Senior Business Development Manager - Key Accounts

Too Good To Go; Warszawa; Hybrid; PLN 120,000 - 180,000; Full time

Job summary

A leading food waste-fighting company in Warsaw is seeking a Senior Business Development Manager to drive acquisitions of key accounts like supermarkets and restaurants. This position emphasizes hybrid working, extensive experience in partnerships, and strong negotiation skills. Applicants should be fluent in Polish and English, have a structured working style, and share the company's mission to combat food waste. Competitive salary and performance bonuses are offered.

Benefits

Private medical care

Extra parental leave

Cafeteria and multisport card

Paid volunteer time

Qualifications

• Extensive experience closing complex, high-value enterprise partnerships.
• Fluent communication in Polish and English.
• Proven experience leading complex, multi-stakeholder sales cycles.

Responsibilities

• Drive acquisition of Key Accounts like supermarkets and hotels.
• Manage the entire sales funnel from outreach to contract.
• Lead projects of innovation in existing sales processes.

Skills

Negotiation skills

Analytical skills

Self-motivation

Communication skills

Organizational skills

Tools

Excel

Looker

Salesforce

Job description

At Too Good To Go, we have an ambitious goal: to inspire and empower everyone to fight food waste.

Why do we need to do that? Because more than 1/3 of the 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!

As the world’s largest food waste-fighting app, we connect stores that have unsold, surplus food with consumers who buy and enjoy it. But we’re more than an app: we are a certified B Corporation and our mission is to inspire and empower everyone to take action against food waste, so we’re doing all we can to create educational tools, make our knowledge as accessible as possible, find new business solutions and even change legislation to reduce food waste.

That means 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 Senior Business Development Manager to join us in our Warsaw office.

Your Mission

You will play a pivotal role in the growth of Too Good To Go in Poland by driving acquisition of Key Accounts such as supermarkets, bakeries, restaurant chains, take-aways and hotels.

This role requires working from the office in Warsaw 3 days per week.

The role will include:

• Winning new partners by identifying relevant leads, systematically building new sales partnerships, and turning them into long‑term collaborations.
• Taking ownership of your pipeline, prioritizing opportunities, optimizing processes, and contributing directly to achieving our growth goals - hands‑on, data‑driven, and with a clear focus on closing deals.
• Managing stakeholders by working closely with colleagues from Tech, Product, Marketing, Legal, and Onboarding - you don’t just win partners together, you ensure their success as a team.
• Developing tailored pitch strategies to quickly, clearly, and effectively convince decision‑makers with a strong closing intent.
• Generating new revenue through partner acquisition, measured by concrete KPIs.
• Managing the entire sales funnel from first outreach to signed contract with a clear focus on conversion rates.
• Recognizing and leveraging market opportunities early through market analyses, trends, and competitor monitoring.
• Leading the projects of innovation and continuous improvement within the existing sales processes.

Requirements

• Extensive experience closing complex, high‑value enterprise partnerships, with a strong track record of winning, structuring, and scaling strategic collaborations.
• Proven experience leading complex, multi‑stakeholder sales cycles with persistence, resilience, and strategic focus.
• Experience in HoReCa, FMCG, or retail; alternatively, experience in SaaS or marketplace environments.
• High self‑motivation and strong negotiation, persuasion, and solution‑oriented skills.
• Structured working style with excellent self‑organization and flexibility.
• Analytical skills, strong numerical understanding, data orientation, and familiarity with common sales tools (Excel, Looker, Salesforce).
• Fluent communication in Polish and English.
• Clear and understandable communication skills, able to explain complex structures and processes simply.
• Strong identification with our sustainable and open brand; your work reflects respect and an open mindset.
• Deep alignment with our mission to save food, with strong teamwork and understanding that success comes together.

Our values

• We Win Together
• We Raise the Bar
• We Keep It Simple
• We Build A Legacy
• We Care

What we offer

What to expect from us:

• WORK FLEXIBLY:
  • Enjoy hybrid working from our great offices, at home or abroad
  • Extra parental leave (4 weeks) and days off beyond local legislation and the option to take an extra week of unpaid leave
  • Private medical care – Allianz medical package
  • 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 (granted in the beginning of the year as a New Year’s gift)
  • Paid volunteer time through our Shareback volunteering programme
  • Diversity, Equity & Inclusive groups
• LOCAL BENEFITS:
  • A competitive salary with opportunity for performance‑related bonuses
  • Additional paid time off (5 days extra per year after 6 months at TGTG) beyond local legislation
  • myBenefit: cafeteria & multisport card
  • Access to Hedepy platform (psychological help)

How to apply

• We take recruitment very seriously, so please carefully read everything we have written above. Please also check our website and international media in order to get a good overview of Too Good To Go.
• Submit your CV and Cover letter in English.
• Please note that we only accept applications coming through our platform. No CV or Cover Letter will be accepted by email or Linkedin direct messaging.