Head of Global Accounts - France

Job description

WHY DELIVEROO? Join us in our mission to transform the way people shop and eat, where impact, innovation, and growth drive everything we do. Our Commercial team sits at the centre of Deliveroo’s marketplace—shaping how we serve restaurants, grocers, and new verticals worldwide. From negotiating key partnerships to unlocking new revenue streams and crafting data-led growth strategies, we take on big challenges that move the business forward. If you thrive in fast-paced, commercial environments and want to influence the future of a global brand—this is the team for you. As we accelerate toward our 2027 ambition, Global Accounts are central to our future success. We are building a team that sets the standard for strategic partnership management — combining senior commercial leadership, rigorous execution, and organisational depth. 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 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 - 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 2. 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 3. 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 - Recruiter interview - Business Interview - Business case presentation - Values and Expertise interviews - Final interview with Deliveroo France Commercial Director WHY JOIN US? At Deliveroo, you’ll do work that matters, solving real-world problems in a three-sided marketplace that’s constantly evolving. We’re food lovers, problem solvers, community builders and more, brought together by a shared drive to make things better. Working here you can expect to: 🔧 Make a visible impact every day Your work directly improves experiences for customers, partners and riders. 🌱 Learn fast in an entrepreneurial environment Work close to the market with autonomy, pace and real responsibility. 🧠 Build a career, not just a role Stretch yourself, develop new skills and grow as the business evolves. 🌎 Deliver together in an inclusive culture Collaborative, values-driven teams that support how you work best. 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. 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!