Job Description
Commercial Excellence Manager, Merchant Success
We are looking for a Commercial Excellence Manager to help scale Bolt’s rapidly growing business in Tallinn, Estonia.
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!
As a Commercial Excellence Manager, your core mandate is to improve revenue per merchant and retention by owning how Account Managers ramp and how portfolio execution is standardised across the organisation. The primary focus of this role is ensuring that every team member actively engages their portfolio, executes campaigns, and delivers measurable revenue impact early.
You will build structured onboarding, portfolio-based ramp models, and execution frameworks that translate account ownership into consistent growth outcomes. You will drive impact on key commercial KPIs such as time to first revenue impact, campaign execution, upsell activity, and portfolio performance across 15+ markets.
In this role, you will partner closely with regional leadership to identify performance gaps in merchant engagement and growth, and implement scalable solutions that improve consistency and execution quality. You will define the systems and standards, while Team Leads remain accountable for performance outcomes.
Account Management Onboarding: You willown structured onboarding and ramp models with clear milestones. Ensure Account Managers take ownership of their portfolio early, engage merchants consistently, and deliver initial revenue impact. Product Enablement & Adoption: You cantranslate product features into practical merchant use cases and execution frameworks. Enable Account Managers to drive adoption across their portfolio through campaigns and structured workflows. Manager Enablement & Calibration: You will help to equip Team Leads with frameworks for portfolio reviews, performance coaching, and account planning. Support calibration and promotion processes to ensure consistent performance standards across teams. Ramp Scorecards & Early Performance Tracking: Build and own portfolio-based ramp scorecards tracking engagement, campaign execution, upsell activity, and early revenue signals. Define benchmark behaviour based on top performers and flag underperformance early. Merchant Growth & Commercial Execution: You will have the opportunity to improve revenue per merchant by building frameworks and training around upselling, campaign execution, and account prioritisation. Ensure consistent execution across portfolios. Playbooks and execution standards: You will own development and adoption of account management playbooks (ads, lifecycle, promotions), while ensuring high usage and consistent execution across markets.
You have experience in Account Management, Commercial Operations, or Enablement roles within a commercial environment. You have Strong understanding of merchant growth, retention, and upselling dynamics. You have Solid understanding of commercial metrics, processes, and tooling (CRM, reporting, performance tracking). You areable to translate commercial challenges into practical, scalable frameworks and execution standards. You areopen to business travel as required by the team. You are ready to relocate to our Tallinn HQ.
Experience is great, but what we really look for is drive, intelligence, and integrity. So even if you don’t tick every box, please consider applying!
Accelerate your professional growth with unique career opportunities. Enjoy a rewarding salary and stock options, knowing that as Bolt succeeds, so do you. Take care of your physical and mental health with our wellness perks. Celebrate 5 years at Bolt with a 1-month paid sabbatical to recharge. Connect with colleagues at annual company events and smaller team gatherings. Balance flexibility and in-person collaboration with our hybrid model, including at least 12 monthly in-office days.
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