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About the Role

As a Senior Key Account Manager, you will be responsible for the growth and long-term retention of some of our most complex and high-revenue partners. You are a central pillar of our Growth Team and take holistic, independent responsibility for the management, strategic development, and expansion of this demanding key account portfolio. This role requires foresight and exceptional organizational talent, as you will be the crucial link between long-term strategic planning and operational excellence. In close coordination with your Team Lead, you will significantly define the strategic direction and translate it into scalable initiatives and concrete milestones. Your goal is clear: You will steer the crucial levers to activate existing networks at the top decision-maker level, fully exploit growth and synergy potentials, and let sustainable partnerships flourish.

Responsibilities

Strategically develop accounts and manage revenue responsibility for complex, multi-layered key accounts at the senior level, independently managing the overarching account strategy and sustainable revenue growth across all hierarchical levels.
Conduct complex negotiations and manage executive relationships, building trust and expanding close, sustainable contacts at the decision-maker and C-level, ensuring partners have the best Too Good To Go experience. Lead contract negotiations, framework agreements, and strategic annual discussions.
Optimize data-driven growth and performance by conducting in-depth performance and market analyses, identifying scalable growth potentials, and developing well-founded business cases and concrete recommendations for action to measurably increase partner engagement.
Combine analytical excellence with strategic consulting, using tools like Salesforce and Looker to identify performance weaknesses and opportunities, and resolve them through targeted consulting with partners.
Leverage synergies and lead cross-functionally by working closely with acquisition teams, translating market insights and trends into strategic opportunities for your portfolio, and successfully implementing them with existing partners.
Drive process innovation and mentoring by developing and implementing overarching strategies with your Team Lead to make growth workflows more efficient and scalable, acting as a technical sparring partner and mentor for less experienced colleagues.
Act as a proactive brand ambassador, confidently representing Too Good To Go at industry events, panel discussions, trade fairs, and strategically important partner meetings at the management level, both on-site and digitally.

Requirements

Identify with our mission and be eager to contribute to reducing food waste.
Possess in-depth experience in strategic Key Account Management (ideally in B2B Sales, Growth, or Key Account Management) with proven success in managing, leading, and scaling complex, high-revenue partner portfolios.
Demonstrate strong negotiation skills and C-level competence, with extensive experience in leading demanding contract negotiations, framework agreements, and annual discussions, as well as confidently managing stakeholders at the decision-maker and executive management level.
Exhibit exceptional organizational talent, thriving in a dynamic environment, maintaining an overview of multiple parallel strategic projects, and possessing excellent structuring abilities. Ability to independently manage complex processes and lead as a technical role model.
Showcase analytical excellence and strategic implementation strength, with excellent numerical understanding and strategic foresight, and a strong hands-on mentality to translate data-based insights into concrete actions and scalable business cases. Think agile, pragmatic, and solution-oriented for complex challenges.
Be a cross-functional team player, thriving in close strategic collaboration with various interfaces (e.g., Team Lead, Acquisition Teams, Marketing, etc.) and driving joint projects forward goal-orientedly.
Communicate fluently and with negotiation proficiency in German and English for optimal exchange with national and international colleagues and external partners.

Skills

Salesforce
Looker
B2B Sales
Growth
Key Account Management
Negotiation
Strategic Planning
Data Analysis
Business Case Development
Cross-functional Collaboration
Mentoring
Public Speaking
German
English

Location

Berlin

Work Type

Hybrid Work
Full-time

Experience Level

Senior

Salary/Compensations

Fair fixed salary plus performance-based bonus

Benefits

2 days home office per week
Flexible working hours
Company pension plan and occupational disability insurance after probation period
Additional days off for significant life events
Regular events such as summer and winter parties
TGTG vouchers worth 50 Euros
Shareback program: three fully paid workdays for volunteer activities in food rescue
Employee Resource Groups (Women in the Workplace, P.R.I.D.E., People of Colour and Functionally Diverse)
Active feedback and error culture with open and honest communication
Comprehensive and structured onboarding in our Berlin office
Fully paid childcare sick day
Discounted memberships for Urban Sports Club or vouchers via Hrmony
Jobrad (company bicycle leasing)
Individual training opportunities through our own Learning & Development program
Work equipment: Macbook + iPhone
27 vacation days (+3 days after probation period)

About the Company

Our mission at Too Good To Go is to inspire and empower people every day to save food from being wasted. We have a simple solution: The Too Good To Go app connects supermarkets, bakeries, restaurants, cafes, canteens, and hotels with our users, who can pick up surplus food at a discounted price. This way, we ensure that good food ends up on plates instead of in the bin.
Too Good To Go aims to be a humanly, economically, and socially sustainable company. We have already been certified as a B-Corp company for this purpose.
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.

Equal Opportunity

We welcome all applicants, regardless of gender identity, sexual orientation, religion, ethnicity, national origin, migration history, marital status, age, and physical or cognitive abilities. In the interest of equal opportunity, please refrain from including a photo.
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.