Head of Commercial - Bulgaria (They/She/He)

If you’re here, it’s because you’re looking for an exciting ride.

A ride that will fuel up your ambitions to take on a new challenge and stretch yourself beyond your comfort zone.

We’ll deliver a non-vanilla culture built on talent, where we work to amplify the impact on millions of people, paving the way forward together.

Not your usual app. We are the fastest-growing multi-category app connecting millions of users with businesses, and couriers, offering on-demand services from more than 170,000 local restaurants, grocers and supermarkets, and high street retail stores. We operate in more than 1500 cities across 23 countries.

Together we revolutionise the way people connect with their everyday needs, from delivering essentials to connecting our ecosystem of users through innovative solutions powered by technology. For us, every day is filled with purpose.

What makes our ride unique?

Our culture and strong values.

Our career development philosophy.

Our commitment to being a force for good.

We have a vision: Building the largest marketplace in your city, to give access to anything in minutes. And this is where your ride starts.

YOUR MISSION

As Head of Commercial for Bulgaria, you will play a defining role in how the business grows, scales, and succeeds in the market. You will own the commercial vision end to end, from setting long-term strategy and commercial priorities, to building strong partner ecosystems, developing high-performing teams, and driving sustainable and profitable growth.

You will be responsible for building, strengthening, and scaling partnerships with restaurants, growing both their presence and performance on the platform, while leading your teams to consistently deliver ambitious sales and growth targets in a competitive and fast-moving environment.

As a key member of the leadership team for Glovo Bulgaria, you will work closely with local leadership and with HQ to shape strategic direction, translate vision into execution, and ensure strong alignment across teams and functions.

This is a senior leadership role for someone who combines strong commercial judgment, people leadership, and the ability to operate with speed and clarity in complex and ambiguous contexts. Beyond delivering results, you will help build the foundations for long-term success in Bulgaria by developing talent, raising the bar on execution, and creating trusted, long-term partnerships across the market.

You will be responsible for building and developing partnerships with restaurants, and growing their number on the platform while leading your team to deliver aggressive sales and growth targets.

THE JOURNEY

• Define and shape the long-term commercial strategy for Bulgaria, balancing growth, profitability, and partner sustainability.
• Empower local teams to build a strong and balanced partner portfolio, unlock new business opportunities, and initiate meaningful, long-term partnerships.
• Design and implement scalable commercial processes that enable growth while preserving quality, partner experience, and regional support.
• Lead your direct and indirect teams to excellence by hiring top talent, setting high standards, and enabling continuous growth and development.
• Support local commercial teams in achieving ambitious sales targets, while fostering trusted, sustainable relationships with partners.
• Act as a hands-on leader during complex negotiations, coaching and supporting teams to successfully close strategic deals with top chains and key accounts.
• Drive structure, clarity, and focus in day-to-day commercial execution, working closely with Commercial Managers to set goals, prioritize initiatives, delegate effectively, and track performance.