Remote vacancy (soft hybrid).
Delivery service Dostavista is looking for a Head of Enterprise.
Dostavista is an express delivery service for businesses. They help companies solve complex logistical challenges quickly, technologically, and with clear results.
They are currently seeking a strong leader for their Enterprise division – someone who can develop the business with the largest 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 challenges of large companies into workable solutions.
What you will do:
- 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 necessary resources 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 revenue and budget targets 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, negotiating 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 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, establishing effective interaction.
- Launch at least one significant project with existing clients: for example, a new delivery scenario, expanding market share, launching a new product, or a new working format.
- Meet the budget for the first three months.
- Establish a clear team management rhythm: goals, forecasting, analytics, feedback, and synchronization on 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 realize growth opportunities in the Enterprise domain with new and existing clients, with a cumulative effect of 10% of Enterprise revenue.
Who they are looking for:
- You have experience managing a KAM or Sales team working with large clients — from 3 years.
- You can develop Enterprise clients, not just maintain current volumes.
- You are comfortable conducting complex negotiations: you can listen to your partner, maintain long-term relationships, and still hold your commercial ground.
- You understand where to be flexible and where to be persistent.
- You can work on 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 are structured, can see the reasons for deviations, and manage them.
- You can plan team work, decompose goals, assign 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 are aligned with the idea of collaboration: strong results in Enterprise are built together with the client and internal teams.
Why this might be interesting:
- 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 direction well.
- Large-scale tasks: major clients, complex processes, new products, and a noticeable business impact.
- Freedom to shape strategy and client engagement approaches.
- A role where the focus is on launches, growth, and real changes, not just reports for the sake of reporting.
- An environment that values initiative, clarity, responsibility, and the ability to bring ideas to fruition.
What they offer:
- Work format: soft hybrid. Main time — remote, twice a month — presence in the office is required (Mayakovskaya metro station, Moscow). The employee must be located in the Russian Federation; priority is given to candidates from Moscow.
- Cool equipment: laptop, monitor, headset, and everything you need for work.
- Flexible schedule: adapt your working hours to your needs, without overtime.
- Trust and freedom: no time logging, KPIs, or monitoring software.
- Comfortable atmosphere: work in an informal setting.
- Official employment: white salary, accredited company.
- Care for the future: annual salary indexation, VHI (Voluntary Health Insurance) with nice bonuses like dentistry and massage.
- Partner perks: discounts and special offers from company friends.
