training materials.
• Analytical mindset with activation KPIs and pipeline tracking.
• Experience across international markets or remote teams.
• Exposure to multi-category e-commerce or marketplace dynamics.
• Professional English with additional market language skills.

Responsibilities

• Drive Global Partner Activation Targets: own global quota for activated retail partners and set yearly targets.
• Enable Local Teams & Join High-Stakes Negotiations: advise sales teams and join complex negotiations in-market.
• Build Commercial Frameworks & Negotiation Guidelines: create pitch decks, templates, and Q&A guides.
• Develop & Scale Activation Playbooks: design SOPs for store rollouts and onboarding.
• Lead Global Training & Best-Practice Rollouts: deliver training for local teams on global tools and strategies.
• Cross-Functional Collaboration: partner with Local Retail Managers and Product/Ops to remove friction.

Skills

Sales & AM

Negotiation

Cross-functional Leadership

Enablement & Playbooks

Data-driven

International Scope

Market Knowledge

Multi-category Ecommerce

Job description

Company Description

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 65 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

The Mission

Are you ready to join an ambitious and rapidly growing company revolutionizing the retail industry? At Glovo, our vision is to give everyone easy access to anything in the city, and as a Senior Global KAM (Strategic Partnerships), you will play a pivotal role in making this vision a reality. Join us in shaping the future of retail by activating top retail partners and driving growth in multiple countries. This is your opportunity to be part of a dynamic team and make a significant impact in the world of non-food retail.

At Glovo, Retail is one of our highest-growing business units, and we have been making substantial investments in this area for more than two years. We have already established partnerships with more than 100 top retail brands, including industry giants like MediaMarkt, Fnac, Worten, dm, Douglas, Decathlon, and Staples. As a Senior Global KAM (Strategic Partnerships), you will be part of a dedicated, based in more than 20 countries. Despite our rapid growth, Retail still embodies the spirit of a small startup within Glovo, presenting exciting opportunities and challenges to overcome.

What You Will Do

• Drive Global Partner Activation Targets: Own and achieve a quantitative global quota for newly activated retail partners, oversee the activation pipeline, create the global strategy and set the yearly targets.

• Enable Local Teams & Join High-Stakes Negotiations: Conduct recurring advisory sessions with local sales teams to refine hunting tactics, and directly join complex or strategic partner negotiations in-market when needed.

• Build Commercial Frameworks & Negotiation Guidelines: Create and iterate core enablement assets, including commercial pitch decks, contract templates, commission guidelines, Q&A documentation, and object-handling guides.

• Develop & Scale Activation Playbooks: Design standardized operational playbooks and SOPs that streamline store-level rollouts and partner onboarding processes across diverse regions.

• Lead Global Training & Best-Practice Rollouts: Design and deliver continuous training programs for local sales and account management teams to drive high adoption of global tools and commercial strategies.

• Cross-Functional Collaboration: Partner closely with Local Retail Managers and Product/Ops teams to remove operational friction and accelerate partner time-to-value.

Qualifications

What You Will Bring to the Ride

• Sales & Account Management Background: 3 to 5+ years of experience in large-accounts management, commercial sales, or account management in tech/SaaS, e-commerce, or retail environments.

• Negotiation & Pipeline Execution: Demonstrated hands-on experience running commercial negotiations and driving partner deals through the entire sales pipeline.

• Matrix Influence & Advisory Capability: Strong cross-functional leadership skills with a proven track record of advising, supporting, and upskilling teams without direct reporting lines.

• Enablement & Framework Creation: Demonstrated capability in creating clear sales tools, structured playbooks, negotiation frameworks, and training materials from scratch.

• Target-Driven & Analytical Mindset: High comfort with quantitative activation KPIs, pipeline tracking, and using data to make strategic adjustments.

• Multi-Country or International Scope: Experience working across international markets, remote teams, or within a global HQ structure.

• On-Demand or Delivery Ecosystem Knowledge: Prior exposure to multi-category e-commerce, quick-commerce, or marketplace dynamics.

• Fluency in Multiple Languages: Professional proficiency in English. An additional core market language (e.g., Spanish, French, Italian).

Additional Information

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 meal benefit to satisfy your cravings!

• Cobee discounts on transportation, food, and even kindergarten expenses or office-based nursery.

• Discounted gym memberships to keep you energized.

• The freedom to work from home two days a week, and the opportunity to work from anywhere for up to three weeks a year and personal days off.

• Enhanced parental leave.

• Online therapy and wellbeing benefits to ensure your mental well-being.

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).

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