Head of Commercial Partnerships, Ads

Job Description

The Opportunity

Deliveroo Advertising is building one of Europe’s most modern Retail Media Networks, powered by delivery intent, rich merchant data, and a rapidly growing portfolio of endemic, FMCG, and non-endemic advertisers. As we scale, our external ecosystem - agencies, platforms, measurement providers, and technology partners - becomes an increasingly important driver of revenue growth, innovation, and market influence.

To support this next phase of growth, we are creating a Head of Commercial Partnerships, Ads role within Deliveroo Advertising.

This role will define how Deliveroo Ads builds and activates high-value industry partnerships - strengthening our presence across the media and data partner landscape, accelerating relevant AdTech and MarTech integrations, and supporting Sales and Strategy teams to unlock new categories of growth.

The remit aligns closely with Deliveroo’s collaboration with DoorDash Ads, ensuring shared ecosystem opportunities and alignment across markets.

The Role

As Head of Commercial Partnerships, Ads, you will build, lead, and scale Deliveroo Advertising’s commercial partnership ecosystem - strengthening partner relationships, deepening platform integrations, and enabling commercial teams with the frameworks, tools, and strategic alignment required to amplify growth across FMCG, non-endemic, and endemic advertisers.

This is a senior individual contributor role with significant cross-functional leadership responsibility. You will work closely with Product, Commercial Strategy, Sales, and GTM teams to ensure partnerships translate into clear commercial outcomes and sustained adoption across markets, with the opportunity to build a small team over time.

What You’ll Be Responsible For

Partnership Strategy & Senior Partner Relationships

• Define and own Deliveroo Advertising’s B2B partnership strategy across Demand, AdTech, MarTech, measurement, and platform partners.

• Build and maintain senior, executive-level partner relationships that drive advocacy, alignment, and long-term commercial value.

• Ensure partnership priorities align with Deliveroo Advertising’s commercial objectives, annual revenue plans, and the broader Deliveroo × DoorDash Ads Retail Media strategy.

• Act as a senior strategic counterpart to agencies and ecosystem partners, shaping joint commercial strategies and partnership plans that drive revenue growth.

Partner Activation & Revenue Enablement

• Translate strategic partnerships into scalable revenue enablers through structured activation programmes and initiatives.

• Build and manage Joint Business Plans (JBPs) with priority partners to formalise collaboration, co-investment, and shared outcomes.

• Partner closely with Sales Directors to embed partnership initiatives into pipelines, QBRs, and planning cycles, enabling adoption and supporting revenue growth.

• Identify and accelerate partner-funded opportunities, innovation pilots, education programmes, and co-marketing initiatives.

Commercial Partnership Operating Model & Execution

• Own the commercial strategy and execution of Deliveroo Advertising’s partnership portfolio, defining how partnerships are structured, prioritised, and scaled to drive commercial impact.

• Define partnership priorities, commercial models, and value exchange with ecosystem partners, in close collaboration with Revenue Operations, Strategy, and Finance.

• Partner with Revenue Operations to ensure partnership initiatives are supported by appropriate enablement, governance, reporting, and operational processes.

• Establish clear partnership rhythms and forums (e.g. executive check-ins, commercial reviews, annual planning) focused on performance, growth, and mutual value creation.

Cross-Functional Leadership & Commercial Strategy (Deliveroo Ads & DoorDash Ads)

• Work closely with Product (Ads) to inform and influence prioritisation of partnership integrations across measurement, creative optimisation, identity, offsite, and broader AdTech interoperability.

• Collaborate with Commercial Strategy and Solutions GTM to embed partnerships into sales narratives, value propositions, GTM materials, and training programmes.

• Partner with Revenue Strategy & Enablement to ensure partnerships support monetisation logic, yield strategies, and adoption of new ad formats.

• Work with Commercial Operations to ensure partner workflows integrate smoothly into delivery, compliance, O2C processes, and tooling.

• Coordinate with DoorDash Ads partnership counterparts to share best practices, align where appropriate, and identify mutual ecosystem opportunities.

Sales, Strategic Partnerships & Regional Commercial Support

• Act as the senior commercial partner to Sales, Strategic Partnerships, and regional teams on all ecosystem partnership matters.

• Support revenue growth by shaping partner-aligned commercial initiatives, co-selling motions, and category strategies in collaboration with Sales leadership.

• Provide strategic guidance, narratives, and deal-level support where partnerships materially influence commercial outcomes.

• Work with Revenue Operations to ensure frontline teams are effectively supported through playbooks, tooling, and training.

New Partnership Development

• Build a structured evaluation framework to assess potential partners based on revenue impact, strategic alignment, advertiser demand, and integration feasibility.

• Partner with Commercial Strategy, Product, Sales, and Finance to assess where partner innovation can accelerate Deliveroo Advertising’s commercial roadmap.

• Lead commercial diligence, partner structuring, and internal recommendation processes for new partnership opportunities.

Measures of Success

• Growth in partner-enabled revenue across Deliveroo Advertising

• Number, quality, and utilisation of active Joint Business Plans

• Increased partner advocacy, education, and strategic alignment across agencies and holding groups

• Adoption of partnership-led commercial initiatives by Sales teams

• Reduced time-to-activation and increased utilisation of partner capabilities

• Strong cross-functional stakeholder satisfaction across Ads, Sales, Product, GTM, and DoorDash Ads

• Increased visibility and influence of Deliveroo Advertising across the retail media and Media Platform ecosystem

About 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 are transforming the way the world eats and shops by making access to food and products more convenient and enjoyable. We give people the opportunity to buy what they want, as they want it, when and where they want it.

We are a technology-driven company at the forefront of the most rapidly expanding industry in the world. We are still a small team, making a very large impact, looking to answer some of the most interesting questions out there. We move fast, value autonomy and ownership, and we are always looking for new ideas.

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, well-being, parental leave, pensions, and generous annual leave allowances, including time off to support a charitable cause of your choice. Benefits are country-specific, please ask your recruiter for more information.

Diversity

At Deliveroo, 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 businesses in a rapidly growing industry.

We are committed to diversity, equity and inclusion in all aspects of our hiring process. We recognise that some candidates may require adjustments to apply for a position or fairly participate in the interview process. If you require any adjustments, please don't hesitate to let us know. We will make every effort to provide the necessary adjustments to ensure you have an equitable opportunity to succeed.