Head of Sales, Retail

About Wolt

At Wolt, we create technology that brings joy, simplicity and earnings to the neighborhoods of the world. In 2014 we started with delivery of restaurant food. Now we’re building the delivery of (almost) everything and you’ll find us in over 500 cities in 30 countries around the world. In 2022 we joined forces with DoorDash and together we keep on dreaming big and expanding across the globe.

Working at Wolt isn’t always easy, but it’s definitely exciting. Here you’ll learn more, build more, and ship more than in most other companies. You’ll be challenged a lot, but also have a lot of fun on the way. So, if you’re a self-starter with drive and entrepreneurial spirit, this could be the ride of your life.

Wolt is building the leading local commerce platform across Europe and beyond. Retail is a core growth engine for us, and Germany is one of our most strategic markets as we scale both SMB acquisition and national Enterprise partnerships across Grocery, Drugstore, Brick & Mortar Retail and more.

As Head of Retail Sales – Germany, you will define how Retail scales commercially — from local SMB acquisition to national Enterprise chains.

You will lead large, high-impact sales teams and build the commercial engine that drives Retail growth across Germany. This role combines strategic ownership, organizational leadership, and Enterprise deal oversight. You’ll shape acquisition strategy, elevate sales productivity, and ensure disciplined pipeline execution at scale. If you thrive at the intersection of strategy, negotiation, and performance leadership, this role gives you the mandate and scope to create lasting commercial impact.

What you’ll be doing

This role is about building, leading, and scaling the Retail sales organization in Germany. You will own acquisition strategy across SMB and Enterprise segments while enabling your teams to consistently deliver high-quality, profitable growth.

Day-to-day in this role you’ll:

• Own the Retail Sales strategy across SMB and Enterprise segments, with full revenue accountability

• Lead large, multi-layered sales teams through Sales Managers and Team Leads

• Deliver against revenue targets through disciplined acquisition strategy, pipeline coverage, and conversion rigor

• Define clear hunting and prioritization strategies across categories, cities, and partner types

• Oversee and approve Enterprise deal strategy, personally stepping into the most strategic and complex negotiations

• Ensure a healthy, forward-looking Enterprise pipeline and strong forecast accuracy

• Drive deal velocity, win rates, and expansion opportunities

• Design a scalable sales organization with clear segmentation, roles, and accountability

• Increase sales productivity per headcount and per segment without linear HC growth

• Partner closely with Finance on unit economics and margin trade-offs to ensure profitable growth

• Embed data and AI tools into sales execution, including lead scoring, prioritization, forecasting, and negotiation preparation

Our humble expectations

We are looking for a senior commercial leader with deep Retail/E-commerce expertise and a proven track record of building and scaling high-performing sales organizations.

Must-have experience

• 10+ years of professional experience in Retail, E-commerce, Marketplace, or Omnichannel businesses

• Proven leadership experience managing managers and multi-layered sales teams

• Strong background in Enterprise Retail and complex B2B negotiations

• Hands-on experience leading high-stakes Enterprise negotiations and long sales cycles

• Experience in large-scale E-commerce platforms or Retail tech ecosystems

• Demonstrated ownership of revenue targets, pipeline strategy, and sales productivity

Core skills

• End-to-end Retail sales strategy and go-to-market ownership (SMB + Enterprise)

• Strong commercial and financial acumen, including deep understanding of unit economics and margin trade-offs

• Advanced negotiation and executive stakeholder management skills

• Data-driven leadership and performance management

• Ability to operate effectively in ambiguity and fast-changing environments

• Experience scaling sales organizations without linear headcount growth

Nice to have

• Direct experience in Grocery, Drugstore, or Brick & Mortar Retail

• Experience with marketplace economics and platform scaling

• Background in Enterprise partnerships with national or regional Retail chains

• Experience embedding AI or automation into Sales and Revenue Operations

• Exposure to new Retail business models (Drive, Fulfillment, 1P/3P hybrids)

What we offer

• Full ownership of Retail Sales in one of Wolt’s most important markets

• The opportunity to lead and scale large, high-impact sales teams

• High visibility and direct influence on national revenue and profitability

• A mandate to shape Enterprise strategy and commercial prioritization

• A fast-paced, performance-driven environment where strategic thinking and execution excellence are equally valued

• The opportunity to build a strong leadership bench and a scalable, durable sales engine

This is a role for a commercial builder — someone motivated by revenue growth, organizational scale, and shaping how Retail evolves within local commerce.

Next steps

If this opportunity resonates, please submit your application via our careers page.

Our interview process includes:

• Talent Acquisition call with our recruiter to discuss your background and leadership experience

• Conversation with the Hiring Manager focused on commercial ownership, strategy, and team leadership

• Discussion with our Enterprise Sales lead to explore segment collaboration and Enterprise deal approach

• Case study discussion facilitated by the Talent Acquisition team, centered on Retail sales strategy and scaling high-impact teams

• Final stage interview with a senior leader assessing strategic judgment, leadership capability, and long-term impact

Our Commitment to Diversity and Inclusion

We’re committed to growing and empowering a more inclusive community within our company, industry, and cities. That’s why we hire and cultivate diverse teams of people from all backgrounds, experiences, and perspectives. We believe that true innovation happens when everyone has room at the table and the tools, resources, and opportunity to excel.