Head of Sales, Retail

About Wolt

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

Wolt is building the leading local commerce platform across Europe and beyond. Retail is a core growth engine for us, and Germany is one of our most strategic markets as we scale both SMB acquisition and national Enterprise partnerships across Grocery, Drugstore, Brick & Mortar Retail and more.

As Head of Retail Sales – Germany, you will define how Retail scales commercially — from local SMB acquisition to national Enterprise chains.

You will lead large, high‑impact sales teams and build the commercial engine that drives Retail growth across Germany. This role combines strategic ownership, organizational leadership, and Enterprise deal oversight. You’ll shape acquisition strategy, elevate sales productivity, and ensure disciplined pipeline execution  you thrive at the intersection of strategy, negotiation, and performance leadership, this role gives you the mandate and scope to create lasting commercial impact.

This role is about building, leading, and scaling the Retail sales organization in Germany. You will own acquisition strategy across SMB and Enterprise segments while enabling your teams to consistently deliver high‑quality, profitable growth.

• Own the Retail Sales strategy across SMB and Enterprise segments, with full revenue accountability
• Lead large, multi-layered sales teams through Sales Managers and Team Leads
• Deliver against revenue targets through disciplined acquisition strategy, pipeline coverage, and conversion rigor
• Define clear hunting and prioritization strategies across categories, cities, and partner types
• Oversee and approve Enterprise deal strategy, personally stepping into the most strategic and complex negotiations
• Ensure a healthy, forward‑looking Enterprise pipeline and strong forecast accuracy
• Drive deal velocity, win rates, and expansion opportunities
  
  Design a scalable sales organization with clear segmentation, roles, and accountability
• Increase sales productivity per headcount and per segment without linear HC growth
• Partner closely with Finance on unit economics and margin trade‑offs to ensure profitable growth
• Embed data and AI tools into sales execution, including lead scoring, prioritization, forecasting, and negotiation preparation

We are looking for a senior commercial leader with deep Retail/E-commerce expertise and a proven track record of building and scaling high‑performing sales organizations.

• 10+ years of professional experience in Retail, E-commerce, Marketplace, or Omnichannel businesses
• Proven leadership experience managing managers and multi-layered sales teams
• Strong background in Enterprise Retail and complex B2B negotiations
• Hands‑on experience leading high‑stakes Enterprise negotiations and long sales cycles
• Experience in large‑scale E-commerce platforms or Retail tech ecosystems
• Demonstrated ownership of revenue targets, pipeline strategy, and sales productivity

• Fluency in German and English (both written and spoken) required
• End‑to‑end Retail sales strategy and go‑to‑market ownership (SMB + Enterprise)
• Strong commercial and financial acumen, including deep understanding of unit economics and margin trade‑offs
• Advanced negotiation and executive stakeholder management skills
• Data‑driven leadership and performance management
• Ability to operate effectively in ambiguity and fast‑changing environments
• Experience scaling sales organizations without linear…