Head of Key Accounts

As the Head of Key Accounts Canada, you will report directly to the VP of Operations for North America.  You will be responsible for driving the targets of each segment, ensuring cross-functional collaboration, and developing the annual strategy for the team. Additionally, you will lead the acquisition of major accounts. Being a strong and inspiring team leader is critical, while also ensuring business targets are met every quarter.

Your role:

Sales Leadership 

• Lead, inspire, and develop a high-performing sales team focused on acquisition, expansion, and long-term client value
• Design and implement sales strategies that accelerate growth among enterprise partners
• Have high proficiency and extensive experience infusing MEDDICC qualification and deal reviews to all parts of the sales cycle, using MEDDICC as the framework to coach your team through complex deals and opportunities
• Guide your team in overcoming customer indecision and status quo bias to influence the adoption of Too Good To Go 

Team Development & Coaching

• Mentor, train, and develop your team, with a focus on both personal and professional growth
• Leverage MEDDICC and skill/will frameworks to coach sellers on effective deal progression and sales excellence
• Provide hands-on oversight to improve the quality and consistency in discovery, pitching, and champion development among partners

Operational Excellence  

• Develop, own, and accountable for the Canadian Key Account forecast
• Track, optimize, and scale store performance through data-driven reviews and optimization strategies
• Partner with cross-functional teams (like marketing and strategy + planning)  to shape account acquisition strategies and co-branded partnerships
• Support global key account rollouts with scalable processes and strategic oversight

Market Leadership & Impact

• Set and model a tone of excellence, professionalism, and high performance within the team and market
• Engage deeply in coaching, feedback, and talent development—supporting career growth and holding a high bar for performance
• Participate in North America leadership meetings, contributing to cross-functional alignment and business strategy
• Partner with other functional leads (e.g., Marketing, Strategy + Planning, Independent Partners) to ensure strong collaboration and a unified market approach

Requirements:

• Commercial Acumen: 
• Proven experience leading enterprise sales and growth teams in a fast-paced, scale-up environment
• Industry Expertise: Deep understanding of national commercial accounts, such as supermarkets, convenience stores, grab-and-go, or hospitality businesses
• Sales Acumen: 
• Deep experience working with MEDDICC, including driving its adoption with a team
• Strong Communicator to senior level stakeholders, internal and external
• Skilled Negotiator: Able to lead and coach teams through complex negotiations with confidence and structure
• People Leadership: 
• Experienced people leader, with a track record of leading through others to drive team performance
• Talent Developer: Known for identifying top talent, placing people in roles where they can thrive, and investing in their growth
• Performance Management: Able to have honest, direct conversations to address underperformance and uphold a high standard
• Full professional proficiency in English is required. French is a plus 

Our values:

• We Win Together
• We Raise the Bar
• We Keep It Simple
• We Build A Legacy
• We Care

What we offer:

• Flexible Work & Time Off
  • Work in a hybrid model, splitting your time between our downtown office and home
  • Take 20 paid vacation days each year
  • Give back with paid volunteer time through our Shareback program
  • Take paid parental leave with top-up support beyond government programs
  • Work abroad for up to 30 days a year
• Wellbeing & Support
  • Access comprehensive supplemental health benefits, starting on day 1
  • Get support through our Employee and Family Assistance Program (EFAP), which includes mental health care, legal and financial advice, career coaching, and more
  • Stay active with subsidized monthly ClassPass credits
  • Plan for your future with RRSP matching
• Connection & Community
• • Join regular social events and team celebrations
  • Enjoy coffee and snacks in our welcoming office space
  • Get involved and connect with our teammates around the world in our P.R.I.D.E., Women in the Workplace, Global Majority Voices, and Functionally Diverse Employee Resource Groups (ERGs)

We welcome all applicants and are happy to provide reasonable accommodation at any point in the application or interview process. Please email [email protected] with any accommodation needs.

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