Geared toward senior commercial leaders with experience managing multi-stakeholder brand portfolios, comfortable with contract structuring and cross-functional leadership in a hybrid work arrangement in France.
Derived from job-description analysis by Serendipath's career intelligence engine.
Original posting from Deliveroo via Greenhouse
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 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
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
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
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
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!
Beware of recruitment scams: DASH Brands will never ask you to pay money or share sensitive financial information during hiring — learn more about DASH Brands' legitimate recruiting process at careersatdoordash.com/recruitment-scam-awareness.
Source: Deliveroo careers (Greenhouse)