Head of Sales & Account Management - Independent Partners

At Too Good To Go, we dream of a planet with no food waste.

We dream of a future where everyone – from producers, retailers and hospitality, to consumers and policymakers – comes together to be part of the solution.

In just a few short years, we’ve become one of Europe’s most exciting and impactful businesses. We’re currently operating in 20 countries and have built a community of over 120 million people.

But we’re only just getting started. We have bold plans to make the world a better place – one saved meal at a time. To help drive our mission forward across Portugal, we’re now looking for a highly motivated and experienced Head of Independent Partners to lead and grow our Sales and Account Management Teams in acquiring and growing small and medium-sized businesses primarily over the phone and to join us in the fight against food waste!

If you want to be part of a fantastic team and are looking for a role with real purpose, read on.

Location: Lisbon, Portugal

Your Mission

As Head of Independent Partners, you will own the Independent Partner Sales and Growth functions in Portugal, leading the team focused on acquiring and growing SMB partners through phone-based outreach.

Reporting to the Country Director and as part of the local Management Team, you’ll play a key role in expanding our partner network. You'll set strategic direction, ensure alignment with growth targets, and empower your teams to drive strong, scalable performance.

You’ll inherit a motivated, high-performing Team with the goal of further developing, structuring, and empowering them, while also fostering collaboration between markets.

Your Role

Team Leadership

• You lead, develop, and inspire a team of 7 Sales Representatives and 2 Account Managers (approx. 9 FTE total) focused on closing and growing SMBs across Portugal.
• You create a performance-driven, metrics-based sales culture - that is focused on results, operational excellence, and continuous development.
• Drawing on your strong knowledge of negotiation and scalable sales model you coach and empower your team and support their growth through clear KPIs, structured performance management, and a collaborative team culture.
• You set clear expectations for ownership, and drive ongoing process improvements that contribute significantly to revenue growth with your team.
• You’ll evolve existing successful teams into a scalable, results-oriented Commercial- organisation that consistently meets and exceeds ambitious targets.
• You drive recruitment, onboarding, and capability-building initiatives to continually raise the bar on Commercial excellence
• As part of the senior leadership team, you’ll actively contribute to strategic decisions, bring entrepreneurial thinking to the table, and positively influence the wider business.

Strategy, Partner Relationships & Accountability

• You own the entire new partner acquisition funnel – from lead generation and qualification to conversion through phone-based acquisition.
• You are accountable for the retention, growth and commercial output of existing Indies accounts
• Your goal is to increase market penetration and ensure sustainable growth through a structured, data-driven approach.
• Reporting directly into the Country Director and working closely with the global teams, you’ll develop strategic growth levers, translate these into actionable goals and initiatives, and take direct responsibility for the revenue, budget and performance of your function.
• You’ll ensure that global best practices and data-driven improvements are effectively localised, positioning your team as a key driver of sustainable growth across Portugal.

What We’re Looking For

• You bring deep experience in leading and scaling high-performing Sales/Commercial teams in Portugal, ideally within a fast-paced, KPI-driven global marketplace or platform business environment.
• You have a strong track record in acquiring and growing preferably Restaurant/Food Retail accounts and understand how to win partners, both on the field and via telephone.
• You know how to motivate teams to consistently meet or exceed ambitious targets.
• You’re confident in stakeholder management, navigating matrix structures and you’re a people-focused leader.
• You work with KPIs to measure outcomes and drive strategy implementation.
• You’re confident with numbers and experienced in sales tools – ideally Salesforce.
• You’re a clear communicator who can translate ideas into action and define tangible goals.
• You’re a strategic thinker and a hands-on leader: you know when to zoom into the detail and when to take a step back and look at the bigger picture.
• You analyse market trends, processes and performance, draw data-based conclusions and make decisive, growth-enabling choices.
• You are fluent in Portuguese and proficient in English
• You deeply align with our mission, live and breathe sustainability, and are looking for a role where you can truly make a difference, one meal at a time.
  
  

What we offer:

• WORK FLEXIBLY:
• Enjoy hybrid working from our great offices, at home or abroad
• Extra parental leave and days off beyond local legislation and the option to take an extra week of unpaid leave
• Health insurance with Médis
• Additional days off for significant life events
  
  
• CELEBRATE & SOCIALISE
• Regular social events like summer and winter parties
• Coffee, snacks and fully-equipped kitchens
• Get to know our community with a monthly free Surprise Bag
• 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:
• Computer and phone
• 5 additional holidays beyond local legislation
• Meal Allowance contribution from Too Good To Go (Edenred)
• Free yearly surprise bag vouchers

Our Values

• We win together
• We raise the bar
• We keep it simple
• We build a legacy
• We care

How to apply:

• We take recruitment very seriously, so please carefully read everything we have written above. Please also check our website and international media in order to get a good overview of Too Good To Go.

• Submit your CV and Cover letter in English.