Wolt is on a growth journey as part of the DoorDash family, together with Deliveroo. Retail is one of our biggest growth opportunities: supermarkets, convenience chains, pharmacies, and specialty and department stores that want to reach customers through our Marketplace. These partners have different needs from restaurants, with larger catalogues, more complex integrations and longer, more structured sales cycles. This brings us to you, our next Head of Enterprise Retail Sales for Scandinavia.

You’ll lead retail acquisition across Denmark, Sweden, Norway and Iceland and own the new partner targets for your cluster. You’ll manage a team sales professionals and turn regional commercial direction into disciplined country-level execution. You’ll work closely with Account Management, Operations, Marketing and the Regional Commercial teams, and you’ll be part of the regional Retail sales leadership.

What you’ll be doing

• Own new Enterprise retail partner acquisition targets across your countries, and drive consistent delivery against monthly and quarterly goals.
• Translate regional commercial strategy into clear country-level execution plans.
• Lead, coach and develop a team of sales professionals: set clear targets, run regular pipeline reviews and check-ins, and support hiring and onboarding.
• Oversee the sales process end to end, from prospecting to signed agreement. Help the team build structured, data-driven value propositions, and join negotiations on larger or more complex deals.
• Make sure commercial terms follow our profitability and pricing guardrails, and build a high-quality partner portfolio aligned with long-term growth.
• Monitor pipeline health, conversion rates and forecast accuracy, and keep CRM usage and reporting standards high.
• Partner with Account Management for smooth handovers, with Operations for strong onboarding and launch readiness, and with Marketing on local acquisition campaigns and partner launches. Align on basic retail standards with local SMB sales teams where needed.
• Share best practices across markets, spot performance gaps and fix them, and keep improving win rates, sales cycle efficiency and acquisition quality.
• Give Regional Sales and Commercial teams structured feedback on market dynamics and the competitive landscape.

Our humble expectations

• At least 7 years of experience in B2B sales or business development, ideally in retail, marketplace, FMCG or technology environments.
• At least 3 years of direct people management experience.
• A proven track record of delivering acquisition targets and closing commercial deals.
• Strong commercial acumen and structured negotiation skills.
• Strong analytical skills, and experience using CRM systems and BI tools to steer performance.
• The ability to balance hands-on selling with team leadership.
• Fluency in English. Proficiency in Nordic languages is strongly beneficial. 

Seen as a strong advantage:

• Experience managing performance across multiple markets or territories.

What’s in it for you

• 🚀 Fast-growing: Join a high-growth business at a moment when retail is a top priority
• 🛒 A team and a number to own: Lead your own sales team and be accountable for retail growth across your cluster
• 🤩 Ride of a lifetime: Accelerate your career with access to DoorDash’s global experience and room to grow as retail scales
• 💪 Instant impact: Take ownership and make a difference
• 💙 Big hearts and small egos: Surround yourself with smart, friendly people

Next steps

If you are excited about working in a high-growth environment, taking ownership, and being part of an extremely ambitious team, then click below to apply, make sure to add your CV in English and get the conversation going! We will be reviewing applications on a rolling basis.

[Location: Denmark, Sweden, or Norway. The role covers four countries, so expect regular travel to country teams and regional stakeholders.]