Sales Team Lead - SMB

At Wolt, we create technology that brings joy, simplicity and earnings to the neighborhoods of the world. In 2014 we started with delivery of restaurant food. Now we’re building the delivery of (almost) everything and you’ll find us in over 500 cities in 30 countries around the world. In 2022 we joined forces with DoorDash and together we keep on dreaming big and expanding across the globe.Working at Wolt isn’t always easy, but it’s definitely exciting. Here you’ll learn more, build more, and ship more than in most other companies. You’ll be challenged a lot, but also have a lot of fun on the way. So, if you’re a self-starter with drive and entrepreneurial spirit, this could be the ride of your life.

As our Sales Team Lead, you will take a key leadership role in accelerating the growth of small & medium business restaurants and retailers across the Wolt platform. You will manage and develop a sales team, oversee business development activities in Almaty and multiple cities, and guide our expansion across both our established restaurant vertical and our rapidly growing retail segment. This role requires a strategic, hands-on leader who can set direction, elevate team performance, build strong market relationships, and ensure high-quality execution across all cities under your scope.

If you thrive in a fast-paced, international tech environment, enjoy leading people, and are motivated by driving meaningful commercial outcomes, this is an opportunity to make a significant impact and contribute to Wolt’s long-term growth in Kazakhstan.

As a Sales Team Lead for Wolt Kazakhstan, you will play a key role in driving the growth and performance of our SMB business across Almaty and four regional cities (Taraz, Kyzylorda, Uralsk, Pavlodar). You’ll lead a talented sales team, shape our local go-to-market execution, and ensure we build strong, sustainable partnerships with the right SMB merchants.

We’re looking for someone who thrives in a fast-moving environment, enjoys working across teams, and approaches challenges with clarity, structure and a positive, hands-on mindset.

• Lead, coach and inspire a high-performing SMB sales team, ensuring clear goals, strong execution and ongoing development.
• Building the team by taking an active role in recruitment
• Own the full SMB sales pipeline across assigned cities (Almaty and region) - from prospecting to deal closure - ensuring smooth collaboration with onboarding and account management teams.
• Drive commercial negotiations and set partnership terms that support long-term, sustainable growth for Wolt and our merchants.
• Monitor and manage team KPIs, maintaining a strong focus on revenue growth, quality pipeline management and overall commercial performance.
• Meet sales targets set by the Head of Sales and ensure consistent delivery against commercial goals.
• Use CRM insights and analytical dashboards to identify trends, inform decision-making and unlock new opportunities.
• Collaborate cross-functionally with Onboarding, Ops, and Merchant teams to improve workflows and enhance merchant experience.
• Support regional expansion and key local initiatives that strengthen Wolt’s SMB presence in Kazakhstan.

• 5+ years of successful experience in Sales within SMB, Enterprise, B2B, Retail, or FMCG
• Strong capability in B2B sales, incl. revenue growth, pipeline ownership and commercial negotiation
• Proven leadership track record (3+ years) with the ability to coach, motivate and develop teams
• Excellent communication and stakeholder management skills across different seniority levels
• Analytical mindset with confidence in Excel/Sheets and ability to build dashboards (Looker / Power BI)
• Proactive, structured and solutions-oriented approach with a strong “can do” attitude
• Experience in Retail or the Restaurant industry is a plus
• Fluency in Russian, Kazakh and English

• A dynamic, international environment with low hierarchy, real ownership, and the pace of a scale-up backed by a global leader
• Hybrid work mode: four days in the office, one day remote.
• Career growth opportunities both vertically & horizontally
• Medical Insurance and strengthened sick leave
• Employee Assistance Program - therapy and wellbeing
• % Discount on your Wolt orders
• Wolt-wide training programs
• Team budgets
• Fruits and drinks at the office

If you are excited about working in a high-growth environment, taking ownership, and being part of an extremely ambitious team redefining grocery shopping, then let’s get the conversation going!

We will be reviewing applications on an on-going basis, so if this sounds like an opportunity you want to pursue, apply today!

Please note that we do not accept applications coming through email due to GDPR. Make sure to apply through our careers page!