Business Development Representative - Key Accounts

🌏 Mission: 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, which has a huge impact on our planet - 10% of greenhouse gas emissions, to be exact. 
💻 Product: Too Good To Go operates the world's largest marketplace for surplus food, where we connect food businesses with consumers who can buy and enjoy it at 50 %+ off retail value. Alongside our app, we create educational tools, operate an end-to-end surplus food management solution, and influence legislation to help reduce food waste.
📈 Scale: We’re growing fast: Our community of 124+ million registered users and 252.000 active partners across 19 countries, have together already saved 473+ million meals from going to waste - avoiding over 1.278 Million tonnes of CO2e! Our partners in North America include Tim Hortons, METRO and Whole Foods Market.
⭐️ Impact: We are a certified B Corp social impact company. Too Good To Go was named in Fast Company's list of the World's Most Innovative Companies and World Changing Ideas. We are also honoured to be included in TIME’s 100 Most Influential Companies. Most recently, we won Apple’s coveted Cultural Impact Winner. 
As a Business Development Representative, you will play an important role in the growth of Too Good To Go in Canada. Reporting to the Key Account Team Lead, you’ll support the development of sales strategies to acquire new national Key Account partners and be a crucial part of the successful onboarding of their stores onto our marketplace. You may also lead the sales strategies for smaller partner acquisition. You will support these accounts and their stores through onboarding and rollout.
Your responsibilities:
Proactive Business Development
Identify and engage new partners through structured outbound prospecting (calls, email, LinkedIn)
Execute multi-touch outreach cadences and adapt messaging based on response and conversion data
Identify and engage key stakeholders within target accounts to generate qualified entry points
Qualification
Conduct initial discovery to assess partner fit, business need, and potential opportunity size 
Prioritize high-quality opportunities and ensure only qualified leads are progressed to the Key Account team
Pipeline Generation
Consistently generate qualified meetings that convert into pipeline
Maintain a healthy pipeline through disciplined daily outreach and follow-up
CRM & Handoff Discipline
Maintain accurate and up-to-date records in Salesforce, including activities, notes, and next steps
Provide clear, structured handoffs to Key Account Managers with context on partner needs, stakeholders, and opportunity scope
Track outreach activity and outcomes (e.g., response rates, meetings booked) and adjust approach based on results
Account Research & Targeting
Conduct research to identify high-potential accounts, including multi-location and franchise opportunities
Map key stakeholders and identify relevant business triggers to inform outreach
Onboarding & Partner Support
Support onboarding and rollout by assisting with training and activation of new partners
Assist with post-sales support to ensure partners are set up for success
Cross-Team Collaboration
Partner closely with Key Account Managers to align on target accounts and outreach strategy
Support broader team initiatives including reporting, onboarding, and rollout execution
Requirements:
Core Skills & Experience
Experience in outbound prospecting using structured cadences (calls, email, LinkedIn)
Strong communication skills with the ability to engage, ask questions, and build rapport quickly
Ability to qualify opportunities by identifying business need, decision process, and potential scale
Experience using Salesforce or a similar CRM, with strong discipline in activity tracking and follow-ups
Proactive and able to work independently while collaborating closely with a team
Experience in food, hospitality, retail, or multi-location business environments is a plus 
Exposure to value-based selling or MEDDICC frameworks is a plus
Basic data analysis skills to interpret outreach or partner performance is a plus
Performance Mindset
Comfortable operating in a high-activity environment with consistent daily outreach across multiple channels
Adept at tracking and improving performance using metrics (e.g., response rates, meetings booked, conversion rates)
Strong sense of ownership and accountability for generating pipeline
Ways of Working
Highly organized with the ability to manage multiple prospects and follow-ups simultaneously
Resilient and persistent in the face of rejection, maintaining consistent outreach activity
Our values:
We Win Together
We Raise the Bar
We Keep It Simple
We Build A Legacy
We Care
What we offer
Benefits
Flexible Work & Time Off
Work in a hybrid model, splitting your time between our office (3x a week) and home
Take 20 paid vacation days each year
Give back with paid volunteer time through our Shareback program
Take paid parental leave with top-up support
Wellbeing & Support
Health insurance and RRSP matching in Canada!
Stay active with monthly ClassPass credits 
Extra parental leave and days off beyond local legislation and the option to take an extra week of unpaid leave
Connection & Community
Join regular social events and team celebrations
Enjoy coffee and snacks in our welcoming office space
Get involved and connect with our teammates around the world in our P.R.I.D.E., Women in the Workplace, Global Majority Voices, and Functionally Diverse Employee Resource Groups (ERGs)
 
Interested in applying? 
Please submit your resume and cover letter as soon as possible. A member of our Talent Acquisition team will be in touch within a few weeks. We look forward to reading your application! 
A reasonable estimate of the base salary range for this role is an annual base salary of CAD 57,000 - 60,000 + 15% commission and varies depending on a number of factors, not limited to experience and language skills. Actual salaries and on target earnings (OTE) will vary. 
#LI-MN1
#LI-Hybrid
 
A Movement for Everyone
We want to inspire and empower everyone to fight food waste together. With that mission, it’s only natural that we want to build a diverse and inclusive team of highly capable individuals who are passionate about doing things in a better way. We strongly believe we all excel and are more creative when we’re allowed to be ourselves, and we’re committed to a culture where all of us belong.
We are an equal opportunity employer and all employment is decided on the basis of qualifications, merit and business need. If you need reasonable accommodation at any point in the application or interview process, please let us know.