Head of Global Accounts - France

Deliveroo; Paris; Hybrid; EUR 120,000 - 180,000; Full time

Benefits offered by this job

Hybrid work model

Job summary

Deliveroo is seeking a Head of Global Accounts for France, based in Paris with hybrid working. You will lead a high-performing team of 7, own revenue growth, partner satisfaction, and alignment of the organization to strategic priorities.

Report to the Director of Enterprise & Key Accounts, France, and drive contract structuring, joint business planning, and city expansion partnerships. This senior role requires 10+ years in commercial partnerships, strong negotiation skills, and the ability to

Qualifications

• 10+ years in commercial, client partnership, or account management roles.
• Demonstrated ability to structure and close complex commercial agreements with brand or franchise HQs.
• Strong KPI ownership: defining, owning, and reporting on revenue and performance metrics.
• Experience leading multi-layered teams in fast-paced, high-growth environments.
• Leadership at senior level, credible and resilient with ability to influence at C-suite.

Responsibilities

• Own the end-to-end commercial growth of Global Accounts in France.
• Lead contract negotiations, renewals, and upsell strategies with major restaurant brands.
• Build and execute joint business plans covering partner growth and profitability.
• Drive co-investment marketing strategy with partners, including co-funded campaigns.
• Support Deliveroo’s expansion by securing anchor brand commitments in new cities and relaunching markets.
• Build and maintain senior and C-suite stakeholder relationships across France’s strategic brands.

Skills

Contract negotiation

Revenue leadership

KPI ownership

Team leadership

C-suite stakeholder management

Financial acumen

English fluency

Job description

Our Global Structure

Deliveroo is now part of DoorDash, bringing together teams with even greater reach, scale, and ambition. Depending on your role, you may collaborate with teammates, systems, and leaders across DoorDash and Wolt. Together, we’re unlocking new possibilities as one global team.

The Role

As Head of Global Accounts, you will lead a high-performing team responsible for the commercial relationship with France’s most strategic restaurant brands. Your team currently consists of 7 people: Key Account Managers who own brand HQ relationships, and a Client Partner (mid-manager) who manages a team of Key Account Associates covering franchisees across the territory. You report to the Director of Enterprise & Key Accounts, France, and you are based in Paris (this is a hybrid role). You are the senior commercial owner for your portfolio — accountable for revenue growth, partner satisfaction, and team excellence. Beyond day-to-day account management, you will play a central role in aligning the organisation to strategic priorities: from contract structuring and joint business planning, to supporting Deliveroo’s city expansion strategy by securing anchor restaurant partners in new and relaunching markets. This is a senior leadership role with direct impact on revenue, partner satisfaction, and team development.

Key Responsibilities

1. Commercial Strategy & Execution Excellence

• Own the end-to-end commercial growth of Global Accounts in France Lead contract negotiations, renewals, and upsell strategies with major restaurant brands
• Build and execute joint business plans covering partner growth, profitability, and operational performance
• Drive co-investment marketing strategy with partners, including co-funded campaigns and promotional activations

1. Support Deliveroo’s expansion strategy:

• Secure anchor brand commitments in new cities and relaunching markets
• Act as a trusted C-level advisor, providing insight on Deliveroo’s capabilities, competitive landscape, and market trends
• Build and maintain senior and C-suite stakeholder relationships across France’s most strategic brands
• Set and maintain 5 account management standards across the team, with clear portfolio sizing and coverage

1. Cross-Functional Leadership:Partner closely with Operations, Marketing, Product, Strategy, and Finance teams Represent the French perspective in international Global Accounts forums Influence product roadmap and prioritisation through structured partner and market feedback
2. People & Organisational Development Lead, coach, and develop a team of 7 people — directly and through mid-management Build a strong internal succession pipeline by identifying and developing high-potential talent Define and continuously evolve the organisational model (coverage, seniority structure, processes) as the business scales

What We’re Looking For

Must-Have

• 10+ years in commercial, client partnership, or account management roles — with a track record managing complex, multi-stakeholder brand portfolios
• Demonstrated ability to structure and close complex commercial agreements with brand or franchise HQs (contract negotiation is essential)
• Strong KPI ownership: comfortable defining, owning, and reporting on revenue and performance metrics with a structured, data-driven approach
• Experience leading multi-layered teams in fast-paced, high-growth environments
• Strong financial acumen and P&L literacy English fluency Nice-to-Have Familiarity with franchised or multi-site restaurant networks
• Experience in a marketplace, F&B, Hospitality, Retail, or FMCG environment Leadership Profile Senior, credible, and resilient — able to build trust and influence at C-suite level
• High ownership mindset with a strong bias for action
• Comfortable navigating ambiguity and driving organisational change
• Passionate about developing talent and raising team standards
• Collaborative leader who builds strong cross-functional partnerships and fosters an inclusive, high-performing culture.

Recruitment Process Business Interview Business case presentation Values and Expertise interviews Final interview with France Commercial Director

Diversity, Equity and Inclusion

At Deliveroo, we know that a great workplace reflects the world around us and that true diversity and inclusion make us stronger, more creative, and better at what we do. We’re committed to fostering an environment where everyone can do their best work and feel they belong.

We believe in equality of opportunity and welcome candidates from all backgrounds regardless of age, gender, ethnicity, disability, sexual orientation, gender identity, socio-economic background, religion, or belief.

If you have a disability or long-term health condition and need support to apply for one of our roles, or require any reasonable adjustments during the recruitment process, you’ll have the opportunity to let us know once you’ve submitted your application. We’ll share details on how to request support so we can ensure you have a fair and equitable experience.

If you’re excited about making a real impact in a fast-moving marketplace and growing your career alongside ambitious, supportive teams, we’d love to hear from you!