Business Development Representative - Key Accounts

Our Mission

At Too Good To Go, we are dedicated to combating food waste on a global scale. Over one-third of the food produced worldwide is wasted, contributing significantly to 10% of global greenhouse gas emissions. Our vision is to inspire and empower everyone to join the fight against food loss.

About Our Product

Too Good To Go operates the largest global marketplace connecting food businesses with consumers, offering surplus food at discounts exceeding 50% off retail prices. We additionally develop educational resources, manage complete surplus food solutions, and influence policies to mitigate food waste.

Company Growth and Impact

Expanding rapidly, our community includes over 124 million registered users and 252,000 active partners across 20 countries. Together, we've saved over 473 million meals and prevented more than 1,278 million tonnes of CO2 emissions. In North America, our collaborators include major brands like Tim Hortons, METRO, and Whole Foods Market.

Recognition

We are a certified B Corp social impact company, recognized among Fast Company's World's Most Innovative Companies and TIME’s 100 Most Influential Companies. Additionally, we are proud recipients of Apple’s Cultural Impact Award.

Role Overview

As a Business Development Representative reporting to the Key Account Team Lead, your role entails driving sales strategy implementation to secure new national Key Account partners and facilitating their onboarding into our marketplace. You will also potentially spearhead acquisition efforts for smaller partners, supporting them through launch and rollout phases.

Key Responsibilities

• Proactively identify and engage new prospects using structured outbound approaches such as calls, emails, and LinkedIn outreach.
• Adapt multi-touch outreach tactics based on feedback and conversion metrics.
• Discover and connect with key decision makers within target accounts to develop qualified leads.
• Perform initial assessments to evaluate partner suitability, business needs, and opportunity size, prioritizing qualified leads for advancement.
• Maintain a consistent flow of qualified meetings to build a robust sales pipeline through disciplined daily outreach and persistent follow-ups.
• Diligently update Salesforce with comprehensive records on activities, notes, and subsequent steps.
• Ensure smooth transition of leads to Key Account Managers with detailed context regarding partner needs and opportunity scope.
• Analyze outreach performance (response rates, meetings booked) and optimize outreach methods accordingly.
• Conduct detailed research on potential high-value accounts, including multi-location and franchise businesses, to map stakeholders and identify triggering business events.
• Facilitate partner onboarding and activation by providing training support, and offer ongoing post-sale assistance to ensure success.
• Collaborate closely with Key Account Managers to align strategy and support broader team initiatives such as reporting and rollout execution.

Required Qualifications and Skills

• Proven experience in outbound prospecting through calls, email, and LinkedIn using structured contact cadences.
• Excellent communication skills to engage stakeholders effectively, ask pertinent questions, and quickly build rapport.
• Capability to qualify leads by understanding business requirements, decision processes, and potential business scale.
• Proficiency in Salesforce or equivalent CRM systems with strong discipline in managing activity tracking and timely follow-ups.
• Self-driven with the ability to work independently yet coordinate closely within a team environment.
• Experience in food, hospitality, retail, or multi-location business sectors is advantageous.
• Familiarity with value-based selling or MEDDICC frameworks is beneficial.
• Basic competency in data analysis to evaluate outreach and partner performance metrics is a plus.
• Comfort operating in a high-activity environment requiring consistent daily outreach over multiple channels.
• Strong ownership and accountability for developing and managing sales pipeline.
• Highly organized with excellent multitasking capabilities for managing numerous prospects and follow-ups simultaneously.
• Persistent and resilient attitude to maintain outreach activity despite potential rejections.

Our Core Values

• Collaboration and collective success
• Commitment to continuous improvement and excellence
• Simplicity in approach and processes
• Building a lasting and meaningful legacy
• Genuine care and respect for people and the environment

Benefits and Work Environment

• Flexible work arrangements with a hybrid model requiring three days in-office per week.
• Generous vacation entitlement of 20 paid days annually.
• Opportunities for paid volunteer time through our Shareback program.
• Inclusive paid parental leave with additional top-up opportunities.
• Comprehensive health insurance and RRSP matching benefits within Canada.
• Monthly ClassPass credits to support an active lifestyle.
• Additional parental leave days beyond statutory requirements, plus option for extra unpaid leave.
• Regular team social activities and celebrations encouraging community.
• Access to refreshments including coffee and snacks in a welcoming office environment.
• Participation in diverse employee resource groups fostering inclusivity and connection.

Compensation

The estimated annual base salary ranges from CAD 57,000 to 60,000 with an additional potential commission of 15%. Final compensation depends on factors such as experience and language skills.

Additional Information

This role is based onsite in Toronto, Canada. Please note that the company does not provide visa sponsorship or support visa extensions. Accommodations are available during the recruitment and interview process upon request to ensure equitable access.

Equal Opportunity

Too Good To Go embraces diversity and inclusion, fostering a culture where all team members can thrive authentically. Employment decisions are made strictly on qualifications and business needs, promoting equal opportunity.