Enterprise Business Development Manager

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

More than ⅓ 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 leading marketplace app, we connect businesses that have surplus unsold food stock, with consumers who can purchase and enjoy it at only ⅓ of the retail value. We are a certified B Corporation with the mission to empower everyone to take action against global food waste. Alongside our app, we also create educational tools, explore new business solutions, and influence legislation to help reduce food waste.

We're growing fast: Our community of 124 million registered users and 252,000 active partners across 19 countries, have together already saved 470 million meals from going to waste - avoiding almost 1,278,000 tonnes of CO2e

We are culture focused and have won a number of awards to reflect this In July 2025, we were named in The Australian Best Places To Work list for small companies. 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. We're also thrilled to announce we were the 2025 Winner of the "Technology for Impact" Award at the 36th Banksia Foundation National Sustainability Awards.

We're looking for an exceptional
Enterprise Business Developer Manager
to join the Key Accounts team at Too Good To Go in
Melbourne.
YOUR MISSION
You will play a pivotal role in the growth of Too Good To Go Australia and the fight against food waste by using knowledge of the Grocery sector to develop and grow partnerships with prominent retailers in the food and beverage industry.

YOUR ROLE
Your primary responsibility is to win new key accounts by identifying and researching new opportunities, building rapport with stakeholders and ultimately signing their business up to a partnership with Too Good to Go. You will support these accounts through the onboarding and roll out process and continue to look for ways to strengthen and grow the relationship. Reporting to the Country Director, you will collaborate with other Key Account team members, and colleagues across marketing, independent sales and partner growth.

The Role Will Include

• Pitching: create and deliver high quality, professional presentations to potential partners, and confidently speak about the business and food waste proposition
• Proactive business development and relationship building: Independently and proactively outreach to gain meetings and build rapport with stakeholders and decision-makers
• Research: Independently search for new opportunities, learn about the businesses in depth, map the stakeholders and understand their decision-making process
• Account Management of key chains: autonomy in managing your own portfolio of chains and ensuring the relationship is strong and business KPIs are met
• Account Growth: developing strategies to grow your accounts and working with the customer to increase store coverage and overall supply
• Planning and forecasting: building reports to track performance and identify trends, create financial projections and forecasts for internal planning and commercial proposals
• Developing specific Account strategies to progress our relationship with Key Account partners and engage in Quarterly Business Reviews to ensure we stay on track.
• Supporting roll outs: working with the team and the retailer to plan, schedule and execute store rollouts at scale
• Management: This role will be responsible for managing two Business Development Executives

Requirements

• Solid commercial and network experience working with the supermarket/grocery sector. You should have strong knowledge and understanding of this sector in Australia.
• Previous experience in building and leading a team of Key Account professionals to high performance.
• Business Development / Sales skills, demonstrating an ability to make connections, create rapport, nurture and win business by selling a proposition to a variety of senior stakeholders.
• Ability to lead negotiations skillfully, and create and deliver high impact pitches
• You're a master communicator, you know when to speak, you know how to listen, and you know how to engage a whole room and keep their attention
• Excellent commercial acumen
• Strong organisational skills and ability to work independently and efficiently
• Beneficial: Data Analysis and MS Excel skills to use raw data to create performance reports and projections to identify and understand trends, opportunities and issues.
• Beneficial: Experience working with Salesforce as a CRM tool and MEDDIC as customer qualification methodology

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 1,400+ colleagues across 19 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

• 20 days of annual leave plus additional 5 days p.a. after 6 months of employment
• 10 weeks parental leave at full pay, available to all natural and adoptive parents after 6 months
• Shareback Volunteering Days: Up to 4 paid volunteering days to help tackle food insecurity
• Learning, career development and performance recognition programs because hard work should never go unnoticed
• Access to Employee Assistance Program & regular care conversations so you can bring your best self to work

A Little More About Us

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.