Business Development Manager - Deliveroo for Work

Our Global Structure Deliveroo is now part of DoorDash, bringing together teams with even greater reach, scale, and ambition. Depending on your role, you may collaborate with teammates, systems, and leaders across DoorDash and Wolt. Together, we’re unlocking new possibilities as one global team. We're looking for a Corporate BDM to join our Milan team. In this role, you'll be an integral part of the Deliveroo for Work (DfW) B2B sales team in Italy, with the primary responsibility of signing up new corporate clients and driving incremental revenue. This role will predominantly focus on the Italian market and will be heavily outreach focused. It requires someone with a real hunter mentality, who is confident picking up the phone and getting meetings booked with key decision makers across target corporations. About Deliveroo for Work Deliveroo for Work (DfW) is on a mission to deliver amazing experiences in the workplace and improve employee wellbeing. We bring the neighbourhood to the office, partnering with thousands of companies across Europe — from tech startups to global law firms — to manage corporate catering and employee food perks through a centralized, high-growth platform. This position is based in Milan with a hybrid working model, and will report to the Corporate Commercial Lead Italy, as part of the wider DfW EU team. We are a global team, with DfW colleagues based across 6 countries. The growth opportunity within the Italian market is huge, with 2026 being a crucial year to scale the business so this role offers the chance to make a real commercial impact. What You'll Be Doing • Growing a comprehensive sales pipeline in Italy by identifying and building relationships with senior stakeholders working at companies across different sectors and industries. • Prospecting through B2B lead-gen databases, combined with cold-calling, email outreach, and networking, events, and referrals. • Creating bespoke pitch decks and commercial quotations based on specific client use-cases, and handling commercial negotiations to convert target accounts. • Owning the full sales cycle end to end, from prospecting through to closing and client activation. • Hitting assigned monthly & quarterly KPIs including calls, meetings, activation rate, and revenue • Guiding new accounts through onboarding, overseeing amazing order experiences, and working closely with the Account Management team to ensure seamless handovers and client retention. • Utilising Salesforce, Google Sheets, Looker report, and present on sales performance, pipeline, and growth strategies. • Assisting with ad hoc tasks that fall under DfW's scope, such as attending trade events, supporting marketing activations, providing data reports, and chasing overdue client invoices. • Being proactive in helping to improve sales processes and tools, and shortening the sales cycle. What You'll Need to Thrive • Excellent verbal and written communication skills in Italian and English are a must. • 3+ years of B2B sales experience, with a demonstrated track record of driving revenue growth through a consultative and data-driven approach. • Structured and analytical mindset, able to manage long, multi-stakeholder corporate negotiations through to close and to prioritise a pipeline. • Resilient and comfortable handling objections and rejection - cold outreach is a core part of this role. • Skilled at navigating multi-stakeholder corporate sales, engaging procurement, legal, HR, and finance contacts alongside the primary decision maker. • Strong commercial curiosity - genuinely interested in understanding a client's business in order to tailor solutions • Strong cross-team collaborator, able to work effectively with Account Management, Marketing, Product, and the wider DfW EU team to get deals done. • Based in Milan (or willing to relocate). • Highly proficient using Salesforce and Google Sheets (excel) • Quick learner, team player, and thrives within a fast-paced startup environment. • Self-motivated, proactive, and able to take initiative when working autonomously. • Bachelor's degree preferred. Compensation • National Collective Agreement (CBA): CCNL Commercio e Terziario • Classification Level: Livello 3 The total target compensation (OTE - On-Target Earnings, ovvero la retribuzione totale prevista al raggiungimento del 100% degli obiettivi) for this role is €35,200 – €44,000 gross per year, of which the base salary range is €25,200 – €30,000. The successful candidate's starting pay will fall within the pay range listed above and is determined based on a number of job-related factors including, but not limited to, skills, experience, qualifications, work location, and market conditions. This position is not eligible for consideration for an equity/RSU grant. To learn more about our benefits, please do not hesitate to bring this up with your Talent Acquisition Partner! The successful candidate's starting total target compensation (On-Target Earnings) for this role will fall within the pay range listed below and is determined based on a number of job-related factors including, but not limited to, skills, experience, qualifications, work location, and market conditions. This compensation is composed of a percentage based split between base salary and variable pay (where the base salary represents a percentage of the total range below. Eligible employees may earn variable compensation if they meet 100% of their performance targets. Actual earnings may be higher if targets are exceeded or lower if targets are not fully met. Pay Range: €35.000—€44.000 EUR Diversity, Equity and Inclusion At Deliveroo, we know that a great workplace reflects the world around us and that true diversity and inclusion make us stronger, more creative, and better at what we do. We’re committed to fostering an environment where everyone can do their best work and feel they belong. We believe in equality of opportunity and welcome candida