Application Guide

How to Apply for Enterprise Account Executive

at Too Good To Go

🏢 About Too Good To Go

Too Good To Go is a certified B Corp with a mission-driven business model that directly tackles food waste, a critical environmental issue. Unlike typical tech companies, they combine app-based convenience with tangible social impact, creating a 'win-win' for businesses, consumers, and the planet. Working here means contributing to a measurable, positive environmental outcome while being part of a fast-growing, purpose-led organization.

About This Role

This Enterprise Account Executive role is a pure 'hunter' position focused on acquiring new national chain partners (Key Accounts with 100+ locations) to join the Too Good To Go marketplace in the US. You will be responsible for the entire sales cycle, from prospecting to negotiating large-scale contracts, directly impacting the company's growth and its mission to reduce food waste across the country. Your success adds significant new supply to the app, enabling more food rescue and expanding the company's footprint.

💡 A Day in the Life

Your day typically starts by reviewing your Salesforce pipeline for key enterprise prospects, prioritizing outreach to decision-makers at national chains. You might spend the morning crafting a tailored value proposition for a grocery franchisee, then quarterback an internal sync with the onboarding team to plan for a newly signed partner's rollout. The afternoon could involve leading a negotiation call to finalize contract terms with a restaurant group's legal team, followed by prospecting to identify the next target account in the hospitality sector.

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Interview Prep

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🎯 Who Too Good To Go Is Looking For

  • A proven 'hunter' with 2+ years in an Account Executive or Sales Development role, specifically experienced in opening new enterprise accounts (not just managing existing ones).
  • Has industry experience that translates to selling to national restaurant, grocery, or hospitality chains (e.g., food service, CPG, or SaaS for retail), with a track record of navigating complex, multi-location sales cycles.
  • Is a 'Cool Cucumber'—a self-starter who thrives in ambiguity, can quarterback cross-functional internal teams (operations, marketing), and maintains poise during lengthy negotiations with large corporate stakeholders.
  • Is data-driven, using Salesforce to track KPIs rigorously, and can analyze raw data to build business cases (performas) that demonstrate value to potential partners, aligning financial benefits with sustainability goals.

📝 Tips for Applying to Too Good To Go

1

Quantify your 'hunting' achievements: Use metrics like 'sourced and closed X new enterprise accounts worth $Y in ARR' or 'built a pipeline of Z key accounts' rather than vague sales accomplishments.

2

Explicitly connect your industry experience: If you've sold in food, hospitality, or tech, explain *how* that experience prepares you to sell a sustainability-focused app to national chain directors of sustainability *and* operations.

3

Demonstrate you understand the dual-value proposition: Tailor your resume/answers to show you can sell both the business case (new revenue stream, brand enhancement) and the mission impact (waste reduction, ESG goals) to enterprise clients.

4

Show 'quarterbacking' with examples: Prepare a STAR story about a time you led a complex, multi-stakeholder deal from prospecting to close, highlighting how you coordinated internal teams and managed the client.

5

Mention specific familiarity with Salesforce and KPI management: Note how you've used a CRM to manage a pipeline for large accounts and consistently met targets like monthly qualified opportunities or deal velocity.

✉️ What to Emphasize in Your Cover Letter

["Open with a genuine connection to the company's mission to reduce food waste and why that motivates you as a sales professional.", "Detail one specific example of a complex enterprise deal you 'hunted' and closed, emphasizing your prospecting strategy, negotiation, and how you handled objections.", 'Explain how your industry experience (e.g., in food service or SaaS) directly translates to understanding the challenges and opportunities of national restaurant or grocery chains.', "Describe your approach to being a 'Cool Cucumber'—how you stay organized and lead deals forward amidst ambiguity, perhaps citing a time you navigated an unclear procurement process."]

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🔍 Research Before Applying

To stand out, make sure you've researched:

  • → Study Too Good To Go's existing US partners (like Panera, Pret A Manger) and understand their store footprint and type. Think about similar chains that are not yet partners.
  • → Research the company's B Corp certification and their specific impact metrics (meals saved, CO2 equivalent prevented) to speak knowledgeably about their mission.
  • → Understand the basic mechanics of the app from a *business perspective*: how stores list 'Surprise Bags,' pricing, pickup logistics, and the revenue share model.
  • → Look into major food waste legislation or corporate ESG trends in the US that might be driving interest from large chains in solutions like Too Good To Go.

💬 Prepare for These Interview Topics

Based on this role, you may be asked about:

1 "Walk us through your process for identifying and prospecting into a new national key account in the food retail space. How would you approach the Director of Sustainability vs. the Head of Operations?"
2 "Tell us about a time you had to 'quarterback' a deal involving multiple internal teams (like legal, operations). What was your strategy to keep everyone aligned and the deal moving?"
3 "How would you build a financial model (performa) to demonstrate the value of Too Good To Go to a large grocery chain, considering both revenue from surplus sales and cost savings from waste reduction?"
4 "Describe a negotiation where you faced significant objections on price or contract terms. How did you navigate it to reach a mutually beneficial outcome?"
5 "Our mission is core to our sales pitch. How would you balance selling the business benefits with the sustainability impact when talking to a skeptical, financially-focused franchise owner?"
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⚠️ Common Mistakes to Avoid

  • Focusing your experience only on account management or customer success without highlighting proactive new business 'hunting' and closing.
  • Giving generic answers about loving sales; instead, failing to tailor your pitch to the unique B2B2C, mission-driven model of Too Good To Go.
  • Appearing overly scripted or rigid; the role requires comfort with ambiguity ('Cool Cucumber'), so lacking examples of adapting in uncertain sales environments is a negative.

📅 Application Timeline

This position is open until filled. However, we recommend applying as soon as possible as roles at mission-driven organizations tend to fill quickly.

Typical hiring timeline:

1

Application Review

1-2 weeks

2

Initial Screening

Phone call or written assessment

3

Interviews

1-2 rounds, usually virtual

✓

Offer

Congratulations!

Ready to Apply?

Good luck with your application to Too Good To Go!

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