Head of Commercial – Restaurant Partnerships (Kazakhstan)

About the role

Yandex is seeking a Head of Commercial to lead its restaurant partnerships business for the Eats service in Kazakhstan. You will shape the commercial strategy, expand the partner network and build a high‑performing team that drives sustainable, profitable growth.

Key responsibilities

• Define and execute the commercial strategy for Kazakhstan, balancing growth, profitability and partner sustainability.
• Support local teams in building a balanced partner portfolio and identifying new business opportunities.
• Design scalable commercial processes that maintain quality and partner experience.
• Hire, develop and lead a commercial organization of 20+ members, both directly and indirectly.
• Guide commercial teams to meet sales targets while preserving strong partner relationships.
• Lead complex negotiations and coach teams to close deals with top chains and key accounts.
• Set goals, prioritize work, delegate tasks and track performance with commercial managers.
• Collaborate with HQ on fees, incentives and reward structures.
• Own commercial KPIs together with operations and marketing teams.
• Grow monetisation revenue through ads, promo placements and new paid tools on the platform.

Required profile

• 5+ years of experience leading commercial teams, preferably across multiple markets.
• Proven track record negotiating multi‑million contracts with C‑level stakeholders.
• Background in fast‑paced environments such as startups or scale‑ups.
• Experience growing monetisation or advertising revenue in a marketplace or platform business.
• Strong communication, negotiation and data‑driven decision‑making skills.
• Demonstrated ability to meet deadlines, take ownership and develop people.
• Full professional proficiency in Kazakh and Russian.

Required skills