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Salary: PLN 20,570 - 25,712 / annual
Wolt is a fast-growing delivery platform operating in over 500 cities across 30 countries. This role leads the account management function for Poland, based in Warsaw, with responsibility for scaling the team, driving revenue growth, and executing country-level strategy.
You will lead the Poland account management team, setting strategy for customer segmentation, coverage models, and lifecycle motions (onboarding, adoption, retention, expansion). Key responsibilities include:
**Strategy & Operations:** Define account management strategy, pricing, discounts, and exclusivities for Poland. Build standard operating procedures, playbooks, KPIs, forecasting cadence, quota design, and capacity planning. Establish and monitor metrics dashboards; use data to optimize coverage, productivity, and targeting.
**People Leadership:** Hire, coach, and develop high-performing team members. Run regular 1:1s, calibration sessions, and career planning. Build leadership bench strength and drive team satisfaction and motivation.
**Revenue & Growth:** Own revenue retention, expansion (upsell/cross-sell), and churn reduction. Maximize Take Home Pay. Drive adoption of new products including WoltAds, Promo & Campaigns, and venue marketing credits. Grow ad sales revenue, drive adoption of evergreen campaigns and AutoBidding, and increase ARPA from advertising and promotional products.
**Commercial Motions:** Define go-to-market and coverage for ads and promotions. Partner with local advertising teams to prioritize spend, co-funding, and conversion playbooks. Create playbooks for promo funding/co-funding and ensure campaign efficiency and measurement.
**Cross-Functional Partnership:** Engage senior stakeholders from Sales, Marketing, Onboarding, Product, Finance, and Operations. Present in top management quarterly business reviews. Represent customer needs internally, lead resolution for strategic accounts and systemic issues, and steward voice-of-customer insights.
**Scaling & Change:** Lead change initiatives as you scale—tooling, process, CRM automation, and quality assurance. Drive country-level projects such as compliance, exclusivities, and growth of new products.
Success metrics include gross value growth, penetration and revenue of new products, team satisfaction, NRR/GRR, churn rate, revenue expansion, ads revenue, merchant satisfaction (CSAT/NPS), team productivity, forecast accuracy, and employee engagement.
**Requirements:**
Must-have:
- 3–4 years of solid experience leading teams and in account management, able to guide daily work and advise the team
- Based 100% in Warsaw, working on the ground with the team
- Ability to bring structure to a team while improving retention, revenue growth, and account metrics
- Strong operational and analytical skills—comfortable with forecasting, KPIs, dashboards, and CRM systems (Salesforce, HubSpot, Gainsight, etc.)
- Excellent people leader: coaching, running calibration, performance management, and building leadership bench strength
- Excellent communicator—able to influence senior leadership and partner across product, sales, marketing, and operations
- Customer-first mindset with a bias for measurable outcomes (NRR, churn, adoption, ARPA)
- Willingness to travel occasionally by train to other cities in Poland
- Bachelor's degree or equivalent experience
Nice-to-have:
- Experience in marketplace, logistics, SaaS, or commerce platforms
- Experience with subscription/recurring revenue business models and designing incentive plans
- Experience scaling teams across multiple markets/countries and managing distributed teams
- Experience with operational tools such as Tableau/Looker or BI tooling
