Dostavista is an urgent delivery service for businesses. We help companies solve complex logistics challenges quickly, technologically, and with clear results.

We are currently looking for a strong leader for our Enterprise division — someone who can grow the business with major clients, shape a growth strategy, and ensure its implementation with a strong existing team.

This role is not just about sales management. It's about partnerships, developing existing clients, finding new growth points, and the ability to turn complex tasks of large companies into working solutions.

Responsibilities

• Develop Dostavista's Enterprise division and be responsible for its annual growth.
• Formulate a strategy for working with key clients: define target markets, competitive advantages, and the resources needed to achieve goals.
• Lead the existing Key Account / Sales team: set clear goals, maintain a high pace of work, and help the team achieve ambitious results.
• Meet the revenue and budget plan for the division.
• Identify growth opportunities with current and new Enterprise clients: launch new products, geographies, delivery scenarios, and cooperation formats.
• Manage and develop relationships with large clients, negotiate at the decision-maker level.
• Manage complex cross-functional projects: synchronize sales, product, operations, finance, marketing, and other teams.
• Maintain a transparent system for managing the sales funnel, client portfolio, and team performance.
• Define performance metrics for managers, the department, and growth channels — and make data-driven decisions.

What will be important in the first 3 months

• Formulate the Enterprise business strategy: where we play, how we win, what is needed to win.
• Immerse yourself in current processes, the client portfolio, and team priorities, build effective interaction.
• Launch at least one significant project with existing clients: for example, a new delivery scenario, market share expansion, launch of a new product or work format.
• Meet the budget for the first three months.
• Establish a clear team management rhythm: goals, forecasting, analytics, feedback, and synchronization of priorities.

Plans for the year

• Meet the 2027 budget.
• Make the Enterprise team fully functional: cross-functionally integrated, cohesive, and stable; minimize internal friction.
• Identify and implement growth opportunities in the Enterprise domain with new and existing clients, achieving a cumulative effect of 10% of Enterprise revenue.

Requirements

• You have at least 3 years of experience managing a KAM or Sales team working with large clients.
• You know how to develop Enterprise clients, not just maintain current volume.
• You are comfortable conducting complex negotiations: you know how to listen to your partner, maintain long-term relationships, and still hold your commercial ground.
• You understand where to show flexibility and where to be persistent.
• You can work at two levels simultaneously: see the strategy a year ahead and not miss the details that determine today's results.
• You make data-driven decisions: you understand how seller, sales department, and client channel metrics work, can identify the causes of deviations, and manage them.
• You can plan the team's work, decompose goals, set tasks, and agree on expected outcomes.
• You are a leader who can support a strong team, help maintain focus during difficult periods, and turn failures into experience and the next step.
• You resonate with the idea of collaboration: strong results in Enterprise are built together with the client and internal teams.

Why this might be interesting

• The opportunity to directly influence the development of one of Dostavista's key business areas.
• Work with a strong, experienced team that knows clients and the specifics of the Enterprise division well.
• Large-scale tasks: major clients, complex processes, new products, and a significant business impact.
• Freedom to shape strategy and approaches to client work.
• A role where not reports for the sake of reports are important, but launches, growth, and real changes.
• An environment that values initiative, clarity, responsibility, and the ability to bring ideas to fruition.

Conditions

• Hybrid or remote: work where you are comfortable. There is an office in Moscow - Mayakovskaya metro station.
• Cool equipment: laptop, monitor, headset, and everything else you need for work.
• Flexible schedule: adapt your working hours to yourself, without overtime.
• Trust and freedom: no time logging, KPIs, or surveillance software.
• Comfortable atmosphere: informal work environment.
• Official employment: transparent salary, accredited company.
• Future care: annual salary indexation, voluntary medical insurance with nice bonuses like dentistry and massage.
• Partner perks: discounts and special offers from our friends.