Deliveroo
Strategy & Operations Manager
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About The Team
The Merchant Strategy & Operations (S&O) team owns how Deliveroo monetises its merchant marketplace — from commission structures and fees to pricing architecture across every market we operate in. We partner closely with commercial leadership, product, engineering and finance to build the frameworks that let monetisation scale sustainably, and our work increasingly connects into DoorDash's broader global merchant strategy.
About The Role
As the Strategy & Operations Manager for Merchant Monetisation, you'll own a core workstream within our merchant monetisation strategy — spanning commission structures, merchant fees, and pricing architecture across our markets. You'll take ownership of a defined set of monetisation levers, operating with a high degree of autonomy: building playbooks and negotiation frameworks, running pilots, and scaling what works across markets. Success in this role means merchants continue to get sustainable value from the platform while Deliveroo takes its fair share — backed by standardised, well-governed frameworks that make monetisation changes easy to land.
You will report into the Head of Monetisation on our Merchant Strategy & Operations team in our merchant monetisation organisation.
Key Responsibilities
- Lead a defined monetisation workstream, partnering with commercial leadership across global markets to shape our approach to commission, fee structures and take rate. Run monetisation pilots, track performance, and scale successful models across markets.
- Champion our merchant partners, ensuring we drive sustainable merchant growth and best-in-class selection of merchants, while allowing Deliveroo to take our fair share of value.
- Drive standardisation and reduce complexity across markets and segments, exercising independent judgment on the right methods, techniques and evaluation criteria given differing competitive and market landscapes.
- Operationalise strategy and build playbooks, guidelines and negotiation frameworks that empower commercial and account management teams to land monetisation changes successfully.
- Partner with Engineering and Product leads to define the monetisation roadmap, using technical solutions and automation to create processes that are effective and efficient.
- Act as the DRI for your monetisation workstream, proactively diagnosing and defining net-new functional needs, and pushing the business to think about wider market trends and competitive pricing benchmarks.
- Build formal cross-functional networks, assembling and inspiring stakeholders across groups to drive both strategic decisions and the day-to-day running of governance and process.
- Own ambitious OKRs tied to your workstream, creating the governance and structures to track performance, course-correct and prioritise.
- Set and maintain high standards of operational rigour, mentoring junior team members within the function as you scale monetisation frameworks across markets and segments in a way that stays compliant with local regulations.
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About You
- Experience: 6+ years of professional experience (preferably a mix of strategy consulting and business operations) in tech, marketplaces, or B2B monetisation, and a Bachelor's or Master's degree.
- Commercial Acumen: Deep understanding of marketplace dynamics, subscription pricing, or complex B2B financial models.
- Analytical Mindset: A data-driven approach to structuring problems and driving forward the “why” behind how we test and track results, with proficiency in data and visualisation tools. You find the right balance of data and common sense, and think creatively when working with incomplete information.
- Judgment & Ownership: You determine the appropriate methods and procedures for new, ambiguous assignments, exercising independent judgment on methods, techniques and evaluation criteria, and delivering with an excellent degree of quality and minimal guidance.
- Influence & Leadership: A thought leader who develops followership through mentoring junior team members; proven ability to influence senior leadership and drive cross-functional projects and/or teams in a high-growth, matrixed environment.
- Complex Problem-Solving: Comfortable working on significant and unique issues where analysis of situations or data requires evaluating intangibles, and skilled at creating formal networks that coordinate among groups.
- Must be able to work from the office (London or Berlin) 3 days a week
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Why Join Us?
At Deliveroo, You’ll Do Work That Matters, Solving Real-world Problems In a Three-sided Marketplace That’s Constantly Evolving. We’re Food Lovers, Problem Solvers, Community Builders And More, Brought Together By a Shared Drive To Make Things Better. Working Here You Can Expect To
🔧 Make a visible impact every day
Your work directly improves experiences for customers, partners and riders.
🌱 Learn fast in an entrepreneurial environment
Work close to the market with autonomy, pace and real responsibility.
🧠 Build a career, not just a role
Stretch yourself, develop new skills and grow as the business evolves.
🌎 Deliver together in an inclusive culture
Collaborative, values-driven teams that support how you work best.
We aim to create a fair process that lets your skills shine—our interview typically includes 3-4 stages. Find more about how we hire here.
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.
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 candidates from all backgrounds regardless of age, gender, ethnicity, disability, sexual orientation, gender identity, socio-economic background, religion, or belief.
If you have a disability or long-term health condition and need support to apply for one of our roles, or require any reasonable adjustments during the recruitment process, you’ll have the opportunity to let us know once you’ve submitted your application. We’ll share details on how to request support so we can ensure you have a fair and equitable experience.
If you’re excited about making a real impact in a fast-moving marketplace and growing your career alongside ambitious, supportive teams, we’d love to hear from you!
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