Business Development Manager

About the role

You will own the end to end sales cycle for restaurant partners in your assigned territory, driving new sign ups and ensuring their successful onboarding. You will prospect, pitch, and close deals primarily through inside telesales activities, translating complex marketplace value into clear partner benefits. You will manage your own pipeline with strong organisation, prioritising leads to maximise conversion rates and meet monthly targets. You will oversee the partner onboarding process to ensure it is as quick, efficient, and as possible while maintaining a high standard of partner experience. You will ensure partner success within the first weeks from signing, working closely with internal teams to resolve issues and unlock value. You will assist the wider commercial team with ad-hoc projects such as field pitch days, restaurant marketing roll-outs, and cross-functional initiatives that support growth.

Key facts

What you'll do

• Restaurant acquisition through proactive prospecting, persuasive pitching, and disciplined closing of new restaurants in your territory.
• Oversee your pipeline with rigorous organisation, tracking opportunities from initial contact to signed agreement and ensuring strong conversion rates.
• Oversee the partner onboarding process to ensure it is as quick, efficient, and as possible, removing friction at every step.
• Ensure partner success within the first weeks from signing by monitoring performance, providing guidance, and coordinating support.
• Commercial Projects participation, supporting wider commercial initiatives like field pitch days, restaurant marketing roll-outs, and cross-functional work.
• Manage and expand a qualified lead list, using data and insights to prioritise outreach and focus efforts on high potential opportunities.
• Build and maintain strong relationships with restaurant owners and managers, positioning Deliveroo as a trusted partner in their growth.
• Communicate product capabilities and marketplace economics clearly to partners, demonstrating how the platform drives orders and profitability.
• Track and report on key performance indicators such as number of partners signed each month from the target list and partner performance in the first three months.
• Collaborate with internal stakeholders to align on strategies that improve conversion, retention, and long term partner value.

Requirements

• BSc/BA in business or a related field, providing a foundational understanding of commercial principles and market dynamics.
• Minimum of 2 years of sales experience, with a proven ability to operate in a fast paced, target driven environment.
• Knowledge of the restaurant landscape in the UAE, including key segments, players, and competitive dynamics.
• Demonstrable sales track record with experience in prospecting, pitching, and closing deals in a commercial setting.
• Experienced negotiator capable of structuring win win deals that create value for both partners and Deliveroo.
• Commercially knowledgeable person who understands the economics of delivery, including costs, margins, and incentives for restaurant partners and Deliveroo.
• Be able to maturely demonstrate product and industry knowledge to clients, articulating benefits and addressing objections with confidence.
• Take ownership and work towards demanding targets, showing accountability for results and consistent performance.
• A fantastic communicator with a "get it done" mindset, well organised and efficient in managing multiple priorities and deadlines.
• Fluency in English; Hindi or Arabic is a plus, supporting clearer communication and stronger relationships with a diverse partner base.

Nice to have

• Preference for candidates who understand marketplace dynamics and multi sided platform businesses.
• Experience working with restaurant, food service, or hospitality businesses in a relevant market.
• Background in negotiating commercial agreements and managing partner relationships at scale.

Practical notes

• This is a full time role based in Dubai at the main office.
• Fluency in English is required; Hindi or Arabic language skills are noted as a plus.
• The interview process typically includes 3 to 4 stages to ensure a fair and thorough evaluation.
• You may be asked to demonstrate familiarity with delivery economics, restaurant operations, and local market conditions during the process.

Why Join Us?

At Deliveroo, you'll do work that matters, solving real world problems in a three sided marketplace that's constantly evolving. We're food lovers, problem solvers, community builders and more, brought together by a shared drive to make things better. Working here you can expect to solve meaningful problems at real scale, working on a complex, always on marketplace that impacts millions every day. You will see your impact quickly in a low hierarchy, high ownership environment where ideas can be shipped, tested, and improved rapidly. You will grow through challenge and ownership, taking on big, ambiguous problems while accelerating your career with strong support. The culture is built for builders, with high standards, collaboration, flexible working, and continuous learning shaping everyday experience. We aim to create a fair process that lets your skills shine, with an interview design that focuses on your ability to deliver results. If you are excited about making a real impact in a fast moving marketplace and growing your career alongside ambitious, supportive teams, we would love to hear from you.

Our Global Structure

Deliveroo is now part of DoorDash, bringing together teams with even greater reach, scale, and ambition. Depending on your role, you may collaborate with teammates, systems, and leaders across DoorDash and Wolt. Together, we are unlocking new possibilities as one global team, sharing insights and approaches that strengthen our marketplace worldwide.

Diversity, Equity and Inclusion

At Deliveroo, we know that a great workplace reflects the world around us and that true diversity and inclusion make us stronger, more creative, and better at what we do. We are committed to fostering an environment where everyone can do their best work and feel they belong. We believe in equality of opportunity and welcome candidates from all backgrounds regardless of age, gender, ethnicity, disability, sexual orientation, gender identity, socio economic background, religion, or belief. If you have a disability or long term health condition and need support to apply for one of our roles, or require any reasonable adjustments during the recruitment process, you will have the opportunity to let us know once you have submitted your application. We will share details on how to request support so we can ensure you have a fair and equitable experience. If you are excited about making a real impact in a fast moving marketplace and growing your career alongside ambitious, supportive teams, we'd love to hear from you.