Key Account Manager

About Too Good To Go

Too Good To Go started as the world’s largest marketplace for surplus food. Today we are expanding that mission beyond food, toward a future where nothing good ends up in the bin. Through our marketplace app, we connect businesses that have unsold, surplus, with consumers who can buy and enjoy it for a lesser price than the retail value. Alongside our marketplace app, we create educational tools, explore new business solutions, and influence legislation to help reduce waste.

We’re looking for an experienced Key Account Manager, with a commercial mindset and a passion for tackling waste, to join our team based here in Copenhagen!

Your Mission
Our Key Account Team is responsible for the strategic management, performance optimization, and scalable development of our important partners in the Retail/ Grocery, Convenience and Out Of Home sectors.

As a Key Account Manager, you will report directly to the Head of Key Accounts and act as the central, results-driven point of contact for our key accounts in Denmark.

What you will do

• Account management: Own and grow a portfolio of key account partners across categories, with partner retention and revenue growth as your top priorities.

• Commercial acumen: Identify and close upsell and cross-sell opportunities, such as more stores, new categories or additional Too Good To Go solutions. Build the commercial case for each partner: reduced waste, recovered revenue on surplus and increased footfall from customers collecting their Surprise Bags.

• Negotiation: Negotiate and manage commercial agreements, including pricing and annual terms, that deliver ROI for the partner and profitable revenue for Too Good To Go.

• Stakeholder management: Run regular quarterly business reviews (QBRs) that present impact metrics such as bags saved, waste reduction and revenue growth.

• Project management: Run the onboarding of new major partners in Denmark as structured projects with clear plans, owners and milestones.

• Internal collaboration: Occasionally drive the onboarding programme for global initiatives, including train-the-trainer sessions for colleagues in other countries.

• Forecasting and business planning: Build an annual plan for each key partner with clear revenue and growth targets, and keep it current in Salesforce. Qualify and progress your pipeline with MEDDICC and Solution Selling, always separating what the partner has confirmed from what we assume. Own your numbers and deliver an accurate forecast that can be pulled directly from Salesforce at any time.

What you bring

• A strong commercial mindset and a track record of hitting or exceeding revenue targets.

• Experience with upselling and cross-selling within existing key accounts.

• Proven project management skills, ideally from partner onboarding or rollouts.

• Experience in training others, including people you do not manage.

• Confidence with everyone from store managers to VPs in large organisations.

• Commercial experience from retail, out of home and/or convenience (a strong plus), including an understanding of drivers such as footfall, basket size and margin.

• Solid data analysis skills and the ability to turn numbers into a compelling business case.

• Tech savvy, with disciplined pipeline and CRM habits (Salesforce preferred).

• Fluent in Danish and English

Who you are

Easy going and professional, with a sense of humour and a commercial instinct. You are committed, driven by results and confident in being accountable for your partners, your revenue and your responsibilities. You keep your rhythm when the week gets busy.

What we offer

• A rare opportunity to work in a social impact company where you can see real and tangible impact in your role.

• Working alongside an international community of users, partners and 1,300+ colleagues across 20 countries that are on the same important mission.

• 25 days of statutory vacation leave plus 5 extra days after 6 months of employment

• Additional day off for significant life events

• 3 extra Milestone leave days after 3 years of employment

• Enjoy hybrid working from our great offices, at home (max 1 day per week) or abroad

• Extra parental leave beyond local legislation

• The option to take an extra week of unpaid leave

Celebrate & Socialise

• Regular social events like summer, Christmas & Halloween parties etc.

• Coffee, snacks and fully-equipped kitchens

• Get to know our community with yearly free voucher to TGTG Surprise Bags

• 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

Local benefits

• Pension plan which includes Health Insurance

• Full buffet lunch daily for an employee contribution

• Discounted gym membership - gym is located in the office building

• Yoga, functional training and Danish classes is offered in the office weekly

Our Values

• We Win Together

• We Raise the Bar

• We Keep It Simple

• We Build A Legacy

• We Care

How to apply

• Please carefully read everything we have written above. It would be useful to check our website and media in order to get a good overview of Too Good To Go.

• Submit your CV and Cover letter in English.

• Please note that we only accept applications coming through our platform. No CV or Cover Letter will be accepted by email or Linkedin direct messaging.

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