Head of Commercial

About the company

This role is with a Barcelona-founded scale-up that has become the fastest-expanding multi-category delivery platform across Europe, Central Asia, and Africa. The business connects customers with food, groceries, and essential items from restaurants, grocery stores, supermarkets, and retail outlets, with a mission to make anything in a city instantly accessible.

Role overview

As Head of Commercial, you will own the design and execution of the country’s commercial strategy. The focus is on building sustainable growth across the partner portfolio, from large restaurant groups to independent restaurants, while also creating and scaling advertising and monetization initiatives.

Team and reporting structure

You will lead a strong team across three main areas: sales, key account management, and advertising & monetization. This position works closely with regional and global leaders, including directors and senior executives at partner organizations, and reports directly to the General Manager for Kenya.

What you will do

• Shape and deliver the country commercial plan to grow net revenue, order volume, and market share.
• Lead a diverse, high-performing team spanning sales, account management, advertising, and on-demand services.
• Recruit, onboard, and develop talent while setting clear growth paths, performance expectations, and coaching routines.
• Guide the sales function to identify, secure, and expand partnerships with restaurants that strengthen the customer offering.
• Manage strategic top accounts and co-create initiatives and operating plans that accelerate partner growth.
• Own the advertising and monetization agenda by defining the commercial approach, pricing, go-to-market strategy, and campaign performance improvements for restaurant partners.
• Use analytical thinking and commercial judgment to uncover growth opportunities, revenue levers, and process improvements across the business.
• Serve as the main commercial contact for regional and HQ teams, translating global best practices into local execution and sharing market insights to shape strategy.
• Continuously refine processes, structures, and tools to improve productivity, efficiency, and scalability.
• Make independent, high-impact decisions in a fast-moving environment while staying aligned with the wider business strategy.

Requirements

• At least 10 years of experience in commercial leadership, ideally combining top-tier consulting, high-growth technology, and large-scale operations exposure.
• A proven history of leading sizable teams across multiple commercial functions in fast-changing, high-growth settings.
• Strong strategic and analytical capability, with the ability to work through complexity and convert ideas into practical action plans.
• A hands-on leadership style, comfortable getting into detail when needed while still motivating and enabling others.
• Experience engaging with senior stakeholders such as C-level leaders and directors, and handling complex negotiations with major partners.
• Excellent communication and relationship-building skills, with the ability to influence, earn trust, explain complex topics clearly, and tailor messages to different audiences.
• Demonstrated success in bringing together sales, marketing, operations, and finance around common goals.
• A proactive, solution-focused mindset and comfort working in ambiguous, fast-paced environments.
• Fluency in English is required; Swahili is an added advantage.
• A bachelor’s or master’s degree is required.

Additional information

Performance in this organization is measured through both results and behaviours. The company values excellence in craft as well as leadership principles that guide decision-making, collaboration, and execution. It also emphasizes diversity, equal opportunity, and inclusion for people of all backgrounds, genders, abilities, ages, sexual orientations, and identities. Applicants may include their pronouns in the application if they wish.

Culture

The organization encourages authenticity, inclusivity, and bringing your full self to work. It highlights a collaborative culture where different perspectives are valued and great ideas are expected to come from diverse teams.