Senior Enterprise Business Development Manager

Too Good To Go; Greater London; Hybrid; GBP 85,000 - 120,000; Full time

Benefits offered by this job

Hybrid working

Health insurance and pension plans

Extra parental leave and days off

Volunteer time through Shareback

Surprise Bag monthly

Job summary

Too Good To Go is seeking a Senior Enterprise Business Development Manager to lead major partnership acquisitions across the UK & Ireland. You will own the end-to-end sales cycle, build scalable models for non-food verticals, and engage with senior executives to secure multi-level buy-in across matrixed enterprises.

You will represent the company in the UK retail community, drive negotiations, and work cross-functionally with Legal, Finance, Product, Operations, and Marketing to tailor retailer

Qualifications

• Extensive experience closing complex, high-value enterprise partnerships across retail, health & beauty, hospitality, consumer goods, or digital platforms.
• Proven track record leading multi-stakeholder sales cycles with persistence and strategic discipline.
• Executive presence to present to and negotiate with Board and C-level executives.
• Strong commercial acumen to identify win-win outcomes and plan around inventory recovery and brand protection.
• Ability to develop robust business cases, financial projections, and tailored proposals.

Responsibilities

• Lead the enterprise go-to-market and partner acquisition across new non-food verticals and retailers.
• Build a scalable enterprise sales model tailored to the UK and Ireland markets.
• Own end-to-end business development lifecycle from territory planning to contract execution.
• Engage senior decision-makers (C-suite to Commercial, Operations, Merchandising, Supply Chain).
• Navigate stakeholders across matrixed enterprises to secure multi-level buy-in.
• Represent Too Good To Go in the UK retail community at events and partner meetings.
• Lead complex commercial negotiations while protecting partner brand equity.
• Collaborate with Legal, Finance, Product, Operations, and Marketing on rollout.
• Maintain accurate pipeline forecasts and deal progression using enterprise frameworks.

Skills

Enterprise partnerships

C-level negotiation

Executive engagement

Multi-stakeholder sales

Strategic planning

MEDDIC/MEDDPICC

Cross-functional collaboration

UK & Ireland market knowledge

Job description

At Too Good To Go, we have an ambitious mission: to inspire and empower everyone to fight 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 product, with consumers who can buy and enjoy them at 1/3 of retail value.

Too Good To Go was named in FastCompany’s March 2022 list of the World's Most Innovative Companies, and was honoured to be included in TIME’s list of the 100 Most Influential Companies of 2022.

We’re looking for an exceptional Senior Enterprise Business Development Manager to join the UK & Ireland team at Too Good To Go.

Your Mission

As a Senior Enterprise Business Development Manager, your mission is to lead the acquisition of major multi-category retail partners and restaurants across the UK and Ireland through a targeted, consultative, and solutions-oriented approach.

You will spearhead Too Good To Go’s strategic expansion into non-food retail verticals while continuing to scale our presence with enterprise grocery and restaurant partners. You will be responsible for designing and executing a repeatable, scalable model for new partnerships, working closely with internal and external stakeholders to accelerate our growth across both markets.

Based in the UK, you will operate as a senior individual contributor, leading complex enterprise sales cycles end-to-end.

Your Role

• Drive enterprise acquisition: Lead the commercial go-to-market and partner acquisition across new non-food verticals (e.g., Health & Personal Care, Vitamins & Nutrition, Household, Petcare, Plants & Flowers), grocery retailers and restaurants.

• Build the expansion playbook: Develop a scalable, repeatable enterprise sales model tailored to the UK and Irish markets to unlock new partnerships.

• Full-cycle ownership: Own the end-to-end business development lifecycle—from territory planning and C-level prospecting to commercial pitch, pilot design, negotiation, and contract execution.

• Executive engagement: Build trusted relationships with senior decision-makers (C-suite, Commercial, Operations, Merchandising, Supply Chain, and Sustainability) in tier-one retail organizations.

• Stakeholder navigation: Demonstrate executive presence and influence across complex, matrixed enterprises to align diverse internal buyers and secure multi-level buy-in.

• Industry representation: Act as the face of Too Good To Go within the UK retail community, representing our circular retail proposition at industry forums, trade events, and high-level partner meetings.

• Strategic negotiation: Lead complex commercial negotiations that protect partner brand equity while driving scalable commercial impact for Too Good To Go.

• Cross-functional leadership: Partner closely with Legal, Finance, Product, Operations, and Marketing to build tailored rollouts that meet retailer operational requirements.

• Sales excellence: Maintain accurate pipeline forecasting and deal progression leveraging enterprise qualification frameworks (e.g., MEDDIC / MEDDPICC).

Requirements

• Extensive experience closing complex, high-value enterprise partnerships—ideally within enterprise retail, health & beauty, hospitality, consumer goods, digital marketplaces, or SaaS/technology platforms.

• Proven track record leading complex, multi-stakeholder sales cycles with persistence, resilience, and strategic discipline.

• Demonstrated executive presence, with the confidence and credibility to present to and negotiate with Board and C-level executives.

• Strong commercial and strategic acumen, to identify win-win outcomes and articulate solutions around inventory recovery, operational efficiency, and brand protection.

• Skilled in developing robust business cases, financial projections, and tailored commercial proposals to drive partner negotiations and internal planning.

• Exceptional relationship-building and influencing skills across diverse retail functions.

• Strong understanding of the UK retail landscape across multi-category retail.

• Extreme personal ownership, self-motivated, autonomous, and comfortable operating as a high-impact senior individual contributor.

• Passionate about sustainability, the circular economy, and eliminating commercial and resource waste at scale.

• Fluent in English with outstanding communication skills.

Our values:

• We Win Together

• We Raise the Bar

• We Keep It Simple

• We Build A Legacy

• We Care

What we have to offer:

• A rare opportunity to work in a social impact company where you can see real and tangible impact in your role.

• Working alongside an international community of users, partners and colleagues across 20 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.

Benefits:

• WORK FLEXIBLY:

  • Enjoy hybrid working from our great offices, at home or abroad.

  • Extra parental leave and days off beyond local legislation and the option to take an extra week of unpaid leave

  • Health insurance and pension plans (subject to country of employment).

  • Additional days off for significant life events

• CELEBRATE & SOCIALISE

  • Regular social events like summer and winter parties.

  • Coffee, snacks and fully-equipped kitchens.

  • Get to know our community with a monthly free Surprise Bag

  • 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