Business Development Manager

About the role

This position centers on expanding Wolt's Commerce Platform offerings across Greece by establishing and nurturing strategic partnerships. You will own the end-to-end development of new business relationships within the retail, restaurant, and consumer-facing sectors in the region. The role requires a proactive seller who listens actively to client needs and translates them into structured commercial solutions. You will operate with a data-driven mindset, using insights to prioritize opportunities and validate deal viability. Success in this position depends on your ability to manage complex discussions and build long-term trust with key merchant stakeholders. You will act as the primary commercial advocate for Wolt, ensuring partner objectives align with platform growth targets. The position demands comfort with ambiguity as you pioneer new processes and frameworks for collaboration from the ground up.

Key facts

What you'll do

Identify and qualify high-potential partner opportunities that align with the strategic priorities of the Commerce Platform.

Develop and execute business plans for key accounts, outlining specific actions to drive adoption and revenue growth in the Greek market.

Lead complex commercial discussions with senior stakeholders, navigating organizational dynamics to secure buy-in for proposals.

Analyze commercial data and performance metrics to uncover trends, validate hypotheses, and guide decision-making for partnership development.

Own the end-to-end sales cycle, from initial discovery through negotiation, contracting, and onboarding of new partners.

Champion the Wolt value proposition by conducting persuasive presentations and product demonstrations tailored to client needs.

Collaborate cross-functionally with internal teams to design and implement joint initiatives that enhance partner success and retention.

Build new processes and operational frameworks from scratch to support scalable partnership management in a growing market.

Maintain precise documentation of interactions, forecasts, and outcomes to ensure transparency and support pipeline management.

Represent Wolt professionally in all external engagements, reinforcing the brand's reputation for reliability and innovation.

Requirements

You must have 3-6 years of experience in business development, strategic partnerships, key account management, or a similar commercial role.

You must have experience managing complex commercial discussions and building long-term relationships with large merchants or enterprise clients in retail, restaurant, or similar consumer-facing industries.

Comfort with commercial data and using insights to drive business decisions is required.

You must take ownership, thrive in ambiguity, and enjoy building new processes and partnerships from scratch.

Excellent communication and confident presentation to senior stakeholders while collaborating across multiple teams are required.

Experience in e-commerce, retail, logistics, SaaS, or marketplace businesses is considered a plus.

Fluency in English and Greek is required.

A Bachelor's degree is required.

You must be eligible to work in Greece without the need for visa sponsorship.

Nice to have

Experience in e-commerce, retail, logistics, SaaS, or marketplace businesses.

Practical notes

This role is based in Athens, Greece, and requires eligibility to work in Greece without visa sponsorship.

Travel may be required within Greece for partner engagement and business development activities.

You will collaborate closely with the Commerce Platform team and operate within Wolt's fast-paced, high-growth environment.

Typical interview steps

Sales hiring often includes a role play, a discovery call simulation, and a presentation. Candidates may be asked to pitch a product to a panel or handle a tough objection. Behavioral questions focus on past quota attainment and deal history. Energy and preparation matter. Interviewers often simulate the job in the interview itself, so be ready to run a short discovery call or demo. Practicing your own sales pitch out loud helps.

Good to know

Roles in this field often combine strategic partnership management with data-driven decision-making.

The role uses tools and workflows common in e-commerce, retail, logistics, and SaaS businesses.

Success depends on comfort with ambiguity and the ability to build processes from scratch in a scaling organization.

Cross-functional collaboration is central to executing initiatives end to end.

Data literacy is important for identifying growth opportunities and supporting commercial choices.

Questions to ask

Useful questions for the interview: what a typical week looks like, how work is assigned, what tools the team uses, and how feedback works. Asking how the role has changed recently and what the team wishes it had known when joining is also reasonable. Questions about the manager's priorities are especially valued.

Career growth

Sales careers can move from SDR or associate to account executive, senior AE, manager, and director roles. Some sellers move into partnerships, account management, or revenue operations. Compensation typically mixes a base with commission tied to results. High performers in sales typically move into larger accounts, team leadership, or sales operations. Quota history and references carry the most weight in promotion.

About the location

Greece's capital combines ancient history with a growing tech scene. Monthly costs around $1,500. Koukaki and Pangrati have coworking spots. The digital nomad visa is available. Summer (Jun-Aug) is hot and dry. Metro covers most areas.