The opportunity
After years of building an innovative POS platform for restaurateurs, Toast is expanding into new food and beverage concepts: convenience stores, grocery stores, and bottle shops. The Toast Retail platform is already winning with independent operators.
What you'll do
Pipeline and prospecting: Build a qualified pipeline of multi-location grocery, liquor, and convenience operators through category research, cold calling, networking, and close partnership with our SMB Retail teams to identify accounts ready to move upmarket.
Retail centric discovery: Run disciplined discovery against buying committees rather than single owners. Learn the operational realities that move a category buyer, from inventory depth and scan data to shrink, margin, and compliance, and turn them into a compelling case for Toast Retail.
Value based selling: Create demand by educating prospects on the Toast Retail value proposition through demonstrations and tailored business cases. Sell on platform value and outcomes over price, and help operators understand which products actually fit their scale.
Full lifecycle ownership: Own the entire journey, from lead development and financial structuring to contract negotiation and close. Collaborate with Account Service and Implementation to ensure a seamless handoff on retail installs that are meaningfully harder than a single site.
Complex deal navigation: Manage lengthy sales cycles with real ambiguity. Multithread across operations, finance, IT, and merchandising, and develop champions inside layered retail organizations.
Internal collaboration: Partner with Legal, Deal Desk, Biz Ops, and Finance to structure deals, and hold your ground in negotiations so terms align with Toast's goals. Work with Product, Marketing, and Enablement to close the gaps between us and a repeatable Mid Market Retail motion, and escalate the ones you cannot close yourself.
What they're looking for
- Build as you close: Convert what works in your live deals into discovery notes, demo flows, and business case models the next AEs can run. Distinguish a repeatable process from a one off hero deal, and help codify the former.
- Voice of the retailer: Bring the Mid Market retailer's needs back into the product roadmap with specificity and evidence, not anecdotes.
- Revenue mindset: Optimize for long term realized revenue, not just bookings. Evaluate the full financial impact of every deal, ask what it will actually cost us, and make thoughtful trade offs on pricing, discounts, and terms while protecting Toast's bottom line.
- Operational excellence: Maintain high standards of execution, prioritization, and follow through in Salesforce and the broader GTM tech stack, and help establish the conversion benchmarks that do not exist yet.
