Enterprise Customer Success Manager

Enterprise Customer Success Manager

Chicago, Illinois, United States

At Too Good To Go, we have an ambitious mission: 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 a discount of the 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 looking for an exceptional Enterprise Customer Success Manager to join the team at Too Good To Go to lead the US partnerships.

Your Role

As an Enterprise Customer Success Manager, you will play a pivotal role in driving the success of our most strategic partnerships. You will be responsible for managing a portfolio of key account partners, building and sustaining strong relationships with senior stakeholders. With a proactive, consultative, and data-driven approach, you will identify opportunities to increase meals saved, grow account value, and expand product adoption. By deeply understanding each partner's business challenges, you will deliver tailored solutions aligned with our value drivers, ensuring long-term mutual success.

In this role, you will oversee the full account lifecycle from onboarding through to ongoing optimization. You will lead the development and execution of strategic account plans, conduct regular performance reviews such as Quarterly Business Reviews (QBRs), and focus on driving retention at both HQ and store levels. Your ability to effectively pitch our full product portfolio will be key to introducing new categories and enhancing partner engagement. Collaborating closely with Sales, Store Operations, and Marketing teams, you will ensure strong store coverage, optimize supply quality, and deliver a seamless partner experience, all in support of our mission to reduce food waste.

Key Responsibilities:

• Drive Account Growth: Own the health and success of your customers from launch through expansion, with a focus on optimizing meals saved.
• Analyze and Manage Risks: Analyze store data to forecast meal savings accurately. Identify, communicate, and manage store risks proactively throughout the year, and lead in developing resolution strategies.
• Provide Consultative Support: Offer expert recommendations on food-saving practices
• Lead Client Meetings: Regularly lead and present at client meetings, both in-person and via video conference, to ensure alignment and progress.
• Onboard and Train: Oversee the execution of client programs, ensuring they are implemented effectively and deliver the expected value. Train new stores, collaborating with both store-level contacts and senior stakeholders to ensure a smooth process.
• Manage Portfolio Autonomously: Take ownership of your portfolio, maintaining strong relationships and meeting business KPIs independently.
• Enhance Team Scalability: Contribute to the scalability of the key account team through effective documentation and process optimization.
• Advocacy and Impact: Act as the voice of the client within Too Good To Go, advocating for their needs and contributing to our mission of reducing food waste through successful partnerships.

As a proactive, organized and experienced "quarterback", you will excel in the following areas:

• Communication: Polished and effective communication with stakeholders and team members to ensure that we deliver a high quality client engagement with our key account.
• Value & Solution Selling: Experienced in solving complex business pains through solution selling, using data to influence decisions and successfully expanding partnerships through targeted upselling and cross-selling.
• Account Strategy: Effectively manages pipelines and portfolios, driving partner engagement and loyalty while setting benchmarks through strategic, collaborative account leadership.
• Technical Skills: Experience with sales CRM, project management and analysis tools like Salesforce, Ninja, Looker, Asana, as is a high competency with Google Drive (sheets, docs, decks).
• Problem-Solving Skills: Critical thinking and adaptability are essential for identifying and addressing issues as they arise during the project.
• Project Management: Meeting monthly meals saved milestones is critical, so time management skills and the ability to work in multiple stages of launch for different regions is imperative.
• Organizational Skills: Effective documentation and resource management to ensure will be critical to the successful launch and continued rollout of our key partner.
• Cool Cucumber: The ideal candidate is an individual who not only loves a challenge but also thrives in the face of occasional ambiguity.

Requirements

• Previous experience in sales, customer success, business development, or account management - specifically selling into VP+. Industry experience that translates well include: food, hospitality, media and technology.
• Strong accountability and demonstrated ability to effectively manage and meet key performance indicators (KPIs)
• Master communicator, you know when to speak, you know how to listen, and you know how to engage a whole room and keep their attention.
• Strong commercial acumen and appropriate assertiveness to drive deals forward.
• Proactive, solution-focused mindset with a strong emphasis on growth and curiosity.
• Polished, detail-oriented professional with a humble and collaborative attitude.
• Data analysis skills with raw data to create performance reports and projections to identify and understand trends, opportunities and issues.
• Enthusiasm for sustainability, food waste reduction, and environmental issues.
• Experience with value-based selling and/or MEDDICC methodology (preferred).
• Bachelor's degree in business, marketing, or a related field (preferred).

Our Values:

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

What We 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.
• Working alongside an international community of users, partners and 1,100+ colleagues across 19 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 socialize with colleagues that care to offer

Benefits:

• WORK FLEXIBLY:
• Enjoy hybrid working from our great offices, and at home.
• Extra parental leave and days off beyond local legislation and the option to take an extra week of unpaid leave
• 100% Employer paid health coverage options for employee (Includes medical EPO plan, dental, and vision)
• 50% employer paid health coverage options for your family
• 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

How to apply

Please submit your CV and cover letter in English. A member of our Talent Acquisition team will be in touch within a few weeks. We look forward to reading your application!

Certain US states/jurisdictions require Too Good To Go to include a reasonable estimate of the salary range for this role. A reasonable estimate of the range for new joiners for this role in the United States is a base salary of $85,000 - $105,000 with an OTE of $100,000 - $120,000. Actual salaries may vary and may be above or below the range based on various factors, including, but not limited to an individual's assigned work location, experience and expertise.

A Movement for Everyone We want to inspire and empower everyone to fight food waste together. With that mission, it's