Client Partner, Deliveroo Express
At Deliveroo, our mission is to transform the way people shop and eat, bringing the neighbourhood to your door by connecting customers, restaurants, shops and riders. We give people the opportunity to buy what they want, when and where they want it.
As a technology-driven company at the forefront of one of the world’s fastest-growing industries, we move fast, value autonomy, and thrive on solving complex challenges. We’re a small team making a big impact, and we’re always looking for innovative minds to help shape the future of on-demand delivery.
The Team:
This role sits within the New Verticals business unit, part of the Global Growth, Strategy & Analytics team reporting into the VP of Global Grocery & Retail and ultimately the Deliveroo CEO. Our team is responsible for defining strategy and scaling new verticals to ensure Deliveroo continues to win in the competitive on-demand grocery and retail markets.
Deliveroo Express is our new white-label solution that enables partners to offer rapid delivery directly through their own websites or apps. Imagine visiting your favourite restaurant or grocer’s site, placing an order, and having it delivered in 20 minutes, powered by Deliveroo riders, seamlessly integrated into the brand’s own customer experience.
The Role:
As Client Partner, Deliveroo Express, you will report to the Head of Commercial, Global Grocery, and lead a growing team of Strategic Partnership Managers. You will oversee all aspects of partner management for our Deliveroo Express portfolio, driving growth, strategic alignment, and value creation for our partners.
You’ll also own the new business strategy and pipeline, leading pitches, negotiations, and scaling partnerships across restaurants, grocery, and retail. The role requires a balance of commercial acumen, analytical thinking, and operational excellence, using data to identify trends, opportunities, and performance improvements.
Working with partners of this scale, you’ll be helping Deliveroo tackle challenges for the first time, shaping how we grow and collaborate with our white-label partners globally.
Your Key Responsibilities:
Lead and develop a team of Strategic Partnership Managers overseeing day-to-day relationships with Deliveroo Express partners across multiple verticals.
Build and execute a clear commercial strategy and account prioritisation framework to deepen and expand existing partnerships.
Own the new business pipeline, leading all pitches and contract negotiations to drive growth and long-term value.
Develop and refine Deliveroo’s partner value proposition for Deliveroo Express, informed by market insights, competitor activity, and partner feedback.
Deliver against financial targets, tracking performance, identifying issues, and implementing interventions to ensure delivery of the annual plan.
Collaborate cross-functionally with key internal stakeholders including National Accounts, Marketing, Rider Operations, and Product to deliver operational excellence and partner satisfaction.
Support team growth, including hiring, onboarding, and developing high-performing partnership managers.
Qualities We’re Looking For:
Decisive & Influential: You thrive in a fast-paced, ambiguous environment, make confident decisions, and inspire action across teams. You balance strategic vision with a hands-on approach to problem-solving.
Analytical & Collaborative: You can translate complex data into clear insights and strategic direction. You work effectively across teams, aligning analytical thinking with business goals.
Commercially Savvy: You build strong relationships with internal and external partners, understand P&L dynamics, and can design win–win propositions that drive sustainable growth.
Requirements:
4–5 years’ experience in account management, strategic partnerships, or strategy & insights roles.
Experience within (or working with) grocery, retail, or last-mile delivery industries preferred.
Strong data analysis and storytelling skills - able to turn insights into actionable strategies.
Proven negotiator, able to drive mutual value for both partners and Deliveroo.
Exceptional relationship-building and communication skills, across face-to-face, video, and written formats.
Creative and agile mindset - able to develop and test ideas quickly to drive growth.
Strong team player, capable of influencing across all levels of the organisation.
Project or programme management experience is desirable.
Experience in high-growth, dynamic environments is a plus.
People management or team leadership experience preferred.
Nice to Have:
Background in FMCG, grocery, retail e-commerce, or last-mile logistics.
Experience scaling white-label or platform-based partnerships.
Strong understanding of on-demand operations and delivery ecosystems.
Why Deliveroo?
Our mission is to transform the way you shop and eat, bringing the neighbourhood to your door by connecting consumers, restaurants, shops and riders.
We give people the opportunity to buy what they want, as they want it, when and where they want it.
Workplace & Benefits
At Deliveroo we know that people are the heart of the business and we prioritise their welfare. Benefits differ by country, but we offer many benefits in areas including healthcare, wellbeing, parental leave, pensions, and generous annual leave allowances, including time off to support a charitable cause of your choice. We currently operate in a hybrid working environment allowing you more flexibility between work and home.
Diversity
We believe a great workplace is one that represents the world we live in and how beautifully diverse it can be. That means we have no judgement when it comes to any one of the things that make you who you are - your gender, race, sexuality, religion or a secret aversion to coriander. All you need is a passion for (most) food and a desire to be part of one of the fastest growing startups in an incredibly exciting space.
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Deliveroo is on a mission to transform the way the world thinks about food delivery. It's not a chicken chow mein and a night on the sofa anymore, it's your favourite local restaurant, it's a dinner party, a date. We're five years in, and along the way our team have taken hundreds of ideas from brainstorms to global roll-outs, like Deliveroo Editions - bespoke kitchens designed to host a locally-curated selection of restaurants. Editions are our solution to ensuring that our customers have access to the best of the food-scene, no matter where they live. And that's just what we're like at Deliveroo, no compromise allowed and lots of food-inspired challenges to get your teeth into. Out-of-the-box thinking is actively encouraged and we move quickly to make great ideas happen. We're energetic, fast-paced and blow off steam with free-for-all Friday lunches. It's a formula that's working too - we're bringing great food to customers in 12 countries and over 200 cities.
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