About the Position

Sub-Region Head of Account Management

Location: Warsaw, Poland

About Wolt

At Wolt, we create technology that brings joy, simplicity, and earnings to the neighborhoods of the world. In 2014 we started with the 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.

Role Summary

We’re hiring a strategic, hands-on Subregional Head of Account Management to lead and scale our account management function to support our Rx, NV, and Commerce Platform teams. You’ll manage a layer of Team Leads (managers of frontline Account Managers) or directly manage Account Managers in several countries and be accountable for the overall retention, revenue growth, and operational excellence across the segment. This is a leader role - you’ll set strategy, build the playbook, run operations & forecasting, recruit and coach leaders, and partner cross-functionally to drive lifetime value for thousands of merchants.

Responsibilities

Strategy & Vision: Define and execute the account management strategy - segmentation, coverage model, lifecycle motions (onboarding, adoption, retention, growth), and long-term roadmap.
People Leadership: Line manage Team Leads and frontline Account Managers. Hire, coach, develop, and scale high-performing leaders; run regular 1:1s, calibration, and career planning.
Operational Excellence: Build standard operating procedures, playbooks, KPIs, forecasting cadence, quota & incentive design, and capacity planning for the channel.
Revenue & Retention: Own revenue retention, expansion (upsell/cross-sell), and churn reduction strategies - working to maximize Take Home Pay.
Lead Ads & Promotions commercial motions: Define go-to-market and coverage for WoltAds, Promo & Campaigns, and venue marketing credits; partner with local Advertising teams to prioritize spend, co-funding, and conversion playbooks.
Drive promo-funding strategy & efficiency: Create playbooks for promo funding/co-funding (local & Mx), set co-funding targets, ensure campaign efficiency and measurement (e.g., orders uplift per promo euro).
Own ads revenue and adoption targets: Grow ad sales revenue within the book, drive adoption of evergreen campaigns and AutoBidding, and increase ARPA from advertising and promotional products.
Performance & Analytics: Establish and monitor the right metrics, dashboards, and reporting; use data to optimize coverage, productivity, and targeting.
Cross-Functional Partnership: Work closely with Sales, Marketing, Onboarding, Product, Finance, and Operations to align acquisition to post-sale motions, surface product feedback, and improve customer outcomes.
Customer Advocacy & Escalations: Represent customer needs internally, lead resolution for strategic/high-impact accounts and systemic issues, and steward voice-of-customer insights.
Headcount & Budgeting: Lead workforce planning, staffing models, and budget recommendations for the account management organization.
Change Management / Scaling: Lead change initiatives as you scale - tooling, process, CRM automation, and quality assurance.

Requirements

Must-have

8+ years of experience in account management, customer success, or sales leadership, with direct experience.
3+ years managing managers (Team Leads) - proven experience as a “manager of managers.”
Track record of scaling teams (hiring, enablement, process, tooling) while improving retention and account growth metrics.
Strong operational and analytical skills - comfortable with forecasting, KPIs, dashboards, and CRM systems (Salesforce, HubSpot, Gainsight, etc.).
Excellent people leader: coaching, running calibration, performance management, and building leadership bench strength.
Excellent communicator - able to influence senior leadership and partner across product, sales, marketing, and operations.
Customer-first mindset with a bias for measurable outcomes (NRR, churn, adoption, ARPA).
Bachelor’s degree or equivalent experience.

Nice-to-have

Experience in marketplace, logistics, SaaS, or commerce platforms that serve s.
Experience with subscription / recurring revenue business models and designing incentive plans.
Experience with scaling teams across multiple markets/countries and managing distributed teams.
Experience with operational tools such as Tableau/Looker, or BI tooling.

Success Metrics / KPIs

Net Revenue Retention (NRR) and Gross Revenue Retention (GRR)
Churn rate (monthly/quarterly)
Commission Rate %
Take Home Pay Rate %
Revenue expansion (upsell & cross-sell) from accounts
Ads revenue (absolute and growth %)
Promo Funding
Merchant satisfaction (CSAT/NPS) for segment
Team productivity metrics (accounts per AM, bookings per rep)
Forecast accuracy & management of renewal pipeline
Employee engagement and leadership bench strength (turnover of Team Leads / AMs)

Competencies & Leadership Qualities

Strategic thinker who is hands-on and operationally excellent.
Data-driven decision maker who balances quantitative rigor with customer empathy.
Coach and talent developer who builds trust and drives results through others.
Change agent who can scale processes and build a culture of continuous improvement.
Highly adaptable and comfortable with ambiguity and rapid growth.

What We Offer

🚀 Global and growing fast: Be part of a fast-moving scaleup.
🤩 Ride of a lifetime: Accelerate your career and build your sales skills.
💪 Instant impact: Take ownership and make a difference.
💙 Big hearts and small egos: Surround yourself with smart, friendly people.

Compensation

The successful candidate’s starting pay will fall within the pay range listed below and is determined based on factors such as the candidate’s skills, experience, and qualifications. Please note, that the starting pay may vary if the candidate does not fully meet the expectations as outlined in this job posting.

Monthly Salary Range: 26,142 zł - 39,212 zł PLN

To learn more about our benefits, please do not hesitate to bring this up with our Talent Acquisition Partner!

This position would be eligible for consideration for an equity award grant of restricted stock units on commence and during the annual pay review cycle. Upon commencement of employment, you would be eligible to be considered for a grant. Thereafter, any further grants would be at the Company's discretion.

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.

Beware of recruitment scams: DoorDash, Deliveroo, and Wolt will never ask you to pay money or share sensitive financial information during hiring - learn more about our legitimate recruiting process at Recruitment Scam Awareness - DoorDash.

Next Steps

If you are excited about working in a high-growth environment, taking ownership, and being part of an extremely ambitious team, then click below to apply, make sure to add your CV and get the conversation going!

We will be reviewing applications on an ongoing basis. If this sounds like an opportunity you want to pursue, apply today! 💙

Apply for this Job

indicates a required field

First Name

Last Name

Country

Phone

Location (City)

Resume/CV*

Accepted file types: pdf, doc, docx, txt, rtf

Cover Letter

Accepted file types: pdf, doc, docx, txt, rtf

Wolt Recruitment Privacy Statement

Please review the Wolt Recruitment Privacy Statement and acknowledge.

Wolt - Self-Identification Survey

To ensure that our hiring practices are fair and inclusive, we’re asking the following voluntary questions of the people who apply to work at Wolt. If you don't feel comfortable answering any question, you can select “I don't want to answer.”

Your responses to these demographic questions are secure and optional. Any voluntary data you provide will not be shared with anyone connected to your recruitment or hiring process. There will be no negative consequences if you don’t want to participate, if you only answer some questions, or if you select “I don’t want to answer” for any question. Any option you choose will in no way affect your opportunity to work at Wolt.

By answering questions below, you give us your consent to process and handle your answers anonymously, and help Wolt understand the diversity of the people it attracts to apply. For additional clarity, our privacy policy below explains how we collect and process your data in accordance with applicable data protection laws.

Are you a national of the country where you are applying to work?

Which gender do you most closely identify with?

Sub-Region Head of Account Management

Job description