Business Development Representative - Key Accounts

Responsibilities

• Proactive Business Development
• Identify and engage new partners through structured outbound prospecting (calls, email, LinkedIn)
• Execute multi-touch outreach cadences and adapt messaging based on response and conversion data
• Identify and engage key stakeholders within target accounts to generate qualified entry points
• Qualification
• Conduct initial discovery to assess partner fit, business need, and potential opportunity size
• Prioritize high-quality opportunities and ensure only qualified leads are progressed to the Key Account team
• Pipeline Generation
• Consistently generate qualified meetings that convert into pipeline
• Maintain a healthy pipeline through disciplined daily outreach and follow-up
• CRM & Handoff Discipline
• Maintain accurate and up-to-date records in Salesforce, including activities, notes, and next steps
• Provide clear, structured handoffs to Key Account Managers with context on partner needs, stakeholders, and opportunity scope
• Track outreach activity and outcomes (e.g., response rates, meetings booked) and adjust approach based on results
• Account Research & Targeting
• Conduct research to identify high-potential accounts, including multi-location and franchise opportunities
• Map key stakeholders and identify relevant business triggers to inform outreach
• Onboarding & Partner Support
• Support onboarding and rollout by assisting with training and activation of new partners
• Assist with post-sales support to ensure partners are set up for success
• Cross-Team Collaboration
• Partner closely with Key Account Managers to align on target accounts and outreach strategy
• Support broader team initiatives including reporting, onboarding, and rollout execution

Requirements

• Core Skills & Experience
• Experience in outbound prospecting using structured cadences (calls, email, LinkedIn)
• Strong communication skills with the ability to engage, ask questions, and build rapport quickly
• Ability to qualify opportunities by identifying business need, decision process, and potential scale
• Experience using Salesforce or a similar CRM, with strong discipline in activity tracking and follow-ups
• Proactive and able to work independently while collaborating closely with a team
• Experience in food, hospitality, retail, or multi-location business environments is a plus
• Exposure to value-based selling or MEDDICC frameworks is a plus
• Basic data analysis skills to interpret outreach or partner performance is a plus
• Performance Mindset
• Comfortable operating in a high-activity environment with consistent daily outreach across multiple channels
• Adept at tracking and improving performance using metrics (e.g., response rates, meetings booked, conversion rates)
• Strong sense of ownership and accountability for generating pipeline
• Ways of Working
• Highly organized with the ability to manage multiple prospects and follow-ups simultaneously
• Resilient and persistent in the face of rejection, maintaining consistent outreach activity
• Our values:
• We Win Together
• We Raise the Bar
• We Keep It Simple
• We Build A Legacy
• We Care

Benefits

Additional Information

🌏 Mission: 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, which has a huge impact on our planet - 10% of greenhouse gas emissions, to be exact. 💻 Product: Too Good To Go operates the world's largest marketplace for surplus food, where we connect food businesses with consumers who can buy and enjoy it at 50 %+ off retail value. Alongside our app, we create educational tools, operate an end-to-end surplus food management solution, and influence legislation to help reduce food waste. 📈 Scale: We're growing fast: Our community of 124+ million registered users and 252.000 active partners across 20 countries, have together already saved 473+ million meals from going to waste - avoiding over 1.278 Million tonnes of CO2e! Our partners in North America include Tim Hortons, METRO and Whole Foods Market. ⭐️ Impact: We are a certified B Corp social impact company. Too Good To Go was named in Fast Company's list of the World's Most Innovative Companies and World Changing Ideas. We are also honoured to be included in TIME's 100 Most Influential Companies. Most recently, we won Apple's coveted Cultural Impact Winner. As a Business Development Representative, you will play an important role in the growth of Too Good To Go in Canada. Reporting to the Key Account Team Lead, you'll support the development of sales strategies to acquire new national Key Account partners and be a crucial part of the successful onboarding of their stores onto our marketplace. You may also lead the sales strategies for smaller partner acquisition. You will support these accounts and their stores through onboarding and rollout.

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