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

Delivery Hero
Sofia
Workplace: OnsiteFull timeFunction: Administration & Executive AssistanceExperience: 5+ yearsSkills: ["Communication","Leadership","Influence","Negotiation","Stakeholder management"]

Lead the Bulgaria commercial strategy and growth for a top 1-2 market, building and scaling restaurant partnerships while leading a 20+ person team. Drive ambitious sales targets, negotiate multi-million contracts, collaborate with HQ, and establish scalable processes to ensure sustainable, profitable growth in a fast-moving market.

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FursaFursa
Delivery Hero
Delivery Hero
3 months ago

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

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Source: Company careers pageValidated by: Fursa AI
Last checked: 26 minutes agoStatus: Live
Reposted: similar role first listed 6 months ago

Job Summary

Lead the Bulgaria commercial strategy and growth for a top 1-2 market, building and scaling restaurant partnerships while leading a 20+ person team. Drive ambitious sales targets, negotiate multi-million contracts, collaborate with HQ, and establish scalable processes to ensure sustainable, profitable growth in a fast-moving market.
Location: Sofia
Workplace: Onsite
Employment Type: Full time
Job Function: Administration & Executive Assistance
Seniority: Mid level

Key Responsibilities

  • •Define and shape the long-term commercial strategy for Bulgaria, balancing growth, profitability, and partner sustainability.
  • •Build, strengthen and scale partnerships with restaurants, growing their presence and performance on the platform while leading the team to ambitious sales targets.
  • •Lead and develop a commercial organization of 20+ people, hiring top talent and enabling continuous growth and development.
  • •Act as hands-on leader during complex negotiations; coach and support teams to close strategic deals with top chains and key accounts.
  • •Collaborate with HQ Commercial, Operations, and Marketing to define KPIs, incentives, and processes, ensuring alignment across functions.

Key Requirements

  • •5+ years of experience leading high-performing commercial teams, with exposure to multiple countries or markets is a strong plus.
  • •Proven experience leading negotiations of multi-million contracts and building trusted relationships with C-level stakeholders.
  • •A results-driven, strategic mindset grounded in strong leadership and business fundamentals.
  • •Previous experience in a startup, scale-up, or similarly high-demand environment.
  • •Excellent communication skills, with the ability to influence, align, and drive change.
Experience:5+ years
Skills:CommunicationLeadershipInfluenceNegotiationStakeholder management
Languages:EnglishBulgarian

Company Brief

Delivery Hero
Global online food-ordering and local delivery platform operating multiple regional brands (e.g., Foodpanda, Glovo, Talabat) across 50–70+ countries, supplying food and quick-commerce deliveries via marketplace and logistics services.
Industry: Online Marketplaces
Company Size: Enterprise (1,001+ employees)
Revenue: USD 1B+
Growth: Public Company
Valuation: Public Company (Market Cap in USD)
Funding: IPO / Publicly Listed
Headquarters: Berlin, Germany
Founded: 2011
Glassdoor
Glassdoor: 3.4
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