Sales Manager SMB Italy

Glovo is part of the Delivery Hero Group, the world’s pioneering local delivery platform, our mission is to deliver an amazing experience—fast, easy, and to your door. We operate in around 65 countries worldwide. Headquartered in Berlin, Germany. Delivery Hero has been listed on the Frankfurt Stock Exchange since 2017 and is part of the MDAX stock market index.

YOUR MISSION
As Italy Sales Manager for the Small and Medium Business team (SMB)Italy Sales Manager for the Small and Medium Business team (SMB), you will lead and scale a high-performing sales organization focused on driving business growth for our restaurant partners in Glovo Italy. You will be responsible for leading a team of Business Developers, managing around 10 sales professionals. Your primary focus will be to define and execute a winning strategy to acquire, develop, and retain restaurant partners across the Italian territory ensuring they maximize their success on our platform. You will drive a high-performance culture, set ambitious targets, and implement best practices to optimize sales execution at scale.

THE JOURNEY

• Define and execute the local sales strategy to consistently meet and exceed ambitious acquisition and revenue targets across the national territory.
• Lead, coach, and develop a team of Business Developers, with hands-on training, deal reviews, and active participation in sales calls, always leading by examples.
• Drive sales performance, owning key KPIs and using data-driven insights to monitor business impact, optimise efficiency, and maximize revenue growth.
• Build and scale sales processesBuild and scale sales processes, ensuring consistent execution across partner acquisition, onboarding, and long-term partner success.
• Foster a high-performance culture grounded in continuous learning, collaboration, and recognition, creating space for feedback, growth, and clear career development.
• Manage pipeline health and forecasting accuracy, leveraging CRM tools to ensure up-to-date tracking, visibility, and actionable insights.
• Partner cross-functionally with Growth, Account Management, and Ops to align on strategies that accelerate partner value and amplify team impact.
• Stay ahead of market trends, monitoring competitor moves, market dynamics, and customer feedback to inform strategy, pricing, and messaging.
• Live and breathe Glovo’s values, setting a leadership standard that motivates your team to push boundaries.

WHAT YOU WILL BRING TO THE ROLE

• 5+ years of experience in sales, including 2+ years in leadership roles, with a strong track record in fast-paced environments (experience in startups, tech, FMCG, SaaS, or consulting is a plus).
• Proven ability to lead, coach, and develop sales professionals, driving both performance and career growth.
• Strategic and analytical mindset, with a data-driven approach to decision-making and business optimization.
• Expertise in B2B sales and acquisition strategies, including designing and executing high-volume sales models.
• Outstanding sales and negotiation skills, with the ability to influence both internal and external stakeholders and a deep understanding of the sales cycle.
• Strong ownership and results-driven mindset, combining curiosity, critical thinking, and hands-on execution.
• Agile, ambitious, and action-oriented, thriving in dynamic environments with a clear bias for action.
• Fluency in Italian and English, with a strong commitment to diversity, inclusion, and fostering a positive team culture.

We believe driven talent deserves:

• An enticing equity plan that lets you own a piece of the action.
• Top-notch private health insurance to keep you at your peak.
• Monthly Glovo credit to satisfy your cravings!
• Extra time off, the freedom to work from home two days a week, and the opportunity to work from anywhere for up to three weeks a year!
• Free membership to Wellhub, giving access to many fitness centers and wellbeing Apps.