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.
💼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.
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.
We drive Wolt’s growth
We’re the ones who build relationships with all the businesses on the Wolt platform. That means every single merchant from restaurants, retailers and grocers to B2B partners and corporations – we do everything we can to help their businesses thrive.
The delivery of (almost) everything
At Wolt, we create technology that brings joy, simplicity, and earnings to the neighborhoods of the world.
In 2015 we started with delivery of restaurant food. Now we’re building a global logistics platform that can deliver (almost) everything in your city, to your door in minutes. To get there, we need brilliant salespeople to help with the ‘everything’ part.
Our culture
At Wolt, 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. All of which comes from working with passionate, caring, down-to-earth and super-smart people.
“There are huge opportunities to build a career in Sales at Wolt, and here it doesn’t take ages to get promoted and gain new responsibilities if you do a great job in your role. It’s motivating and engaging."
- Nicolas, Sales Team Lead
We drive Wolt’s growth
We’re the ones who build relationships with all the businesses on the Wolt platform. That means every single merchant from restaurants, retailers and grocers to B2B partners and corporations – we do everything we can to help their businesses thrive.
The delivery of (almost) everything
At Wolt, we create technology that brings joy, simplicity, and earnings to the neighborhoods of the world.
In 2015 we started with delivery of restaurant food. Now we’re building a global logistics platform that can deliver (almost) everything in your city, to your door in minutes. To get there, we need brilliant salespeople to help with the ‘everything’ part.
Our culture
At Wolt, 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. All of which comes from working with passionate, caring, down-to-earth and super-smart people.
“There are huge opportunities to build a career in Sales at Wolt, and here it doesn’t take ages to get promoted and gain new responsibilities if you do a great job in your role. It’s motivating and engaging."
- Nicolas, Sales Team Lead