Enterprise Account Director
AdobeSalary not specified
Full Time
Senior (5 to 8 years), Expert & Leadership (9+ years)
Not SpecifiedCompensation
Expert & Leadership (9+ years)Experience Level
Full TimeJob Type
UnknownVisa
Sustainability, Food Technology, RetailIndustries
Requirements
- Proven experience leading enterprise sales and growth teams in a fast-paced, scale-up environment
- Deep understanding of national commercial accounts, such as supermarkets, convenience stores, grab-and-go, or hospitality businesses
- 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
- 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 (French is a plus)
Responsibilities
- Report directly to the VP of Operations for North America
- Drive the targets of each segment
- Ensure cross-functional collaboration
- Develop the annual strategy for the team
- Lead the acquisition of major accounts
- 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
- 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
- Develop, own, and be 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
- 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
Skills
Key technologies and capabilities for this role
Questions & Answers
Common questions about this position
What is the salary or compensation for the Head of Key Accounts role?
This information is not specified in the job description.
Is this Head of Key Accounts position remote or does it require being in Canada?
This information is not specified in the job description.
What key skills are required for the Head of Key Accounts Canada role?
The role requires proven experience leading enterprise sales teams, deep expertise with MEDDICC for sales qualification and coaching, strong communication with senior stakeholders, skilled negotiation, and experienced people leadership.
What is the team structure or reporting line for this position?
You will report directly to the VP of Operations for North America and lead a high-performing sales team focused on acquisition, expansion, and long-term client value.
What makes a strong candidate for the Head of Key Accounts role?
A strong candidate has proven experience leading enterprise sales teams in scale-up environments, deep MEDDICC expertise, industry knowledge of commercial accounts like supermarkets and hospitality, and strong people leadership with a focus on coaching and high performance.
Too Good To Go
Mobile app for purchasing surplus food
About Too Good To Go
Too Good To Go focuses on reducing food waste by connecting consumers with local stores and restaurants through a mobile app. The app allows users to purchase surplus food at discounted prices, making it an affordable option for meals while helping businesses minimize waste and generate revenue from unsold inventory. The company operates on a commission-based model, earning a fee for each transaction made through its platform. This not only benefits consumers and businesses economically but also has a positive environmental impact by reducing food waste. With a global presence, Too Good To Go serves a diverse clientele across Europe and North America, enhancing visibility for participating businesses and attracting new customers.
Copenhagen, DenmarkHeadquarters
2016Year Founded
$73.2MTotal Funding
CONVERTIBLECompany Stage
Food & Agriculture, Consumer SoftwareIndustries
1,001-5,000Employees
Benefits
Health Insurance
Hybrid Work Options
Paid Vacation
Unlimited Paid Time Off
Risks
Increased competition from startups like SIRPLUS entering the market.
Economic pressures may lead consumers to prioritize cheaper alternatives.
Potential burnout in the startup environment could impact productivity.
Differentiation
Too Good To Go partners with major retailers like Whole Foods Market.
The app offers a unique commission-based model benefiting both consumers and businesses.
It leverages AI to optimize food management and reduce waste.
Upsides
Collaborations with Whole Foods expand its reach in the U.S. market.
AI solutions enhance operational efficiency and profitability.
Growing consumer interest in sustainability boosts demand for its services.
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