Head of Commercial – Bulgaria

About the role

Glovo is seeking a Head of Commercial for Bulgaria to define and execute the commercial strategy, drive growth, and build lasting partner relationships. You will lead a high‑performing team, shape long‑term vision, and ensure profitable expansion in a fast‑moving market.

Key responsibilities

• Define and shape the long‑term commercial strategy for Bulgaria, balancing growth, profitability, and partner sustainability.
• Build, strengthen, and scale partnerships with restaurants, increasing their presence and performance on the platform.
• Lead direct and indirect teams, hiring top talent, setting high standards, and fostering continuous development.
• Support commercial teams to achieve ambitious sales targets while maintaining trusted, sustainable partner relationships.
• Act as a hands‑on leader in complex negotiations, coaching teams to close strategic deals with top chains and key accounts.
• Design and implement scalable commercial processes that preserve quality, partner experience, and regional support.
• Collaborate with HQ Commercial teams to define commissions, incentives, and performance metrics.

Required profile

• Senior leadership experience in commercial or sales functions, preferably within fast‑growth, tech‑enabled marketplaces.
• Strong commercial judgment and ability to operate with speed and clarity in ambiguous contexts.
• Proven track record of building and scaling partner ecosystems and achieving aggressive growth targets.
• Excellent people‑leadership skills, with experience hiring, developing, and motivating high‑performing teams.

Required skills