Sales Strategy & Planning, Account Management

The Global Merchant Team

The global merchant team ensures best-in-class restaurant and store selection for consumers while building products and services that help merchants grow their businesses profitably. We collaborate closely with commercial teams in 32 countries across our global subteams:

• Merchant S&O (Strategy & Operations) – Drives merchant strategy, experience, performance tracking, and commercial go-to-market approaches
• Sales S&O – Develops sales processes, tools, and enablement programs to improve employee productivity
• Account Management S&O – Develops sales strategy, processes, tools, and enablement programs to improve employee productivity
• Merchant Operations – Focuses on onboarding, in-store flows, self-service tooling, and integrations
• Enterprise – Works with global merchant partners to grow our joint business
• B2B – Develops new merchant service offerings, such as logistics as a service (i.e. Drive)

We’re looking for a Manager to join our global Account Management S&O Team to lead the design, execution, and ongoing improvement of our global sales incentive programs for the Account Management organization. In this role, you will work closely with Account Management leadership, Strategy & Operations, and Finance to ensure teams across 30+ countries are set up with clear targets, effective incentives, and scalable processes that drive performance and business outcomes.

This role sits at the intersection of strategy and execution. You will independently own defined global workstreams, analyze account management performance, translate insights into incentive design decisions, and continuously improve how incentives, quotas, and payouts are planned and delivered at scale. This is a hands-on role with meaningful ownership, operating in a complex, multi-market environment with exposure to senior stakeholders.

What you’ll be doing

• Lead the development, implementation, and administration of global account management incentive structures in close partnership with Account Management leadership, Merchant Strategy & Operations, Finance, and Product
• Build and maintain forecasting and planning models that inform account management targets and performance expectations
• Monitor business performance, run diagnostics, and translate insights into actionable recommendations to improve productivity across markets
• Set and manage quota targets across multiple account management organizations, ensuring alignment with strategic topline and company goals
• Own the quarterly account management incentive payout process end-to-end, including exception handling and coordination across all countries
• Design scalable reporting and dashboards to track incentive attainment and support performance insights
• Drive standardization and automation across quota, incentive, and commission processes to improve accuracy, scalability, and operational efficiency

Our humble expectations

• 6+ years of experience in sales operations, business planning, analytics, or a related field
• Strong analytical skills with the ability to translate complex data into clear, actionable insights; SQL experience strongly preferred, as well as experience with CRMs such as Salesforce, Pipedrive, or HubSpot
• Proven ability to manage complex, cross-functional initiatives and work effectively with multiple stakeholders across regions
• A proactive, structured problem-solving mindset, with the ability to operate independently and manage multiple priorities in a fast-paced, global environment
• Interest and experience working on global sales or commercial initiatives with exposure to senior leadership

Next steps

If you are excited about working with the nicest of people, in a high-growth environment, taking ownership, and being part of an ambitious team, then click below to apply and let’s get the conversation going!