Business Development Representative - Key Accounts

About the Company

Too Good To Go is on a mission to help people and businesses reduce food waste together. Since a large share of food produced globally is never consumed, the company works to address a major environmental issue that contributes significantly to greenhouse gas emissions.

The business runs the world’s biggest marketplace for surplus food, connecting consumers with food businesses so they can purchase quality food at more than 50% off the usual retail price. Beyond the app, the company also builds educational resources, provides an end-to-end surplus food management solution, and works to shape policy that supports waste reduction.

The company has grown rapidly, with more than 124 million registered users and 252,000 active partners across 20 countries. Together, they have already helped save over 473 million meals and avoided more than 1.278 million tonnes of CO2e. North American partners include Tim Hortons, METRO, and Whole Foods Market.

Too Good To Go is a certified B Corp and has received recognition from Fast Company, TIME, and Apple for innovation and cultural impact.

Role Overview

As a Business Development Representative focused on Key Accounts, you will support growth in Canada by helping shape sales strategies for new national key account partners. You will also play a key role in onboarding their stores onto the marketplace. In some cases, you may also help drive acquisition strategies for smaller partners. This role reports to the Key Account Team Lead and works closely with the Key Account team throughout the sales and onboarding process.

Key Responsibilities

• Drive outbound business development through calls, email, and LinkedIn as part of structured prospecting sequences.
• Adjust outreach messages and cadence based on engagement and conversion results.
• Identify the right stakeholders within target accounts and create strong entry points for conversations.
• Run discovery conversations to understand fit, business needs, and the size of the opportunity.
• Filter and advance only strong, qualified leads to the Key Account team.
• Consistently book qualified meetings that contribute to a healthy sales pipeline.
• Keep daily outreach and follow-up activity strong and consistent.
• Record activity, notes, and next steps accurately in Salesforce or a similar CRM.
• Share clear handovers with Key Account Managers, including context on needs, stakeholders, and deal scope.
• Monitor outreach results such as replies, meetings booked, and conversion rates, then refine the approach accordingly.
• Research target accounts, including multi-location and franchise businesses, to identify high-potential opportunities.
• Map decision-makers and spot business triggers that can support outreach.
• Support partner onboarding and rollout by helping with training and activation.
• Assist with post-sale support so partners are set up for success.
• Work closely with Key Account Managers to align on priorities, outreach plans, reporting, onboarding, and rollout execution.

Requirements

• Hands-on experience with outbound prospecting using a structured approach across phone, email, and LinkedIn.
• Strong verbal and written communication skills, with the ability to build rapport quickly and ask the right questions.
• Ability to evaluate opportunities by understanding business needs, decision-making processes, and scale potential.
• Experience working with Salesforce or another CRM, with careful attention to logging activity and follow-ups.
• Comfort working independently while staying aligned with a broader team.
• Background in food, hospitality, retail, or multi-location business settings is advantageous.
• Exposure to value-based selling or MEDDICC is beneficial.
• Basic analytical ability to review outreach and partner performance data is a plus.
• Comfort operating in a high-volume environment with frequent daily outreach across channels.
• Ability to use metrics such as response rate, booked meetings, and conversion rate to improve performance.
• Strong ownership, organization, resilience, and persistence when facing rejection.

Benefits

• Hybrid work setup, with three days per week in the office and the rest from home.
• 20 paid vacation days each year.
• Paid volunteer time through the Shareback program.
• Paid parental leave with top-up support.
• Health insurance and RRSP matching in Canada.
• Monthly ClassPass credits to support staying active.
• Additional parental leave and extra days off beyond local legal requirements, plus the option of one extra unpaid week.
• Regular social activities and team celebrations.
• Coffee and snacks in the office.
• Access to employee resource groups including P.R.I.D.E., Women in the Workplace, Global Majority Voices, and Functionally Diverse ERGs.

Additional Information

The role offers a reasonable estimated base salary of CAD 57,000 to CAD 60,000 per year, plus 15% commission. Actual compensation and on-target earnings may vary based on factors such as experience and language skills.

Applicants should submit a resume and cover letter. The talent acquisition team will follow up within a few weeks.

If you need reasonable accommodation during the application or interview process, you can request support by emailing accessibility@toogoodtogo.ca.

Values

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

Equal Opportunity

The company is committed to building a diverse and inclusive team where people can bring their authentic selves to work. Hiring decisions are based on qualifications, merit, and business needs.