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
Carry and deliver an individual quota in year one (player-coach) while you: hire, onboard, and ramp your team, transitioning to a full team number as your team scales.
Hire, develop, motivate, and manage a quota achieving Mid-Market sales team: from the ground up, setting the bar for talent in a brand new function
Build and codify the Mid-Market Retail sales process: discovery frameworks, demo flows, business case models, mutual action plans, and executive proposals tailored to grocery, liquor, and convenience buyers
Run a disciplined sales process and coach your team on qualification rigor,: multithreading, and champion development inside complex retail organizations
Own live Mid-Market deals end to end yourself, then convert what you learn: into discovery frameworks, demo flows, business cases, and proposals the team can run
Get in the field. Join discovery calls, sit in on site visits, and walk: stores with your reps so the playbook you write is grounded in what actually happens in front of a customer
What they're looking for
- Own all stages of the sales lifecycle with your team: pipeline generation, executive meetings, value proposition development, deal structuring, negotiation, and close
- Partner across Product, Marketing, Enablement, Deal Desk, Finance, and: Onboarding to close the gaps that stand between us and a repeatable Mid-Market motion, and escalate the ones you cannot close yourself
- Bring the voice of the Mid-Market retailer back into the product roadmap with: specificity and evidence, not anecdotes
- Forecast accurately in a business with little historical data, and be honest: about what you know versus what you are still learning
