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Too Good To Go

Country Director - Poland

Place: Warsaw, Poland
Posted: Today

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Applies on jobs.ashbyhq.com

The role

Over one third of all perishable consumer goods, from food to personal care and flowers are wasted globally.

More than one third of the food produced in the world is wasted. And that has a huge impact on the health of our planet, with 10% of greenhouse gas emissions coming from food waste!

At Too Good To Go, we have an ambitious goal: To inspire and empower everyone to fight food waste together. We are the world's #1 app for fighting food waste and we work with thousands of restaurants and food retailers to make their surplus food available to local consumers. The magic of Too Good To Go has expanded rapidly across Europe, the US, Japan and Canada, with over 500 million meals saved across our 20 countries to date.

We’re proud of what we’ve achieved so far, but did we mention the issue is huge? We always want to raise the bar and that’s where you come in

Your mission at Too Good to Go…

We are looking for an experienced leader to join Too Good to Go and lead our local team in Warsaw. You will lead a team of 30 Waste Warriors across Independent Sales, Key Account Management, Partner Success, and People & Culture to drive the business in Poland. You will have full P&L responsibility for the country and report to the Vice President of UK/IE and Central Europe.

You are responsible for setting the market strategy for Poland, running daily operations, and ultimately delivering the strategy and P&L targets. Being an ambitious social impact company, we are looking for someone who can drive our business to the next level, including building a high performing team, partnering with both large key accounts and independent stores and winning the hearts of the consumers through a strong brand.

In the role, you will…

- Own the P&L for the country, setting the go-to-market strategy for Too Good To Go — including expansion into new verticals such as beauty, personal care, and flowers — and identifying the opportunities that maximise growth while protecting the bottom line.

- Lead a country team spanning Key Account Management, Independent Sales, People & Culture, Marketing, and Partner Success — with direct and indirect reporting lines — and coach them to build their own commercial acumen, not just execute against targets.

- Lead pricing negotiations and the broader sales process with your country's Key Accounts, partnering with local and global KAM teams. You'll be the face of Too Good To Go when acquiring brand-new enterprise partners — including large retailers we haven't worked with before, across both food and non-food categories.

- Identify, build the business case for, and launch new commercial propositions and verticals to meet partner and customer demand, coordinating closely with Product, Marketing, and Data teams across the business.

- Cascade global strategy into concrete local operating plans with clear KPIs, and act as a consultative partner on local marketing campaigns to keep them aligned with country growth priorities.

- Serve as the primary point of contact for your country — internally at TGTG, and externally with partners, customers, and the media.

- Drive adoption of global commercial best practices locally — including our MEDDICC-based key account sales process — while feeding local market learnings back to global teams to sharpen commercial excellence company-wide.

- Support and challenge your team and peers so they do their best work, and act as a hands-on ambassador for a world without food waste — using your public platform to help shape the food-waste ecosystem in Poland.

You meet the following requirements…

- Substantial experience as a Country Director/Manager, Managing Director, or General Manager, leading teams of 25+ people, including as a manager of managers.

- A track record of owning a P&L and delivering sustained, profitable double-digit revenue growth in a fast-scaling business — you're genuinely motivated by financial performance, not just operational metrics.

- Experience growing an online marketplace (B2B or B2C), ideally one with real supply constraints, and a strong grasp of how to balance supply and demand hyperlocally to drive efficient growth.

- Experience developing business cases for and launching new products, verticals, or commercial propositions, and coordinating cross-functionally (Product, Marketing, Data) to bring them to market.

- Deep experience negotiating with and acquiring new enterprise key accounts — including large retailers — and confidence being the face of the business in first-time negotiations with major new logos across both food and non-food categories.

- Familiarity with MEDDICC (or an equivalent structured enterprise sales methodology) is a strong plus.

- A strong, proven data-driven decision-making style in a complex environment, with the ability to ruthlessly prioritise in a fast-evolving business.

- A track record of identifying, recruiting, and developing top talent, and of having direct, honest conversations to manage underperformance.

- Excellent communication skills — able to cascade global strategy and connect local plans to the broader mission.

- Full professional proficiency in Polish and English.

- Experience or a network in the food industry is a plus.

- You share our values.

Our values

- We Win Together

- We Raise the Bar

- We Keep It Simple

- We Build A Legacy

- We Care

What we have to offer

- A rare opportunity to work in a social impact company, where you get to wake up every day knowing you’re achieving positive change.

- The experience of being part of an international company with 1200+ enthusiastic and highly talented teammates across 20 countries (and growing).

- Strong personal as well as professional development in an intense and high-growth scale-up environment.

- An open company culture where you have the independence and room to unleash your creativity.

- A strong team culture where successes are celebrated together.

How to apply

- We take recruitment very seriously, so please carefully check the role requirements and see our website and international media for an overview of Too Good To Go.

- Submit your CV and Cover letter in English.

- Please note that we only accept applications coming through our platform. No CV or Cover Letter will be accepted by email or LinkedIn direct messaging.