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Enterprise Business Development Manager

Bolt

Bolt

Sales & Business Development
Tallinn, Estonia
Posted on Jan 20, 2026

Enterprise Business Development Manager

We are looking for an Enterprise Business Development Manager to play a key role in continuing the growth of our Delivery business.Location: Tallinn, Estonia

About the role

The Enterprise Business Development Manager owns new international enterprise partnerships and complex, high-impact deals across Bolt’s core and expansion markets. This role is fully dedicated to new business — unlocking incremental GMV, securing strategic partnerships, and accelerating large multi-location rollouts. It is designed to ensure that complex negotiations and expansion opportunities receive focused senior ownership, without dilution from ongoing account management. You will work closely with Enterprise Leadership, Expansion, Finance, Legal, Product, Operations, and Local Market teams to take deals from opportunity identification through contract signature, launch, and structured handover.

Main tasks and responsibilities:

Enterprise Deal Strategy & Pipeline Planning: Develop and own a structured enterprise deal pipeline aligned with Bolt’s GMV priorities, expansion strategy, and category focus. Translate strategic priorities into concrete deal roadmaps, market sequencing, and partner targeting plans.
Complex Deal Ownership & Commercial Structuring: Lead end-to-end execution of complex enterprise deals, including multi-market agreements, expansion market entries, exclusivity negotiations, and large roll-outs. Own commercial structuring, deal economics, and contractual alignment in partnership with Finance and Legal.
Expansion & Market Entry Enablement: Work closely with Expansion and local leadership to design and execute market entry strategies for enterprise partners. Ensure that expansion deals are commercially sound, operationally feasible, and launch-ready before market activation.
Cross-Functional Deal Leadership: Act as the central deal owner coordinating Product, Tech, Legal, Finance, Operations, Expansion, and Markets to remove blockers, align dependencies, and accelerate time-to-market. Drive clarity on ownership, timelines, and decision points throughout the deal lifecycle.
Launch Management & Handover: Oversee partner launch and first 12 months performance against agreed deal assumptions. Define success criteria and ensure a clean, structured handover to Account Management teams within the first 12 months of the deal.
Corporate Deals Structuring. Work together with the leadership team on new confidential business opportunities to enrich the selection of biggest restaurant brands in our countries.

About you:

You have over 5 years of experience in Key Account Management, Enterprise Sales, or Strategic Partnerships, including at least 2 years in a regional or cross-market leadership role.
You have a proven track record closing complex, high-value, multi-stakeholder deals
You have experience with multi-location or franchise-based businesses (QSR, retail, fuel, hospitality)
You have strong commercial and financial acumen.
You are able to operate autonomously in a fast-paced, high-growth environment

Experience is great, but we also look for drive, intelligence, and integrity. So, even if you don’t tick every box, please consider applying if you feel you’re the kind of person described above!

Apply now and join us to make cities for people, not cars.

Become part of our Business Operations team

*Some perks may differ depending on your location.

Why you’ll love it here:

Our teams work on local and global processes in over 50 countries. We build partnerships, launch cities, onboard new restaurants, enable 200+ million people to commute, and ensure millions of partners can earn an income on their terms.

Play a direct role in shaping the future of mobility. Impact millions of customers and partners in 600+ cities across 50+ countries. Work in fast-moving autonomous teams with some of the smartest people in the world. Accelerate your professional growth with unique career opportunities.

Get a rewarding salary and stock option package that lets you focus on doing your best work. Enjoy the flexibility of working in a hybrid mode with a minimum of 2 days in the office each week to foster strong connections and teamwork. Take care of your physical and mental health with our wellness perks.

About us

With over 200 million customers in 50+ countries, Bolt is one of the fastest-growing tech companies in Europe and Africa. And it's all thanks to our people.

We believe in creating an inclusive environment where everyone is welcome, regardless of race, colour, religion, gender identity, sexual orientation, age, or disability.

Our ultimate goal is to make cities for people, not cars, and we need your help to achieve this mission!

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