Key Accounts Team Lead

About 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
• 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

Additional Information

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.

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