Account Development Manager

Our Account Management teams create and build our relationships with restaurant-partners. Together, we help restaurant brands and neighborhood restaurants grow through our platform. We’re constantly launching new cities and products, so there are always new opportunities to expand your skills and progress your career. We are looking for an Account Development Manager based in Astana, Kazakhstan, to manage a portfolio of restaurant partners in the 2 largest cities across Northern Kazakhstan. As our new Account Development Manager, you’ll help a mix of enterprise and SMB restaurant-partners grow with Wolt. You’ll build strong relationships, identify commercial opportunities, and turn performance insights into practical actions that help your restaurant-partners succeed.

What you’ll be doing

•  You’ll be the primary point of contact for your portfolio, working with restaurant owners, central teams, and local venue managers. You’ll adapt your approach to each restaurant-partner’s needs, balancing growth opportunities with day-to-day operational performance.
• You’ll develop growth plans for restaurant-partners, run promotional campaigns, and lead commercial discussions. Working closely with internal teams, you’ll make sure plans are delivered and restaurant-partners receive the support they need.

Day-to-day in this role you’ll:

• Own and develop a portfolio of restaurant-partners across Northern Kazakhstan.
• Build strong relationships with restaurant-partners through regular check-ins and business reviews, aligning on priorities and following up on agreed actions.
• Create and execute growth plans that help restaurant-partners increase sales, attract customers, and improve performance on Wolt.
• Identify opportunities to grow adoption of Wolt’s advertising and promotional solutions based on each restaurant-partner’s goals.
• Lead commercial negotiations and renewal discussions to support sustainable growth for both Wolt and our restaurant-partners.
• Use performance data to identify trends, understand challenges, and recommend practical improvements.
• Collaborate with Marketing, Operations, and other internal teams to deliver campaigns, resolve issues, and improve the restaurant-partner experience.
• Prioritize your time across restaurant-partners of different sizes, balancing commercial impact with the needs of your wider portfolio. 

Our humble expectations* 

• We’re looking for someone who combines commercial curiosity with strong relationship-building skills and enjoys taking ownership of restaurant-partner growth.
• Experience: You have 3+ years of experience in account management, customer success, business development, or a similar commercial role. Experience working with SMB or enterprise restaurant-partners is a plus.
• Commercial understanding, upselling, and negotiation skills: You understand how to grow a restaurant-partner’s business, identify and convert upselling opportunities through advertising and promotional solutions, and confidently lead commercial negotiations to reach mutually beneficial agreements.
• Analytical skills: You’re comfortable working with data in Excel or Google Sheets and translating performance insights into clear recommendations.
• Communication and relationship-building: You communicate clearly and confidently, adapting your approach to restaurant owners, operational teams, and enterprise stakeholders.
• Adaptability: You thrive in a fast-paced environment, adapt quickly to changing priorities, and stay focused on delivering results.
• Ownership and autonomy: You roll up your sleeves and get things done, proactively identifying what needs attention without waiting to be told. You’re comfortable working independently, taking initiative, and following through on your commitments.
• Ownership and organization: You manage competing priorities, follow through on commitments, and take a proactive approach to solving problems.
• Tools and curiosity: You’re comfortable learning new tools and open to using AI to improve your daily work and analysis.
• Languages: You’re fluent in Kazakh and Russian and have a working proficiency in English.

Nice to have:

• Experience working with restaurant-partners, restaurant chains, or within the food delivery industry.
• An understanding of marketplace or platform businesses.
• Experience growing a portfolio of restaurant-partners across enterprise and SMB segments.
• Advanced skills in data analysis or business intelligence tools.

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

What we offer

• 🌍 Independent work in a dynamic, international team
• 🩺 Medical Insurance and strengthened sick leaves
• 🚀 Career growth and development opportunities
• 💙 Employee Assistance Program—therapy and wellbeing support
• 🍽️ Discount on your Wolt orders
• 🧑‍🎓 Wolt-wide training programs
• 🎉 Team budgets for celebrations and bonding
• 🍊 Fruits and drinks at the office

Next steps*

If you’re excited about working in a high-growth environment, taking ownership, and joining an ambitious team, we’d love to hear from you! Click below to apply and attach your CV. 💙

Please submit your application by November 4th. We’ll be accepting applications until then, and you can expect to hear from us after this date.

Our recruitment process typically includes a few stages, giving us the chance to get to know you and you the opportunity to learn more about the role and our team.