Head of Sales - Independent Partner (SMB)

At Too Good To Go, we have an ambitious mission: to inspire and empower everyone to fight food waste together. More than 1/3 of all food produced in the world is wasted, contributing to 10% of global greenhouse gas emissions. As a certified B Corporation, we connect businesses that have unsold, surplus food with consumers who can buy and enjoy it at half the retail value through our marketplace app.

Our global community of over 120 million users has already saved 600 million meals. Since our successful launch in Japan in January 2026, we have already welcomed over 500,000 users in just a few short months. This rapid growth confirms the immense potential for food waste reduction in the Japanese market and signals that we are ready for the next level.

As the Head of Sales, you will lead the next critical phase: scaling our partner network to meet this surging demand. We have proven the concept; now we need a visionary leader to make "Surprise Bags" a household name across Japan.

This position is based in Tokyo, Japan.

Your Mission

As Head of Sales, you will own the Independent Partner Sales and Growth functions in Japan. Your focus is to lead, scale, and inspire a high-performing sales organization to onboard and engage thousands of SMB partners (bakery, grocery, restaurants, etc.) nationwide.

As a key member of the local Management Team, you will transition our sales operations into a high-velocity engine. You will smartly deploy a combination of Inbound, Outbound, and Inside sales methodologies to bridge the gap between our current success and our national ambitions, ensuring our supply growth. 

Your Role

Team Leadership & Scaling

• Build the Engine: Drive recruitment, onboarding, and capability-building. You will lead the transition from a launch team to a scalable sales organization, constantly coaching and mentoring your team to achieve peak performance.
• Cultivate a High-Performance Culture: Create a metrics-based sales culture focused on results and operational excellence. You set clear expectations and drive ongoing process improvements that contribute significantly to revenue growth.
• Lead from the Front: You are a "hands-on" leader who is willing to roll up your sleeves and join key sales meetings with major partners while simultaneously managing high-level strategy.

Strategy & Execution

• Own the Acquisition Funnel: You own the entire new partner acquisition journey—from lead generation and qualification to conversion. You ensure global best practices are effectively localized to win in the Japanese market.
• Account Lifecycle Management: You are accountable for the retention, growth and commercial output of existing Indies accounts. You ensure that once a partner is onboarded, they remain active, engaged, and successful on our platform.
• Market Mapping: Analyse the Japan market to identify geographic and segment opportunities, building strategic plans for optimum results.
• Optimise Operations: Define and refine the operational setup (Inbound & Outbound) required for the Japanese context, identifying areas for improvement using KPIs to deliver on our growth ambitions.
• Senior Leadership: Actively contribute to strategic decisions within the local management team, bringing entrepreneurial thinking to the table and influencing the wider business.

Requirements (must to have)

• 7+ years of Sales experience, with a strong track record in Merchant Acquisition / New Business Development in the SMB sector.
• 3+ years of People Management experience, with proven success in building or scaling teams in a fast-paced environment.
• Strategic yet Hands-on: The ability to think long-term and build systems, while remaining willing to dive into the field to support the team and close key deals.
• Data-Driven Mindset: Comfortable with numbers and experienced in monitoring various sales KPIs—you use Salesforce and Spreadsheet to steer and guide the team.
• High Commercial Acumen: Proven problem-solving and influencing skills, with the ability to set the bar high and get team members to perform at their absolute best.
• Language: Native-level Japanese and Business-level English.

Requirements (nice to have)

• Experience in a hyper-growth startup where acquisition was the primary growth lever.
• Experience working in a food marketplace or food-related industry is a plus.

Our values

• We win together
• We raise the bar
• We keep it simple
• We build a legacy
• We care 

Benefits & What we offer

• A rare opportunity to work in a social impact company (and certified B Corporation!) where you can see real and tangible impact in your role.
• Working alongside an international community of users, partners and 1350+ colleagues across 21 countries that are on the same important mission.
• Personal and professional development opportunities in a fast-paced scale-up environment.
• An inclusive company culture where you can bring your authentic self to work
• A strong, values-driven team culture where we celebrate successes and socialise with colleagues that care.

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 to get a good overview of Too Good To Go.
• Submit your CV and Cover letter in English or your Japanese 履歴書 and 職務経歴書.

Too Good To Go is an equal opportunity employer

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.