Vivino is the world's largest online wine marketplace, powered by a community of millions of wine drinkers who use the Vivino app to scan and rate more than 500,000 wines every single day.
By harnessing the power of technology and social behaviour, we have created a personalization-powered, community-driven e-commerce platform with more than 75 million community members. Help us bridge the gap between merchants and direct consumers, ensuring all our users buy the right wine at attractive prices and that our merchants can promote their products.
Primary contact for merchants, ensuring they have the tools and strategy needed to win on the world's largest wine platform
As a Merchant Development Manager, you are the commercial architect of Vivino's presence across Germany, Austria, and Denmark. This role is far more than traditional account management; it is a strategic partnership position where you serve as the primary commercial heartbeat for our most vital merchants. You will spend your days bridging the gap between our wine-loving community and the merchant marketplace, ensuring that the "Vivino way"—ratings, trust, and accessibility—is reflected in every bottle sold. The role can be located either at our vibrant London office or remotely in Germany.
Your mission is to scale our marketplace footprint by empowering merchants to succeed through data-driven insights and long-term planning. You will be tasked with hitting ambitious GMV and GP targets, all while navigating a fast-paced, global environment that values flexibility and collaborative hustle. Whether you are identifying new strategic partners, optimizing the performance of existing ones, or navigating the nuances of the DACH and Nordic markets, your goal remains the same: driving growth by ensuring the right wines reach the right users at the most competitive prices. You'll act as a consultant, negotiator, and champion for your merchants, ensuring they have the tools and strategy needed to win on the world's largest wine platform.
Furthermore, your key responsibilities can be described as follows:
* Lead the commercial relationship for key merchants, developing Annual Account Plans and driving QBRs to ensure long-term alignment and growth.
* Identify and onboard high-potential strategic merchants and facilitate cross-border expansion for current partners.
* Own the end-to-end planning of global and local campaigns, negotiating pricing and availability to meet GMV/GP goals.
* Analyze sales signals, margin, and demand to optimize SKU breadth and maintain pricing competitiveness across your regions.
* Monitor merchant health and SLA compliance (delivery, service quality) to protect the user experience.
* Act as the internal "voice of the merchant," collaborating cross-functionally to improve tools, workflows, and global SOPs.
An entrepreneurial mindset, comfortable with ambiguity, and motivated by contributing to a culture of transparency and shared success
While we prefer not to confine anyone to rigid categories, we believe you will thrive and succeed in this position if you can effectively demonstrate your experience or aptitude across the aspects outlined below.
We are looking for a commercial-oriented colleague who balances a results-oriented mindset with the emotional intelligence needed to navigate a global, community-focused marketplace. You are someone who thrives in the "grey areas" of a fast-growing tech company, bringing a sense of order to complexity without losing your entrepreneurial spark.
You are driven and impactful; you don't just wait for opportunities, you create them. You possess a natural ability to influence others, making a clear mark on the business by persuading stakeholders and merchants to align with Vivino's vision. While you are highly sociable—building trust and networking across cultures—you are also supportive, valuing a collaborative team environment where knowledge is shared, and collective success is celebrated.
We imagine it would be a significant advantage if you are structured and take a methodical approach to managing your portfolio, ensuring that every Annual Account Plan meets all expectations. However, you aren't rigid; you are flexible and agile, able to pivot your strategy when market dynamics shift or new data emerges. You are the person who brings both the energy to win and the discipline to scale.
Furthermore, we would think you can demonstrate the following:
* Proven background in online marketplaces or high-growth e-commerce environments.
* Extensive experience managing high-value, strategic clients and long-term partnership lifecycles.
* Strong track record in commercial negotiations, including pricing, margins, and complex campaign funding.
* Direct experience managing revenue targets or contributing to P&L performance.
* Professional-level fluency in both English and German (written and spoken).
* A genuine interest in the world of wine; a WSET level 2 or 3 (or equivalent) is a significant advantage.
Working at Vivino
Working at Vivino is challenging, fun, and rewarding. We have an incredible, multicultural, and international work culture where we take care of and look out for each other. We appreciate new ideas and encourage everyone to bring them to the table. We are not afraid to make mistakes as long as we take ownership, learn from them, and support one another in our continual improvement.
Who are we?
TRUSTED BY MILLIONS TO DISCOVER AND BUY THE RIGHT WINE EVERY TIME
Vivino is the world's largest online wine marketplace and most downloaded wine app, powered by a community of millions. Vivino's unique wine shopping experience leverages community data to suggest personalized wine recommendations for each user. In addition to making wine discovery fun and effortless, Vivino is the best place for wine drinkers to buy wine. The Vivino app is available for download on Android and iOS devices.
We are a fast-paced, growing team with offices in San Francisco, USA, and Copenhagen, Denmark. We also have teams worldwide in the UK, Netherlands, Italy, Spain, Germany, France, Ireland, Australia, and Hong Kong.
Our team is passionate about our core purpose: empowering people everywhere to enjoy wine to the fullest. We do that every day by building technology and leveraging data that puts the power back in consumers' hands. We do not see wine as a commodity but as an offering of a cultural experience that was once out of reach for many but is now open to everyone.
Commitment to diversity and inclusion
Vivino is an equal opportunity employer and prohibits unlawful discrimination based on race, color, religion, gender, sexual orientation, gender identity or expression, national origin or ancestry, age, disability, marital status, veteran status, or other characteristics protected by applicable law.
Application deadline: March 23, 2026