--- title: 'Country Account Management Lead, Poland at Wolt' canonical: 'https://feeny.ai/job/country-account-management-lead-poland-wolt-warsaw-2h7re9wseqdh' type: 'job' last_seen: '2026-10-18' --- # Country Account Management Lead, Poland at Wolt - **Company:** Wolt - **Location:** Warsaw, Poland - **Compensation:** PLN 21k–PLN 26k - **Posted:** 2026-10-15 - **Last confirmed live:** 2026-10-18 - **Apply:** https://job-boards.greenhouse.io/wolt/jobs/8278655 ## Job description ## 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 DoorDash 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. ## Role Summary We’re hiring a strategic, hands-on Country Account Management Lead for Poland, based in Warsaw, to lead and scale our account management function. You’ll lead the Poland account management team, guide its day-to-day work and advise the team, and bring structure while working on the ground. You’ll be accountable for gross value growth, adoption of new products and team performance. This is a leadership role: you’ll set the country strategy, work with senior stakeholders from other teams, and take part in top management quarterly business reviews. ## What you’ll own - Strategy & Vision: Define and execute the account management strategy — segmentation, coverage model, lifecycle motions (onboarding, adoption, retention, growth), and long-term roadmap, including pricing, discounts and exclusivities for Poland. - People Leadership: Lead the Poland team and guide its day-to-day work. Hire, coach and develop high-performing team members; run regular 1:1s, calibration, and career planning. - Operational Excellence: Build standard operating procedures, playbooks, KPIs, forecasting cadence, quota & incentive design, and capacity planning for the  channel. - Revenue & Retention: Own  revenue retention, expansion (upsell/cross-sell), and churn reduction strategies — working to maximize Take Home Pay - Lead Ads & Promotions commercial motions: define go-to-market and coverage for WoltAds, Promo & Campaigns, and venue marketing credits; partner with local Advertising teams to prioritise spend, co-funding and conversion playbooks. - Drive promo-funding strategy & efficiency: create playbooks for promo funding/co-funding (local & Mx), set co-funding targets, ensure campaign efficiency and measurement (e.g., orders uplift per promo euro). - Own ads revenue and adoption targets: grow ad sales revenue within the  book, drive adoption of evergreen campaigns and AutoBidding, and increase ARPA from advertising and promotional products. - Performance & Analytics: Establish and monitor the right metrics, dashboards and reporting; use data to optimize coverage, productivity and targeting. - Cross-Functional Partnership: Engage senior stakeholders from other teams, present in top management quarterly business reviews, and work closely with Sales, Marketing, Onboarding, Product, Finance and Operations to align acquisition to post-sale motions, surface product feedback, and improve customer outcomes. - Customer Advocacy & Escalations: Represent  customer needs internally, lead resolution for strategic/high-impact accounts and systemic issues, and steward voice-of-customer insights. - Headcount & Budgeting: Lead workforce planning, staffing models, and budget recommendations for the  account management organization. - Change Management / Scaling: Lead change initiatives as you scale — tooling, process, CRM automation, and quality assurance. - Country Projects: Drive country-level projects such as compliance and exclusivities, and the growth of new products (ads, promos, drive). ## Who you are (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 that serve s. - Experience with subscription / recurring revenue business models and designing incentive plans. - Experience with scaling teams across multiple markets/countries and managing distributed teams. - Experience with operational tools such as Tableau/Looker, or BI tooling. Success metrics / KPIs - Gross value growth or revenue - Penetration and revenue of new products (ads, promos, drive) - Team satisfaction and motivation - Country projects such as compliance and exclusivities - Net Revenue Retention (NRR) and Gross Revenue Retention (GRR) - Churn rate (monthly/quarterly) - Commission Rate % - Take Home Pay Rate % - Revenue expansion (upsell & cross-sell) from  accounts - Ads revenue (absolute and growth %) - Promo Funding - Merchant satisfaction (CSAT/NPS) for  segment - Team productivity metrics (accounts per AM, bookings per rep) - Forecast accuracy & management of renewal pipeline - Employee engagement and leadership bench strength (turnover of Team Leads / AMs) Competencies & leadership qualities - Strategic thinker who is hands-on and operationally excellent. - Data-driven decision maker who balances quantitative rigor with customer empathy. - Coach and talent developer who builds trust and drives results through others. - Change agent who can scale processes and build a culture of continuous improvement. - Highly adaptable and comfortable with ambiguity and rapid growth. ## Why you’ll love it - 🚀Global and growing fast: Be part of a fast-moving scaleup - 🤩Ride of a lifetime: Accelerate your career and build your sales skills - 💪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 and get the conversation going! We will be reviewing applications on an on-going basis. If this sounds like an opportunity you want to pursue, apply today!  💙 The successful candidate's starting total target compensation (On-Target Earnings) for this role will fall within the pay range listed below and is determined based on a number of job-related factors including, but not limited to, skills, experience, qualifications, work location, and market conditions. This compensation is composed of a percentage based split between base salary and variable pay (where the base salary represents a percentage of the total range below. Eligible employees may earn variable compensation if they meet 100% of their performance targets. Actual earnings may be higher if targets are exceeded or lower if targets are not fully met. This position would be eligible for consideration for an equity award grant of restricted stock units on commence and during the annual pay review cycle. Upon commencement of employment, you would be eligible to be considered for a grant. Thereafter, any further grants would be at the Company's discretion. Poland Pay Range 20 570 zł—25 712 zł PLN Our Commitment to Diversity and Inclusion We’re committed to growing and empowering a more inclusive community within our company, industry, and cities. That’s why we hire and cultivate diverse teams of people from all backgrounds, experiences, and perspectives. We believe that true innovation happens when everyone has room at the table and the tools, resources, and opportunity to excel. Beware of recruitment scams: DoorDash, Deliveroo, and Wolt will never ask you to pay money or share sensitive financial information during hiring — learn more about our legitimate recruiting process at [Recruitment Scam Awareness - DoorDash](https://careersatdoordash.com/recruitment-scam-awareness) . ## About Wolt ## Company Overview - **One-liner**: Wolt is a Helsinki-based technology company that connects people ordering food, groceries, and other goods with courier partners and merchants, enabling rapid delivery in over 1,000 cities across 30+ countries. - **Entity Type**: Private (acquired by DoorDash in 2022 for approximately €7 billion) - **Headquarters**: Helsinki, Finland - **Founded**: 2014 - **Founders**: Miki Kuusi (CEO), Elias Aalto, Juhani Mykkänen, Petri Rahja, Lauri Andler, Mikael Matikainen, and Oskari Pétas ## Core Business - **Primary Industry**: On-demand delivery (food, groceries, and retail goods) / Logistics Technology - **Target Customers**: B2C (consumers ordering delivery), B2B (merchants/restaurants using the platform), and B2B (courier partners earning through deliveries) - **Mission Statement**: "We create technology that brings joy, simplicity and earnings to the neighborhoods of the world." ## Products & Services - **Wolt App (Consumer Platform)**: A mobile and web application allowing users to order food, groceries, and other goods from local restaurants, stores, and Wolt Market for rapid delivery. - **Wolt Market**: The company’s own network of dark stores (small fulfillment centers) that stock groceries and everyday essentials, enabling delivery in minutes. - **Wolt for Merchants**: A B2B SaaS platform and partnership program for restaurants and stores to manage orders, menu, and delivery logistics. - **Wolt Drive**: A logistics API and service enabling businesses to integrate Wolt's delivery network for their own orders (white-label delivery). - **Courier Platform**: The technology and operational system that connects and manages the fleet of 180,000+ active courier partners globally. ## Market Standing - **Valuation/Market Cap**: Acquired by DoorDash in 2022 for ~€7 billion. Current standalone valuation not publicly available. - **Key Metrics**: - **290,000+** active venues (restaurants and stores) on the platform - **50+** million customers - **180,000+** active courier partners - **15,000+** employees - **Notable Investors/Partners**: DoorDash (parent company), Prosus, ICONIQ Capital, 83North, Highland Europe, EQT Ventures, Goldman Sachs, and