Head of Sales & Account Management - Independent Partners
About this role
At Too Good To Go, we dream of a planet with no food waste.
We dream of a future where everyone – from producers, retailers and hospitality, to consumers and policymakers – comes together to be part of the solution.
In just a few short years, we’ve become one of Europe’s most exciting and impactful businesses. We’re currently operating in 20 countries and have built a community of over 120 million people.
But we’re only just getting started. We have bold plans to make the world a better place – one saved meal at a time. To help drive our mission forward across Portugal, we’re now looking for a highly motivated and experienced Head of Independent Partners to lead and grow our Sales and Account Management 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.
Responsibilities
- Team Leadership
- You lead, develop, and inspire a team of 7 Sales Representatives and 2 Account Managers (approx. 9 FTE total) focused on closing and growing SMBs across Portugal.
- 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 and support their 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 Portugal.
- What We’re Looking For
- You bring deep experience in leading and scaling high-performing Sales/Commercial teams in Portugal, 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 and understand how to win partners, both on the field and 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 Portuguese and proficient in 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.