Sales Team Lead - SMB

At Too Good To Go, we have an ambitious mission: to inspire and empower everyone to fight food waste together.

More than 1/3 of all food produced in the world is wasted. And that has a huge impact on the health of our planet. 10% of greenhouse gas emissions come from food waste and loss.

Through our marketplace app, we connect businesses that have unsold, surplus food, with consumers who can buy and enjoy it at ⅓ of retail value. We are a certified B Corporation with a mission to empower everyone to take action against food waste. Alongside our marketplace app, we create educational tools, explore new business solutions, and influence legislation to help reduce food waste.

We’re growing fast: Our community of 120+ million registered users and 180,000 active partners across 21 countries, have together already saved over 500+ million meals from going to waste.

Too Good To Go was named in FastCompany’s March 2022 list of the World's Most Innovative Companies, and was honoured to be included in TIME’s list of the 100 Most Influential Companies of 2022.

We’re looking for an exceptional Sales Team Lead to join the Sales team at Too Good To Go in Melbourne, Australia.

The Role

As a Sales Team Lead, you will own the Independent Partner Sales function in Melbourne, leading your team focused on acquiring and growing SMB partners through mostly phone-based outreach, signing stores all over Australia. This is a pivotal role, and you’ll be shaping the success story of Too Good To Go in Australia. You’ll have some team members signing stores in New Zealand, based in Australia.

Reporting to the Head of Independent Partners, you’ll play a pivotal role in expanding our partner network. You'll set strategic direction, drive accountability, ensure alignment with targets, and empower your teams to drive strong, scalable performance.

You’ll inherit a motivated, high-performing team of 8-12 Sales Specialists (we are also hiring!) with the goal of further developing, structuring, and empowering them, while also fostering collaboration between markets. You will be a strong coach and mentor to your team, building their skillsets and supporting them to maximise their performance, while continuing to foster the strong culture we have built.

We’re looking for someone who understands the importance and can operate effectively across three key areas:

Leadership & People Development

• Drive Performance Culture: Continue to cultivate a metrics-based, results-oriented sales environment focused on operational excellence. Your team will have individual accountability and collaborative successes

• Coach & Empower: Manage and develop the team through clear KPIs, structured coaching and continuous skills development

• Talent Acquisition: Own the recruitment and onboarding of your team, ensuring you have the team in place to hit the numbers you need

• Drive team energy: You know how important momentum is and you drive enthusiasm across your team, transforming daily objectives into a mission that drives proactivity

Sales Operations & Strategy

• Funnel Management: Oversee the full outbound acquisition strategy for your team, focused on metrics including conversion, revenue as well as quality and long term retention of signings.

• Solutions focused: You identify and drive ongoing process improvements to increase market penetration and efficiency.

Strategic Impact & Collaboration

• Cross-Functional Leadership: You are a key member of the Indies Leadership team, contributing entrepreneurial thinking to our broader strategy

• Global-to-Local Alignment: Translate global best practices and data-driven insights into actionable local growth levers, with top tier implementation

• Reporting: Work directly with the Head of Independent Partners to align departmental goals with the wider commercial roadmap.

What are we looking for?

• High impact leader: You bring experience in leading and scaling large sales teams, ideally within a fast-paced, KPI-driven global marketplace

• Engaging and honest communicator: Confident individuals with exceptional communication skills and a knack for building rapport with diverse stakeholders

• Team player: Collaborative individuals who align with Too Good To Go's mission and enjoy sharing insights and best practices within a supportive sales environment. You understand the importance of providing and receiving regular, valuable feedback

• Results-oriented: You are comfortable with numbers and have experience with monitoring and tracking sales KPIs (use of Salesforce is a big bonus!) - you actively use this competence to steer, guide and motivate the team

• Growth mindset: Individuals who are adaptable, eager to learn, have proven problem-solving skills and are committed to embodying our values as we scale the ANZ market

• Ownership mentality: Proactive self-starters who take accountability for their performance, their teams results, and communicate transparently with their managers

• Strategic, yet hands on: You know when to step in and help the team, and when to take a step back and look at the bigger picture

• Resilience & emotional intelligence: An ability to adapt to your team's needs, support your team and understand the needs of our partners

• Additional language skills: Fluency in languages beyond English is an advantage, but not a requirement

• Full Australian working rights (no working holiday visas)

Our values:

• We Win Together

• We Raise the Bar

• We Keep It Simple

• We Build A Legacy

• We Care

What we have to offer

• A rare opportunity to work in a social impact company (and certified B Corporation!) where you can see real and tangible impact in your role.

• The unique opportunity to join the pioneering team leading the expansion of a proven food surplus marketplace into Australia

• Working alongside an international community of users, partners and 1,300+ colleagues across 19 other countries that are on the same important mission.

• Personal and professional development opportunities in a fast-paced scale-up environment.

• An inclusive company culture where you can bring your authentic self to work

• A strong, values-driven team culture where we celebrate successes and socialise with colleagues

Benefits

• 20 days of annual leave plus additional 5 days p.a. after 6 months of employment

• 12 weeks parental leave at full pay, available to all natural and adoptive parents after 6 months of employment

• Shareback Volunteering Days: Up to 4 paid volunteering days to help tackle food insecurity

• Learning, career development and performance recognition programs because hard work should never go unnoticed

• Access to Employee Assistance Program & regular care conversations so you can bring your best self to work

• Get to know our community with a monthly free Surprise Bag

• Hybrid work policy in place to work from office and/or home

#LI-LO1

#LI-Hybrid

A Movement for Everyone
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.
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.