others (pre-acquisition). - **Growth Signals**: Since joining DoorDash, Wolt has expanded rapidly across Europe, the Middle East, and Asia, launching in new countries and doubling down on grocery (Wolt Market) and retail delivery. ## Competitive Advantages - **Strong Local Brand & Culture**: Wolt has built a highly regarded, "no-politics" culture with a strong emphasis on ownership, kindness, and excellence, making it a top employer in Finland and across its markets. - **Technology-First Approach**: The company is deeply engineering-driven, with a focus on building its own logistics, routing, and marketplace technology from the ground up, rather than relying on third parties. - **Operational Excellence**: Known for a meticulous, data-driven approach to local operations, balancing rapid growth with high-quality execution ("do common things uncommonly well"). - **DoorDash Backing**: As part of the DoorDash group, Wolt has access to massive capital, global expertise, and a shared technology stack, allowing it to compete aggressively with rivals like Uber Eats and Delivery Hero. ## Strategic Focus - **"Deliver (Almost) Everything"**: Wolt is actively expanding beyond food delivery into grocery, convenience, pharmacy, and other retail categories through Wolt Market and merchant partnerships. - **Geographic Expansion**: Continuing to launch in new cities and countries, particularly in Central & Eastern Europe, the Middle East, and Asia, leveraging the DoorDash playbook. - **Deepening Merchant & Courier Relationships**: Investing in tools, earnings, and support for both merchants and courier partners to maintain a high-quality, reliable network. - **Product Innovation**: Building new features for the consumer app, improving logistics algorithms, and developing autonomous delivery capabilities in partnership with DoorDash. ## Why Work Here - **Culture**: Wolt is famous for its low-ego, high-performance culture. The company emphasizes "heart" (treating people kindly), "ambition" (thinking big but staying humble), and "attitude" (taking ownership beyond the obvious). It’s described as a safe space to express opinions, with a no-blame environment. - **Impact & Ownership**: Employees are given significant autonomy and are expected to take ownership of projects from start to finish. The company prides itself on being a place where you can "learn more, build more, and ship more" than elsewhere. - **Diversity**: The team includes over 100 nationalities, with a strong commitment to diversity, equity, and inclusion. - **Work Model**: Wolt supports a hybrid work model (mix of office and remote), though specific policies vary by team and location. Engineering teams are known for having a strong in-office culture in Helsinki, but remote roles exist. - **Perks**: Competitive compensation, stock options (historically), a "twinkle in the eye" atmosphere, and the chance to work on a product used by millions daily. ## Sources 1. [Wolt Careers - Overview](https://careers.wolt.com/en/) 2. [Wolt Careers - Welcome to Wolt](https://careers.wolt.com/en/welcome-to-wolt) 3. [Wolt Careers - Culture](https://careers.wolt.com/en/culture) 4. [Wolt Careers - Teams](https://careers.wolt.com/en/teams) 5. [Wolt Careers - Jobs](https://careers.wolt.com/en/jobs) ## Other roles at Wolt - [Category Specialist (WM)](https://feeny.ai/job/category-specialist-wm-wolt-belgrade-terkfrr7fgb7) — Belgrade, Serbia / Savski Venac, Serbia - [Retail Grocery Assistant](https://feeny.ai/job/retail-grocery-assistant-wolt-limassol-gt15kx7rv5k9) — Limassol, Cyprus - [Merchant Promotions Manager](https://feeny.ai/job/merchant-promotions-manager-wolt-athens-1a5svtpqsamv) — Athens, Greece - [Senior Associate, Internal Communications, International](https://feeny.ai/job/senior-associate-internal-communications-international-wolt-berlin-4kmtnc4xm0zj) — Berlin, Germany / Helsinki, Finland - [Global Associate Manager, Food Safety](https://feeny.ai/job/global-associate-manager-food-safety-wolt-berlin-3yg2ra75tq7c) — Berlin, Germany - [Senior Data Scientist, Workforce Management Analytics](https://feeny.ai/job/senior-data-scientist-workforce-management-analytics-wolt-berlin-vendqxzhnsjn) — Berlin, Germany - [Sales Manager](https://feeny.ai/job/sales-manager-wolt-prague-dxctyksa43by) — Prague, Czechia - [Grocery Associate - Wolt Market (full-time)](https://feeny.ai/job/grocery-associate-wolt-market-full-time-wolt-baku-jdh1p88tv113) — Baku, Azerbaijan - [Category Specialist (WM)](https://feeny.ai/job/category-specialist-wm-wolt-athens-amxg5sgs07gb) — Athens, Greece - [Inside Sales Representative](https://feeny.ai/job/inside-sales-representative-wolt-budapest-fejygyq8vcqx) — Budapest, Hungary