Head of Global Accounts - France

The Role

As Head of Global Accounts, you will lead a high-performing team responsible for the commercial relationship with France's most strategic restaurant brands. Your team currently consists of 7 people: Key Account Managers who own brand HQ relationships, and a Client Partner (mid-manager) who manages a team of Key Account Associates covering franchisees across the territory. You report to the Director of Enterprise & Key Accounts, France, and are based in Paris (this is a hybrid role). You are the senior commercial owner for your portfolio — accountable for revenue growth, partner satisfaction, and team excellence. Beyond day-to-day account management, you will play a central role in aligning the organisation to strategic priorities: from contract structuring and joint business planning, to supporting Deliveroo's city expansion strategy by securing anchor restaurant partners in new and relaunching markets. This is a senior leadership role with direct impact on revenue, partner satisfaction, and team development.

Key Responsibilities

1. Commercial Strategy & Execution Excellence
   • Own the end-to-end commercial growth of Global Accounts in France Lead contract negotiations, renewals, and upsell strategies with major restaurant brands 
   • Build and execute joint business plans covering partner growth, profitability, and operational performance
   • Drive co-investment marketing strategy with partners, including co-funded campaigns and promotional activations
2. Support Deliveroo’s expansion strategy:
   • Secure anchor brand commitments in new cities and relaunching markets
   • Act as a trusted C-level advisor, providing insight on Deliveroo's capabilities, competitive landscape, and market trends
   • Build and maintain senior and C-suite stakeholder relationships across France's most strategic brands
   • Set and maintain 5★ account management standards across the team, with clear portfolio sizing and coverage 
3. Cross-Functional Leadership: Partner closely with Operations, Marketing, Product, Strategy, and Finance teams Represent the French perspective in international Global Accounts forums Influence product roadmap and prioritisation through structured partner and market feedback
4. People & Organisational Development Lead, coach, and develop a team of 7 people — directly and through mid-management Build a strong internal succession pipeline by identifying and developing high-potential talent Define and continuously evolve the organisational model (coverage, seniority structure, processes) as the business scales

What We're Looking For

Must-Have

• 10+ years in commercial, client partnership, or account management roles — with a track record managing complex, multi-stakeholder brand portfolios
• Demonstrated ability to structure and close complex commercial agreements with brand or franchise HQs (contract negotiation is essential)
• Strong KPI ownership: comfortable defining, owning, and reporting on revenue and performance metrics with a structured, data-driven approach
• Experience leading multi-layered teams in fast-paced, high-growth environments
• Strong financial acumen and P&L literacy English fluency Nice-to-Have Familiarity with franchised or multi-site restaurant networks
• Experience in a marketplace, F&B, Hospitality, Retail, or FMCG environment Leadership Profile Senior, credible, and resilient — able to build trust and influence at C-suite level
• High ownership mindset with a strong bias for action
• Comfortable navigating ambiguity and driving organisational change
• Passionate about developing talent and raising team standards
• Collaborative leader who builds strong cross-functional partnerships and fosters an inclusive, high-performing culture.

Recruitment Process Business Interview Business case presentation Values and Expertise interviews Final interview with France Commercial Director