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.

The Role

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.

Core Responsibilities

Driving Marketplace Delivery & Execution

• 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.

Developing Strategic Partnerships through Discovery

• 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.

Talent Development & Leadership

• 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.

Requirements

• 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) 

What it takes to succeed

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 outcomes and take responsibility —meeting setbacks with solutions and humility rather than excuses.
• Seek Honesty: You ask questions and prioritize truth over comfort, welcoming candid feedback, and addressing performance directly to ensure we never stop improving.
• Bring Energy and Joy to the Journey: You take responsibility for the energy you bring to the team, finding meaning in the work while celebrating our shared wins and lessons.

Benefits

Agility & Autonomy

• Modern Hybrid Model: Maintain a high-performance rhythm with a balance of focused remote work and collaborative office days (3x a week) in our Chicago hub.
• Global Mobility: The flexibility to work from abroad for up to 30 days per year.
• Dedicated Time to Recharge: 20 days of paid vacation plus additional paid volunteer time through our Shareback program.
• Parental Support: Comprehensive paid parental leave with top-up support to ensure you can be present for life’s most significant milestones.

Holistic Wellbeing & Security

• Premium Health Coverage: 100% employer-paid medical (EPO), dental, and vision options for employees.
• Comprehensive Support: Access to our Employee Assistance Program (EAP) for mental health care, legal and financial advisory, and family support.
• Active Lifestyle: Stay energized with monthly ClassPass credits and our dedicated bike mobility program.
• Financial Future: Plan for long-term security with a 401(k) program, including an employer-matched contribution.

Community & Belonging

• Global Connectivity: Engage with our international team through various Employee Resource Groups (ERGs), including P.R.I.D.E., Women in the Workplace, Global Majority Voices, and Functionally Diverse groups.
• Vibrant Workspace: Experience a welcoming office environment with curated snacks, premium coffee, and regular team celebrations that foster a true sense of community.

How to apply

• We take recruitment very seriously, so please carefully read everything we have written above. Please also check our website and international media in order to get a good overview of Too Good To Go.
• Submit your CV and Cover letter in English.
• Please note that we only accept applications coming through our platform. No CV or Cover Letter will be accepted by email or LinkedIn direct messaging.

Certain US states/jurisdictions require Too Good To Go to include a reasonable estimate of the salary range for this role. A reasonable estimate of the range for new joiners for this role in the United States is a base salary of $125,000 - $140,000  and an OTE of $230,000 - $260,000. Actual salaries may vary and may be above or below the range based on various factors, including, but not limited to, an individual's assigned work location, experience, and expertise.

Ref: #LI-MN1

A Movement for Everyone
We want to inspire and empower everyone to fight food waste together. With that mission, it’s only natural that we want to build a diverse and inclusive team of highly capable individuals who are passionate about doing things in a better way. We strongly believe we all excel and are more creative when we’re allowed to be ourselves, and we’re committed to a culture where all of us belong.
We are an equal opportunity employer and all employment is decided on the basis of qualifications, merit and business need. If you need reasonable accommodation at any point in the application or interview process, please let us know.