Business Development Lead, Key Accounts

Our mission at Too Good To Go is to inspire and empower everyone to fight food waste together. It’s a big mission, and that’s where you come in!

At Too Good To Go, you’ll join a team that cares about developing strategic partnerships, making value-based decisions, and finding innovative solutions to the world’s food waste crisis. You’ll lead an elite team to elevate our U.S. growth and collaborate daily with world-class minds—while doing work that’s both high-impact and deeply meaningful.

Your objective is twofold: to hire, train, and develop elite enterprise sales talent, and to drive aggressive Marketplace growth in the US market. You will lead from the front, ensuring our value-based sales methodology and qualification frameworks are the foundation for authentic partnerships. You are not just a manager; you are an active participant in shaping our growth expectations and elevating our execution in the US.

• Target Accountability:
  Own the delivery of new business targets for your team, ensuring the team consistently builds a healthy, high-velocity pipeline.
• Operational Discipline:
  Drive the effort metrics required to scale a two-sided marketplace. You will ensure Salesforce is the source of truth, using qualification frameworks (e.g. MEDDICC) to deliver accurate forecasting and deal validation.
• Strategic Growth Contributor:
  Actively participate in shaping U.S. growth expectations. You will identify market opportunities and provide the boots on the ground insights necessary to sharpen our competitive edge.

• Earnest Discovery:
  Coach your team to move beyond transactional pitching. You will train sellers to be present in meetings, leading with genuine curiosity to uncover a partner’s core business pain before introducing our solution.
• Value-Based Influence:
  Ensure every partnership is built on a foundation of mutual value. You will model the executive presence required to navigate complex, multi-stakeholder deals where we solve business problems rather than just selling a service.
• Active
  
  Coaching:
  
  Lead weekly deal reviews (internal deal pressure-testing) to ensure sellers are moving deals forward through verifiable customer outcomes, not just hopeful activities.

• Raising the Talent Bar:
  Lead the hiring and onboarding for your team, utilizing a rigorous rubric to identify high-caliber talent
• High-Performance
  
  Coaching:
  
  Maintain a culture of excellence over ease by providing direct, actionable feedback. You will be responsible for the development of your team, ensuring every member is an expert in our value-based methodology.

• Methodology:
  Deep proficiency in leading value-based sales methodologies (e.g., Command of Message/Sales, Jolt, MEDDICC).
• Executive Presence:
  Ability to model consultative selling to senior stakeholders. You can execute a structured call plan with natural authority, using it to earn the right to lead a discovery process rooted in genuine curiosity and business-pain identification.
• Marketplace
  
  Experience:
  
  Proven track record in a high-growth environment where high activity levels and strategic thinking coexist.
• Direct Leadership:
  An experienced people leader known for having honest, direct conversations to address performance and uphold a high standard using frameworks (e.g. Skill/Will, Lencioni, Radical Candor)

We are looking for people who are energized by the opportunity and driven by the discipline it takes to achieve it. Too Good To Go is building a high performing team where the right people thrive by holding themselves and each other to these standards. If you are looking for a place to grow, own your work, and make an impact—you’ll fit right in.

To succeed here, you’ll need to embody these four principles:

• Choose Excellence over Ease:
  You take initiative and prioritize long-term impact over short-term comfort, consistently pushing for exceptional quality rather than settling for "good enough."
• Demonstrate Integrity and Responsibility:
  You do the right thing when no one is watching. You recognize your own agency to influence…