Account Manager SMB - Poland (They/She/He)

Delivery Hero; Warsaw (IN); Hybrid; USD 70,000 - 100,000; Full time

Job summary

Glovo is seeking an Account Manager – SMB to own a portfolio of restaurant and retail partners, driving growth, onboarding, and optimized performance at scale. You will build scalable outreach, run meetings for top accounts, and collaborate cross-functionally to implement marketing activations and menu performance improvements.

The role emphasizes data-driven decision making, strong communication, and onboarding new partners with a focus on operations, marketing, and sales.

Qualifications

• Experience working in a high-growth, fast-paced startup environment.
• Strong commercial and negotiation skills.
• Excellent communication and interpersonal abilities.
• Proven project management skills, highly organized and detail-oriented.
• Analytical mindset with data-driven decision making.
• Proficient with Excel and common business tools.

Responsibilities

• Manage a large portfolio of SMB partners to drive growth and profitability.
• Conduct regular partner meetings and business reviews to align on goals.
• Develop plans to increase orders, AOV, and promo performance.
• Collaborate with Marketing, Operations, Finance and Customer Service to tailor solutions.
• Lead onboarding of partners on the app with focus on operations, marketing and sales.
• Own portfolio KPIs, generate insights, and drive churn reduction.

Skills

Commercial skills

Communication

Project management

Problem solving

Data-driven

Education

Bachelor in Business Administration

Marketing or similar

Tools

Salesforce

Excel

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

YOUR MISSION

As our Account Manager – SMB, you'll be the day-to-day owner and "personal assistant" for a large portfolio of small and medium-sized restaurant and retail partners. Your mission is to make each partner successful and self-sufficient at scale – building trust, growing orders, and defending Glovo's commercial terms – even though you can't give every one of your hundreds of accounts individual attention every week.

THE JOURNEY

What you will do — the pillars of the role:

• Build and sustain a scalable outreach routine across a 300–700 account portfolio — the role is roughly 80% structured, proactive outbound calling and messaging, not one-on-one relationship management. You'll run partner meetings and business reviews only for your top-tier accounts.

• Evaluate, follow up and build reports of your portfolio and KPIs periodically. Take actions to reach your goals and company OKRs.

• Draw and execute plans, making your partners grow through promos negotiations, marketing activations and menu performance (selling items, AOV, Conversion Rate, cross selling and upselling) .

• Optimize Glovo visibility through marketing actions with our partners (using marketing kits, merchandising, etc).

• Understand, build action plans and follow up on churned and inactive partners.

• Collaborate with internal & External teams to develop and implement customised solutions to meet Partners' needs, including Marketing, Operations, Finance and Customer Service.

• Take full ownership of the partner onboarding process in the App — from store setup to supporting their first days on Glovo — with a focus on operations, marketing, and sales.

• Lead new project and initiative for better portfolio management & partner experience improvement.

Qualifications

WHAT YOU WILL BRING TO THE RIDE

Must-haves:

• Comfortable working in a high growth and high-performance start-up with a fast pace.

• Strong Commercial skills.

• Good communication and interpersonal skills

• Project management skills, highly organized and detail-oriented.

• Problem solver, data-driven with an analytical approach

• Good knowledge of tools such as Excelsheet.

Nice-to-haves:

• 2+ years of experience in high-performance account management or business consultancy. Preferably in FMCG, food-hospitality, or on-demand delivery industry.

• Bachelor in Business Administration, Marketing or similar.

• Salesforce is a plus.

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 medical care and insurance to keep you at your peak.
• Monthly Glovo credit to satisfy your cravings!
• Free Multisport Card.
• Spanish or English classes.
• 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.
• 5 extra days of holidays.
• Enhanced parental leave.

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!

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!