Merchant Development Manager, EU (London or Germany)

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 worlds largest wine platform
As a Merchant Development Manager you are the commercial architect of Vivinos 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 wayratings trust and accessibilityis 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. Youll act as a consultant negotiator and champion for your merchants ensuring they have the tools and strategy needed to win on the worlds 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 dont 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 Vivinos vision. While you are highly sociablebuilding trust and networking across culturesyou 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 arent 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 worlds largest online wine marketplace and most downloaded wine app powered by a community of millions. Vivinos unique wine shopping experience leverages community data to suggest personalized wine recommendations for each 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