Head of Ukraine and CEE Marketplace
BlaBlaCar
Kiev, Ukraine
Posted on Nov 21, 2025
About BlaBlaCar
BlaBlaCar is the world’s leading community-based travel app enabling 27 million members a year to carpool or travel by bus in 21 countries. Our team of 800 employees counts over 50 nationalities and is spread across our 5 global offices, 30% working fully remotely.
Your Mission:
We are looking for an experienced Head of UA and CEE Marketplace to join our team. This person will be in charge of the region’s strategy, own P&L, Ukrainian local account management team, which takes care of our bus partners in Ukraine, along with the business support team, composed of technicians that guarantee our product flawless experience on a daily basis.
Reporting to the Senior Vice President Business (Executive Committee Member) and in collaboration with him, along with the Central Business & Strategy teams, your role will be to lead the region in the business two verticals: bus marketplace and carpooling business. An important part of the role related to bus marketplace is to zero the current bus supply acquisition pipeline, build efficient/improve account management governance and processes, build discount negotiation plans, manage a talented team and collaborate closely with the growth team on growth and demand generation initiatives.
This position requires a sharp, strategic, analytical mind, a strong entrepreneurial spirit, leadership and negotiation skills with an ability to build a resourceful network. You should be able to envision and plan future projects in advance while rolling up your sleeves to ensure that the current ones are as efficient as possible.
Your Responsibilities
- Designing and implement business and operations strategy for the Ukrainian and CEE markets (supply, marketing, PR, GR)
- Owning P&L of the region to ensure sustainable and profitable growth
- Understanding bus partners’ journey/behavior by working with the account management team to nourish the local supply acquisition strategy
- Shaping the supply acquisition strategy for the country along with the Regional General Manager and the Account Management team
- Shaping the supply discount strategy for the country
- Setting up the plan to be implemented, encompassing all fronts: hunting, integrating and retention
- Collecting, formatting and analyzing supply KPIs to measure performance
- Sharing best practices with other supply teams, both local and central
- Participating in the development of new projects locally
- Managing the local customer success (account managers) and customer support (technicians) teams
Your Qualifications
- You have ~7+ years of experience with business development within the mobility sector (nice to come from the bus industry);
- You master negotiations of various types (different stakeholders: smaller carriers, bigger ones, authorities)
- You have strong analytics and business acumen
- You have strong leadership skills able to exhibit both in internal and external environments
- You understand B2B lifecycle
- You have experience managing teams
- You have an understanding of P&L management and are able to think strategically about the market incorporating local market insights and data
- You understand B2B and B2C marketing fundamentals;
- You understand a wider business picture and how different functions influence its dynamics (marketing, communications, supply, finance)
- You are organized, results-driven, and are able to work autonomously, under short deadlines and prioritizing in a changing environment, meaning you quickly adapt, while keeping energy
- You are not shy to challenge the status quo and be proactive in suggesting ways to optimize processes and approach
- You are fluent in English and Ukrainian
Nice to have
- Experience and network with bus operators in Ukraine
- You have growth hacking knowledge
What we have to offer:
- Official employment contract
- 4 additional weeks on top of legal maternity/paternity leaves
- Financial support for home office equipment
- 24 days holiday per year
- Local meal plan policyPublic transport compensation
- Mental health/psychological support (Moka.care) & individual therapy sessions (Ensuria)
- Private health insurance
- Personal growth via trainings, mentorship, internal mobility programs, and English classes
- Employee Stock ownership plan
- Regular team building events (End of Summer Party, Christmas Dinner, Workshops)
- 1 day per year for volunteering
Interested in joining the ride? Here’s what your hiring journey will look like
- a 45-min video-call with one of our Talent Acquisition Manager, Elodie Negoti, to get to know you, understand your career expectations and answer your questions
- a 60-min video-call with our Regional General Manager CEE, Olgierd Szylejko, to deep dive into your experience
- a 45-min video-call with our SVP Business Adrien Tahon to explore business prioritization and leadership
- a fully remote exercise to evaluate your technical skills, including a 60-min video-call with key stakeholders to present your work
- Optional - a 30-min video-call with our CEO Nicolas Brusson, for vision fit and rounding off the process.
BlaBlaCar is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees.
