Enterprise Sales Lead, Deliveroo for Work at Deliveroo

About The Team Deliveroo for Work are on a mission to help businesses create satisfied and engaged teams by delivering great food for their working days. From team lunches to late-night meals to office events and even pantry supplies - Deliveroo for Work has every business food need covered. Deliveroo for Work is Deliveroo’s B2B arm, offering simple and flexible food-spending solutions to corporate clients across seven global markets. We’re a fast-growing scale-up within Deliveroo and have achieved double-digit growth over the past two years by accelerating product, commercial and marketing initiatives. We’re looking for a high-performing Enterprise Sales Lead to lead the acquisition of large, complex global clients. This is a true hunter role - focused on originating, shaping and closing high-value deals with Fortune 500 companies, financial institutions and multinational organisations. This role sits within the UKI team with a global remit, reporting to the Director of Deliveroo for Work UKI. You will work in a hybrid model (3 days per week in our London office). You will operate at the intersection of sales, product, and technical delivery, navigating long sales cycles, multiple stakeholders, and bespoke commercial and product requirements. This is a pivotal role in accelerating Deliveroo for Work’s enterprise expansion - you will directly shape how we win, structure, and scale our largest global partnerships and influence the evolution of our product and commercial strategy. What you’ll be doing - Own and close complex Enterprise deals - lead end-to-end sales cycles for high-value, multi-market partnerships with Fortune 500 and global organisations. - Act as a strategic hunter - identify, prioritise, and break into target enterprise accounts, building a pipeline through proactive outbound and network-led approaches. - Sell globally, execute locally - structure and close deals across multiple geographies, partnering with in-market teams to drive execution and adoption. - Design bespoke commercial solutions - craft tailored propositions that align Deliveroo’s product capabilities with complex client needs, including pricing, rollout models, and integrations. - Navigate technical and product complexity - work closely with Product, Engineering, and Legal to unblock deals, address security/compliance requirements, and shape scalable solutions. - Translate client needs into product insight - act as the voice of the enterprise customer, feeding structured insights into the product roadmap and influencing prioritisation. - Operate with resilience through long sales cycles - manage multi-threaded stakeholder groups (procurement, legal, HR, finance, tech) and maintain momentum across extended deal timelines. - Influence strategy - contribute to the broader Deliveroo for Work strategy through market insight, deal learnings, and data-driven recommendations. What we’re looking for - Proven enterprise sales experience - 5 -10+ years of experience closing high-value, complex B2B deals (ideally tech-enabled services), with a strong track record of exceeding targets. - Experience with complex deal environments - comfortable selling into organisations with rigorous procurement, legal, security, and compliance requirements. - Technical and product fluency - able to engage credibly with product, engineering, and security stakeholders, and translate technical constraints into commercial outcomes. - Executive presence and stakeholder management - proven ability to influence senior decision-makers across functions (C-suite, procurement, legal, tech). - Structured and resilient operator - brings discipline to pipeline management and thrives in long, ambiguous, and high-stakes sales cycles. - Commercially sharp and strategic - strong commercial judgment, with the ability to design and negotiate complex, high-impact partnerships. Why Join Us? At Deliveroo, you’ll do work that matters, solving real-world problems in a three-sided marketplace that’s constantly evolving. We’re food lovers, problem solvers, community builders and more, brought together by a shared drive to make things better. Working here you can expect to: 🔧 Make a visible impact every day Your work directly improves experiences for customers, partners and riders. 🌱 Learn fast in an entrepreneurial environment Work close to the market with autonomy, pace and real responsibility. 🧠 Build a career, not just a role Stretch yourself, develop new skills and grow as the business evolves. 🌎 Deliver together in an inclusive culture Collaborative, values-driven teams that support how you work best. We aim to create a fair process that lets your skills shine—our interview typically includes 3-4 stages. Find more about how we hire here. Our Global Structure Deliveroo is now part of DoorDash, bringing together teams with even greater reach, scale, and ambition. Depending on your role, you may collaborate with teammates, systems, and leaders across DoorDash and Wolt. Together, we’re unlocking new possibilities as one global team. Diversity, Equity and Inclusion At Deliveroo, we know that a great workplace reflects the world around us and that true diversity and inclusion make us stronger, more creative, and better at what we do. We’re committed to fostering an environment where everyone can do their best work and feel they belong. We believe in equality of opportunity and welcome candidates from all backgrounds regardless of age, gender, ethnicity, disability, sexual orientation, gender identity, socio-economic background, religion, or belief. If you have a disability or long-term health condition and need support to apply for one of our roles, or require any reasonable adjustments during the recruitment process, you’ll have the opportunity to let us know once you’ve submitted your application. We’ll share details on how to request support so we can ensure you have a fair and equitable experience. If you’re excited about making a real impact in a fast-moving marketplace and growing your career alongside ambitious, supportive teams, we’d love to hear from you!