Head of Enterprise / エンタープライズ事業責任者

💼About the Role

As the Head of Enterprise, you will lead the development and execution of our commercial strategy across Japan’s major restaurant chains and related sectors. You will work closely with both global and local leaders—including the Regional General Manager, Head of Drive, and cross-functional teams—to define and implement a world-class enterprise approach tailored to the Japanese market.

This is a high-impact role suited for a strategic thinker who thrives on execution, has deep commercial expertise, and is excited to build meaningful, scalable partnerships in a dynamic environment.

🎯What You’ll Be Doing

Team Leadership & Strategy

• Lead, coach, and develop a high-performing team of Account Managers and senior commercial talent.
• Design and execute Japan’s Enterprise go-to-market strategy, balancing short-term wins with long-term business growth.
• Act as a key member of the local commercial leadership team, contributing to national strategy and decision-making.

Partner & Portfolio Management

• Own and expand our portfolio of top-tier enterprise partners, including restaurant chains, retailers, and convenience stores.
• Drive business development for the Restaurant Enterprise vertical.
• Foster long-term, trust-based relationships with C-level executives and senior stakeholders.
• Uncover and activate growth opportunities across categories, cities, and formats—, co-branded marketing, advertising, and more.

Commercial & Operational Excellence

• Lead high-level commercial negotiations and renewals, securing sustainable agreements.
• Drive operational performance through data, improving partner onboarding, campaign execution, and service quality.
• Collaborate across departments to elevate partner and customer experiences while building scalable internal processes.

Data & Execution

• Use data to identify trends, track performance, and drive informed decisions.
• Define and monitor key metrics to improve Enterprise performance across sales, retention, and efficiency.
• Test, iterate, and implement tactical improvements—prioritizing speed and impact.

Challenges You’ll Tackle

• Navigating complex partner portfolios across different business models (restaurant, retail, convenience).
• Harmonizing national and local partner strategies while balancing operational complexity.
• Building an enterprise motion in a market that values both long-term relationships and tactical wins.

✅What We’re Looking For

Experience & Skills

• 7+ years of experience in commercial leadership roles, such as consulting, business development, enterprise sales, or account management.
• Proven experience leading and scaling teams, ideally across multiple partner verticals (retail, QSR, convenience, logistics, etc.).
• Strong strategic mindset paired with a hands-on, execution-ready attitude.
• Excellent commercial acumen with a knack for negotiation and stakeholder influence.
• Comfortable working with Excel; experience with BI tools (Looker, Tableau, SQL) is a plus.
• Fluency in both Japanese and English is essential—this is a bilingual role within a global company.

Traits for Success

• Cross-functional collaborator who builds trust across departments and geographies.
• Proactive and action-oriented—someone who thinks "Can we test this today?" not "Let’s do it next week."
• Customer-obsessed and partner-first—able to empathize with large businesses while driving Wolt’s goals.
• Highly organized with strong project and change management skills.
• Resilient and solutions-focused in fast-paced, ambiguous environments.
• Excited to work in a truly international company, partnering with global teams to build innovative, scalable solutions for the Japanese market.