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Head of Key Accounts


Paris, France (Main Office)


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The Head of Key Accounts France is a senior role within Deliveroo France commercial organisation.

You will work in our Paris office, report directly to the France Commercial Director and will be a key member of the France Commercial leadership team. You will oversee a large commercial segment, define the strategy and execute it across the Key Accounts tier (quick service restaurants, global and national accounts).

You will lead a team of ca. 32 employees and will manage the relationship with all key accounts, piloting their strategic development and driving Deliveroo's continued growth in the restaurant space across the country. You will own the P&L of those accounts and the decision-making around which brands, segments and areas are scaled, how and when.

Main Responsibilities

  • Manage P&L for the key accounts segment of the French market.
  • Develop commercial strategies in cooperation with the multifunctional team locally and with the central teams in HQ and cascade it into a hyperlocal execution action plan.
  • Achieve business growth following targets and market opportunities:
  • Define goals, designing action plans for the KA team and monitoring the performance of commercial activities
  • Create commercial relationships and local commercial execution and account management across the KA scope
  • Close deals with large partners, and negotiate terms for both new business contracts and existing contract extensions.
  • Understand restaurant insights and needs by segments, defining and implementing commercial policies to profitably grow the business while improving partners' satisfaction and retention.
  • Lead a high-performing team, and create a compelling vision.
  • Foster collaboration throughout the organisation contributing to efficient ways of working between diverse teams (marketing, operations, finance, people, and customer service locally and in a matrix environment)


  • COMMERCIAL Experience :
  • You have 10+ years of commercial background with broad experience in business development and key accounts management.
  • Experience exceeding targets and unlocking meaningful business growth in a business already at scale.
  • Best practice performance management framework and routines to ensure goals are met.
  • Stellar people management skills with a history of growing talent across both their team and wider function
  • Experience leading teams in consumer-facing, technology-led or FMCG/Durable Goods/Retail companies.
  • You can identify commercial opportunities and issues in complex situations and translate through to clear commercial choices that resolve trade-offs between competing business and financial priorities
  • You have an approach to problems pointing to the right metrics and numbers to back up decision-making. Quick to understand and dissect complex problems and often unclear and evolving opportunities
  • You have financial experience and P&L management and an ability to guide unit economics, manage budgets.
  • You have a structured and engaging communication and can work with partners across and beyond the organisation.
  • You are a trusted advisor to senior partners and teams around the business and with senior external stakeholders
  • You are team-oriented, a team player who collaborates cross-functionally and will sponsor or lead France plans that create an engaged, diverse and successful organisation
  • You will pursue opportunities with urgency.
  • You will excel in a not always clear environment, and can deal with high-pressure situations.
  • OTHER :
  • Strong knowledge of marketplace businesses/experience in a growing business environment is a plus
  • Fluency in both French and English is required.
  • Hybrid work is allowed (up to 2 days of working from home per week)


Workplace & Diversity & Benefits

At Deliveroo we know that people are the heart of the business, and we prioritise their welfare. We offer many great benefits including health insurance, family support, finance, community, growth, paid leave and relocation.

We believe a great workplace is one that represents the world we live in and how beautifully diverse it can be. That means we have no judgement when it comes to any one of the things that make you who you are - your gender, race, sexuality, religion or a secret aversion to coriander. All you need is love for (most) food and a desire to be part of one of the fastest growing startups in an exciting space.

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A competitive and comprehensive compensation and benefits package


  • Free Deliveroo Plus subscription (or equivalent)
  • While this varies by country, you’re likely to have monthly team lunches and, if you are in the office, frequent opportunities to try new foods

Time to recharge

  • Annual leave and public holidays (increases with tenure)
  • One paid day off each year to volunteer or support a charity


  • Headspace membership
  • Private medical, medical subsidy or Wellbeing Allowance, dependent upon location
  • Gym or fitness membership – subsidised Gymlib platform subscriptions
  • Subsidised Navigo subscriptions for sustainable transport


  • We pay every employee competitively for the role they are performing in their respective location
  • Most employees are eligible for a variable cash bonus that directly rewards individual contributions and is linked with broader company success

Work Life

  • Flexible working hours and location flexibility
  • Competitive Parental Leave Policy
  • Work-from-home kit
  • Employee Assistance Programme
  • Roolearn platform, giving you access to content from leading L&D providers
  • Employee Resource Groups including Women in Tech, Roo-LGBTQ+, Racial Equity and more
  • Regular team events such as sports, breakfasts and occasional aperitifs


  • Free Deliveroo Plus subscription
  • While this varies by country, you’re likely to have monthly team lunches and, if you are in the office, frequent opportunities to try new foods
  • Meal vouchers