Business Development Manager - Lisbon

At Too Good To Go, we have an ambitious goal: to inspire and empower everyone to fight food waste. Why do we need to do that? Because more than 1/3 of the 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!

As the world’s largest food waste-fighting app, we connect stores that have unsold, surplus food with consumers who buy and enjoy it. We're on a mission to inspire and empower everyone to take action against food waste, so we’re doing all we can to create educational tools, make our knowledge as accessible as possible, find new business solutions and even change legislation to reduce food waste.

We’re growing fast, with our community of over 120 million users in 20 countries, saving more than 600+ million meals from going to waste! But there’s still a lot more we want to achieve.

We’re looking for an exceptional Business Development Manager (Acquisition) to join our Portuguese Key Accounts team at Too Good To Go in Lisbon.

YOUR ROLE

Your primary responsibility will be to identify, develop and acquire new strategic Key Accounts from scratch, helping drive the growth of the Portuguese marketplace and expand Too Good To Go into new categories.

A key priority will be accelerating our growth in the Non-Food market, particularly across Beauty & Cosmetics, Personal Care, Nutrition, Pet Care and Home Care. You will also develop selected opportunities within the Food sector, including QSR, Hotels, Gas Stations and other strategic retail and food service segments.

Reporting to the Head of Key Accounts, you will own opportunities from initial market mapping and prospecting through negotiation, pilot and rollout. You will work closely with the Key Account Retention team to ensure successful onboarding, scalable rollouts and strong long-term partnerships.

WHAT YOU’LL DO

• Own the full sales cycle: Take full ownership of strategic acquisition opportunities, from lead generation and first contact through negotiation, pilot and rollout. You will manage your own pipeline and be accountable for achieving ambitious commercial targets.

• Market Mapping & Prospecting: Identify high-potential industries, segments and companies, with a particular focus on Non-Food. Build a strong acquisition pipeline and map complex organisations to identify decision-makers, Economic Buyers and other key stakeholders.

• Open doors: Proactively approach large national and international companies, create new relationships and secure meetings with senior stakeholders.

• Pitch & Negotiate: Understand each prospect's business challenges and build a compelling value proposition. Create and deliver high-quality presentations and business cases, and confidently negotiate commercial conditions with senior decision-makers.

• Build strategic partnerships: Go beyond selling the Too Good To Go solution. Understand how we can create value for partners through surplus monetisation, customer acquisition, footfall, additional sales and sustainability impact.

• Develop proposals: Work cross-functionally with Marketing, Operations, Legal and Cluster/Global Commercial teams to develop strong commercial proposals and solutions adapted to each partner.

• Launch & Scale: Design pilots with clear success criteria, analyse results and build the business case for wider rollout. Together with the Retention team, identify corrective actions when needed and ensure a smooth transition from acquisition to long-term account management.

• Manage pipeline & forecast: Maintain a high-quality and accurate pipeline in Salesforce, with clear next steps, realistic timelines and strong forecasting discipline.

STRATEGY & COMMERCIAL EXCELLENCE

• Identify new markets, categories and business models that can accelerate Too Good To Go's growth in Portugal.

• Develop a strong understanding of the Non-Food landscape, particularly Beauty & Cosmetics, Personal Care, Nutrition, Pet Care and Home Care.

• Bring market insights and commercial opportunities to the Portuguese Key Accounts strategy.

• Develop and share best practices with Portuguese, South Cluster and Global commercial teams.

• Work closely with the Head of Key Accounts to define acquisition priorities and commercial strategy.

• Continuously improve acquisition and rollout processes to make them faster, more efficient and scalable.

REQUIREMENTS

• Relevant experience in Business Development, Account Executive, Key Account Acquisition or complex B2B sales, ideally within Retail, FMCG, Consumer Goods, Beauty, Personal Care, Food Service or related industries.

• A strong hunter mindset: you enjoy building opportunities from scratch, opening doors and converting prospects into strategic partnerships.

• Strong negotiation skills and confidence engaging with senior stakeholders and decision-makers in large organisations.

• Good understanding of the Portuguese market. An existing network within Retail, FMCG, Beauty, Consumer Goods or Food Service is a strong plus.

• Strong commercial mindset and ability to build compelling business cases based on data and partner needs.

• Comfortable managing longer and more complex sales cycles involving multiple stakeholders.

• Strong pipeline management, prioritisation and forecasting discipline.

• High ambition, resilience and a strong performance-oriented mindset. You set high standards and are motivated by challenging commercial targets.

• Strong ownership and accountability. You can manage several opportunities simultaneously while keeping momentum and delivering results.

• Collaborative and comfortable working across different teams, markets and functions.

• Fluent in Portuguese and English.

• Excellent written and verbal communication skills.

• Genuine passion for Too Good To Go's mission and the opportunity to create both commercial value and positive impact.

WHAT WE HAVE TO OFFER

• The opportunity to join a company with a strong mission and the ambition to create meaningful impact at scale.

• The chance to do work that matters. As a certified B Corporation, Too Good To Go is recognised as a business using growth as a force for good.

• A key role in shaping the Portuguese Key Accounts acquisition strategy, including the expansion of our Non-Food business.

• The experience of working within an international and highly collaborative organisation.

• Strong personal and professional development in a fast-moving, high-growth environment.

• Flexible working hours and autonomy in how you organise your work.

• An open culture with room for ownership, initiative and new ideas.

• Health Insurance fully paid by the company.

• Time off: 5 additional holidays on top of the mandatory 22 days.

• Parental Leave: 4 additional weeks on top of mandatory parental leave, paid by the company.

• Coffee, snacks and fresh fruit at the office, alongside occasional company-sponsored gatherings.

• A vibrant, pet-friendly office in central Lisbon.