Head of Independent Partners

Too Good To Go International; Warszawa; Hybrid; PLN 350,000 - 600,000; Full time

Benefits offered by this job

Hybrid working

Health insurance

Pension plan

Volunteer time

Social events

Job summary

Too Good To Go International is seeking a Head of Independent Partners in Poland to lead the SMB partner sales and growth functions. You will manage a phone-based acquisition team, set strategic direction, and align with global teams to drive revenue and sustainable expansion.

You will report to the Country Director, build a scalable Commercial organisation, recruit and develop talent, and ensure strong performance across markets while championing sustainability and impact.

Qualifications

• Proven track record leading Sales/Commercial teams in Poland.
• Experience acquiring/growing SMB partners via telephone.
• Fluent in Polish and English.
• Strong negotiation and data-driven decision making.
• Understanding of restaurant/food retail partner dynamics.

Responsibilities

• Lead and scale a high-performing Sales/Commercial team in Poland.
• Own the full partner acquisition funnel from lead gen to conversion by phone.
• Develop strategic growth levers with global teams.
• Drive revenue targets, budget, and performance.
• Foster collaboration across markets and build a scalable Commercial organisation.
• Recruit, onboard, and develop teams; manage KPIs.

Skills

Sales leadership

Poland market

Restaurant accounts

Food retail

KPI driven

Stakeholder management

Salesforce

Communication

Strategic thinking

Hands-on leadership

Data-driven

Polish language

English language

Tools

Salesforce

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 ⅓ of retail value. We are a certified B Corporation with 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 growing fast: Our community of 120 million registered users and 180,000 active partners across 20 countries, have together already saved over 500 million meals from going to waste

In 2023, Too Good To Go was recognised on Fortune's acclaimed 'Change the World' list, named as one of Deloitte's 'Best Managed Companies' and won a coveted 'Cultural Impact Award' at the annual Apple App Store Awards.

To help drive our mission forward across Poland, we’re now looking for a highly motivated and experienced Head of Independent Partners to lead and grow our Sales and Account Teams in acquiring and growing small and medium-sized businesses primarily over the phone and to join us in the fight against food waste!

If you want to be part of a fantastic team and are looking for a role with real purpose, read on.

This is a fixed term contract for +- 18 months

Your mission

As Head of Independent Partners, you will own the Independent Partner Sales and Growth functions in Poland, leading the team focused on acquiring and growing SMB partners through phone-based outreach.

Reporting to the Country Director and as part of the local Management Team, you’ll play a key role in expanding our partner network. You'll set strategic direction, ensure alignment with growth targets, and empower your teams to drive strong, scalable performance.

You’ll inherit a motivated, high-performing Team with the goal of further developing, structuring, and empowering them, while also fostering collaboration between markets.

Your role

Team Leadership

• You lead, develop, and inspire a team of 2 Team Leads and their Sales/Account Representatives (approx. 21 FTE total) focused on calling SMBs across Poland

• You create a performance-driven, metrics-based sales culture - that is focused on results, operational excellence, and continuous development.

• Drawing on your strong knowledge of negotiation and scalable sales model you coach and empower your Team Leads and support their leadership growth through clear KPIs, structured performance management, and a collaborative team culture.

• You set clear expectations for ownership, and drive ongoing process improvements that contribute significantly to revenue growth with your team.

• You’ll evolve existing successful teams into a scalable, results-oriented Commercial-organisation that consistently meets and exceeds ambitious targets.

• You drive recruitment, onboarding, and capability-building initiatives to continually raise the bar on Commercial excellence

• As part of the senior leadership team, you’ll actively contribute to strategic decisions, bring entrepreneurial thinking to the table, and positively influence the wider business.

Strategy, Partner Relationships & Accountability

• You own the entire new partner acquisition funnel – from lead generation and qualification to conversion through phone-based acquisition.

• You are accountable for the retention, growth and commercial output of existing Indies accounts

• Your goal is to increase market penetration and ensure sustainable growth through a structured, data-driven approach.

• Reporting directly into the Country Director and working closely with the global teams, you’ll develop strategic growth levers, translate these into actionable goals and initiatives, and take direct responsibility for the revenue, budget and performance of your function.

• You’ll ensure that global best practices and data-driven improvements are effectively localised, positioning your team as a key driver of sustainable growth across Poland

Requirements

• You bring deep experience in leading and scaling high-performing Sales/Commercial teams in Poland, ideally within a fast-paced, KPI-driven global marketplace or platform business environment.

• You have a strong track record in acquiring and growing preferably Restaurant/Food Retail accounts in Poland market and understand how to win partners, especially via telephone.

• You know how to motivate teams to consistently meet or exceed ambitious targets.

• You’re confident in stakeholder management, navigating matrix structures and you’re a people-focused leader.

• You work with KPIs to measure outcomes and drive strategy implementation.

• You’re confident with numbers and experienced in sales tools – ideally Salesforce.

• You’re a clear communicator who can translate ideas into action and define tangible goals.

• You’re a strategic thinker and a hands‑on leader: you know when to zoom into the detail and when to take a step back and look at the bigger picture.

• You analyse market trends, processes and performance, draw data-based conclusions and make decisive, growth-enabling choices.

• You are fluent in Polish and English

• You deeply align with our mission, live and breathe sustainability, and are looking for a role where you can truly make a difference, one meal at a time.

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 (and certified B Corporation!) where you can see real and tangible impact in your role.

• Working alongside an international community of users, partners and 1,200+ 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