Head of Key Accounts

• Lead, inspire, and develop a high-performing sales team focused on acquisition, expansion, and long-term client value
• Design and implement sales strategies that accelerate growth among enterprise partners
• Have high proficiency and extensive experience infusing MEDDICC qualification and deal reviews to all parts of the sales cycle, using MEDDICC as the framework to coach your team through complex deals and opportunities
• Guide your team in overcoming customer indecision and status quo bias to influence the adoption of Too Good To Go

• Mentor, train, and develop your team, with a focus on both personal and professional growth
• Leverage MEDDICC and skill/will frameworks to coach sellers on effective deal progression and sales excellence
• Provide hands-on oversight to improve the quality and consistency in discovery, pitching, and champion development among partners

• Develop, own, and accountable for the Canadian Key Account forecast
• Track, optimize, and scale store performance through data-driven reviews and optimization strategies
• Partner with cross-functional teams (like marketing and strategy + planning) to shape account acquisition strategies and co-branded partnerships
• Support global key account rollouts with scalable processes and strategic oversight

• Set and model a tone of excellence, professionalism, and high performance within the team and market
• Engage deeply in coaching, feedback, and talent development-supporting career growth and holding a high bar for performance
• Participate in North America leadership meetings, contributing to cross-functional alignment and business strategy
• Partner with other functional leads (e.g., Marketing, Strategy + Planning, Independent Partners) to ensure strong collaboration and a unified market approach

• Commercial Acumen:

• Proven experience leading enterprise sales and growth teams in a fast-paced, scale-up environment
• Industry Expertise: Deep understanding of national commercial accounts, such as supermarkets, convenience stores, grab-and-go, or hospitality businesses
• Sales Acumen:

• Deep experience working with MEDDICC, including driving its adoption with a team
• Strong Communicator to senior level stakeholders, internal and external
• Skilled Negotiator: Able to lead and coach teams through complex negotiations with confidence and structure
• People Leadership:

• Experienced people leader, with a track record of leading through others to drive team performance
• Talent Developer: Known for identifying top talent, placing people in roles where they can thrive, and investing in their growth
• Performance Management: Able to have honest, direct conversations to address underperformance and uphold a high standard
• Full professional proficiency in English is required. French is a plus

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

• 20 paid vacation days per year; additional paid parental leave
• RRSP Matching
• Supplemental health benefits via Blue Cross
• Employee Assistance Program
• Monthly Classpass credits
• Enjoy hybrid working from our downtown office, and at home
• Paid volunteer time through our Shareback volunteering programme
• Women in the Workplace, P.R.I.D.E., People of Colour and Functionally Diverse Employee Resource Groups

Too Good To Go