Job Description

Are you motivated by building new business and taking ownership of your results?
At Wolt, we are looking for a Sales Manager who thrives on proactive outreach, values structure and enjoys turning opportunities into signed partnerships.

Wolt’s mission is to make cities better places to live through technology. Since 2014, we have expanded to 30 countries and serve more than 40 million users. From restaurants to retail and Wolt Market, we are building the everything app that brings the best of your city straight to your door.

At Wolt, the Sales Manager plays a key role in growing our business and strategically building a market-leading offer for our customers by signing new merchant partners. The Sales Manager becomes an expert within their assigned area, geographically and/or functionally, and manages a pipeline of small to medium-sized restaurant and retail partners.

The Sales Manager applies strong commercial thinking to identify the most relevant partners across various verticals and uses excellent communication, negotiation, and presentation skills to demonstrate the value Wolt brings to the industry and to merchants. As the primary local representative for SMB sales in Iceland, the Sales Manager develops a deep understanding of the local market, identifies high-potential partnership opportunities, and contributes to the growth and development of Wolt's SMB merchant portfolio.

The Sales Manager works closely with local commercial teams, regional stakeholders, and colleagues across Wolt to support the execution of Wolt’s commercial strategy and strengthen Wolt’s position across relevant merchant segments. In addition, the Sales Manager takes ownership of strategic sales projects and initiatives that contribute to Wolt’s growth and profitability while acting as a role model for more junior team members through knowledge sharing and best-practice development.

This individual works closely with stakeholders in Iceland, Norway, and across Wolt globally and always acts in Wolt’s best interests.

What You Will Be Doing:

• Define and develop a local market sales strategy to meet objectives set by the management team, strategically identifying high-potential partnerships and applying data and logic to assess potential partner performance and unit economics.
• Contribute to Wolt’s overall sales strategies to accelerate market entry in new markets and strengthen Wolt’s position in existing markets.
• Develop a deep understanding of the competition and retail verticals in the market, knowing the structure of each vertical and identifying which players are “must-haves” for Wolt.
• Act as the primary local representative for SMB sales in Iceland, building strong market expertise, identifying growth opportunities, providing local market insights, and collaborating with local commercial teams and regional stakeholders to drive merchant acquisition and support Wolt’s commercial objectives within the SMB segment.
• Target new partners in line with company strategy to meet strategic and operational objectives within the assigned geographical and/or functional scope.
• Build and systematically manage a pipeline of new potential partnerships, tailoring the approach to position Wolt as a partner of choice.
• Work with new potential partners and manage the full sales cycle, including researching leads, prospecting, conducting meetings and market visits, negotiating terms, and closing deals.
• Apply data-driven decision-making and strong commercial judgment to evaluate opportunities, assess market potential, and optimize partner performance.
• Own and lead projects and initiatives that contribute to Wolt’s growth and market position, working collaboratively with Sales and other relevant functions.
• Contribute to capability development within the Sales team by mentoring junior team members and helping build a best-in-class sales organization.

What We Are Looking For:

• A strong track record in B2B new sales and field sales, ideally combined with knowledge of the restaurant and/or retail industry.
• Demonstrated ability to juggle multiple priorities and deliver results in a fast-paced, dynamic environment.
• Experience with CRM tools is an advantage.
• Proven experience in setting direction for sales initiatives.
• A natural hunter with the drive to build a merchant portfolio and overcome bottlenecks and objections.
• Strong consultative selling skills with the ability to build relationships and tailor commercial offerings to each partner.
• Strong communication, negotiation, networking, and presentation skills.
• A strategic mindset with the ability to prioritize time and resources toward the highest-potential opportunities.
• Strong analytical capabilities and an ability to understand sales metrics, commission structures, market potential, and commercial performance.
• A proactive, self-motivated, and solutions-oriented approach combined with a strong sense of ownership.
• A collaborative team-player who enjoys sharing knowledge and supporting the development of colleagues.
• Tech-savvy, curious, adaptable, and comfortable working in a fast-paced environment.
• Fluency in Icelandic and English is required to connect effectively with local merchant partners. Norwegian is considered an advantage when collaborating with regional stakeholders.

KPIs the Employee Will Be Measured Against:

• Monthly and quarterly sales targets.
• Penetration targets in assigned areas.
• Market-leading selection breadth and depth within assigned areas.
• Excellent pipeline management and active use of CRM tools and systems.
• Venue commission levels within agreed ranges.

KPIs may vary over time as business needs evolve. Each project or initiative may also have its own specific KPIs.

Why This Role Is Important:

The Sales Manager is a key contributor to Wolt’s continued growth and market leadership in Iceland. Through strong commercial execution, strategic market understanding, and effective partnership development, the role helps strengthen Wolt’s merchant ecosystem, improve customer choice, and drive sustainable business growth across the market.