Head of Key Accounts

Too Good To Go; Greater London; Hybrid; GBP 90,000 - 130,000; Full time

Benefits offered by this job

Hybrid working

Vacation: 25 days + 5 extra days

Unpaid leave option

Volunteer time

Voucher to Surprise Bags

Social events

Job summary

Too Good To Go is seeking a Head of Key Accounts to lead the UK & IE market, directing a 15+ person KA team to grow partnerships across Food Retail, Restaurants and Franchise. You will set strategy, drive revenue, and collaborate with Marketing, Product and Ops to deliver value.

You will report to the Country Director and shape the KA function while maintaining alignment with the company mission to end food waste. This is a leadership role in a fast-growth environment.

Qualifications

• Extensive senior Key Account Management and Business Development experience.
• Proven revenue growth in food retail, delivery, or retail tech.
• Leadership of large teams in fast-growth environments.
• Strong communication and stakeholder management.

Responsibilities

• Provide strategic leadership for UK & IE Key Accounts.
• Develop and execute growth strategies for high-value partnerships.
• Hire, coach, and scale the Key Account team.
• Collaborate cross-functionally with Marketing, Product and Ops.
• Own P&L and forecast for the KA function.

Skills

Commercial acumen

Key Account Management

Business development

Leadership

Negotiation

Forecasting

Data analysis

Tools

Salesforce

Looker

Job description

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. And that has a huge impact on the health of our planet. 10% of greenhouse gas emissions come from food waste and loss.

Through our marketplace app, we connect businesses that have unsold, surplus food, with consumers who can buy and enjoy it at a significantly reduced price. We are on a mission to empower everyone to take action against food waste: alongside our marketplace app, we create educational tools, explore new business solutions, and influence legislation to help reduce food waste.

We’re looking for talented people with diverse skills and backgrounds to add to our rapidly growing team. That is where you come in: we’re looking for an exceptional Head of Key Accounts based in London.

The Mission:

As Head of Key Accounts, you will play a pivotal role in the growth of Too Good To Go in the UK & IE by strategically leading and driving the success of the Key Accounts function. You will be directly responsible for managing the Key Account team of 15+ FTEs as they drive their teams in the acquisition and growth of partnerships across all verticals, mainly; Food Retail, Restaurants and Franchise.

You are part of the management team and report directly to our Country Director. You will have the overall responsibility of defining strategy, setting priorities, building and maintaining a high-performing team, creating cross-functional collaboration, and achieving the KA team’s targets. In addition, you will be part of an international community of Key Account leaders and engage actively with our colleagues in Marketing, Product and Business Operations.

Responsibilities Include:

Strategic Leadership & Vision: Provide inspiring leadership to the Key Account team. Shape and execute the long-term commercial strategy for Key Accounts across the UK & IE, directly aligning growth and revenue targets with Too Good To Go’s mission to end food waste.

Team Development: Build, coach, and empower a high-performing Key Account team using advanced sales and negotiation methodologies.

Strategic Impact: Serve as an active member of the UK leadership team, contributing to broader company growth and cross-functional strategy.

Partnership Growth: Identify, establish, and expand high-value strategic partnerships across key verticals.

Acquisition & Rollout: Lead overall account acquisition strategy, governing end-to-end rollouts and onboarding for new Key Accounts.

Cross-Functional Collaboration: Partner closely with Marketing, Product, and Business Operations to align strategies, share market insights, and develop tailored value propositions for key accounts.

Financial & Operational Ownership: Drive P&L ownership for the Key Account function, managing targets, budgeting, operational performance, and forecasting.

Who We Are Looking For:

Commercial Acumen & Experience: Extensive experience within senior Key Account Management and Business Development, demonstrating exceptional commercial acumen and a proven track record of driving revenue growth.

Industry Expertise: Proven experience in food retail, food delivery, or retail tech, backed by a strong network and in-depth understanding of national commercial accounts (e.g., restaurants & retail)

Leadership & People Development: Demonstrated success leading, building, and scaling high-performing teams, ideally within a fast-paced scale-up or high-growth business environment.

Communication & Stakeholder Management: Exceptional communication skills with a proven ability to craft compelling narratives and present effectively to any audience, including C-suite.

Negotiation & Coaching Mastery: Advanced negotiation expertise with a proven background in training, coaching, and empowering employees to structure complex deals and deliver high-impact pitches.

Forecasting & Strategic Planning: Strong capabilities in commercial planning, forecasting, and partner lifecycle management. Experience using the MEDDIC methodology is a strong plus.

Data-Driven Decision Making: A highly analytical mindset with the ability to interpret and leverage complex data sets and analytics tools (such as Salesforce and Looker) to identify strategic opportunities for growth.

Cross-Departmental Collaboration: Proven ability to partner closely with departments like Marketing, Product, and Business Operations to co-create unique value propositions and scale operations.

Resilience & Execution: A proactive self-starter who thrives in a fast-paced, collaborative environment and brings high energy to execution.

Mission Alignment: Deeply passionate about our mission to end food waste and driven to make a positive, lasting influence.

What we offer you

WORK FLEXIBLY:

25 days of statutory vacation leave plus 5 extra days after 6 months of employment

• Additional day off for significant life events

• 3 extra Milestone leave days after 3 years of employment

• Enjoy hybrid working from our great offices, at home (max 3 days per week) or abroad

• Extra parental leave beyond local legislation

• The option to take an extra week of unpaid leave

CELEBRATE & SOCIALISE

• Regular social events like summer, Christmas & Halloween parties

• Coffee, snacks and fully-equipped kitchens

• Get to know our community with yearly free voucher to TGTG Surprise Bags

• Paid volunteer time through our Shareback volunteering programme

• Women in the Workplace, P.R.I.D.E., People of Colour and Functionally Diverse Employee Resource Groups

Our Values

We win together

We raise the bar

We keep it simple

We build a legacy

We care