The opportunity
Toast creates technology to help restaurants and local businesses succeed in a digital world, helping business owners operate, increase sales, engage customers, and keep employees happy.
What you'll do
Run demos that win the room. Build every demo from discovery. Show a 40-site: group their own menu, their own workflows and the systems they already run, in their market's version of the product. Tailor it to each person in the buying group, from the head of ops to the IT lead to finance. Leave each of them with a reason to champion Toast.
Run labs that end in a decision. Agree success criteria with the customer: before the lab starts. Build and maintain the lab environment, track every issue, drive escalations and root cause analysis, and close the lab with a clear yes or no. No lab ends without an agreed next step.
Own the technical outcome through go-live. The deal isn't won until the: customer is live and it matches what we sold. Stay involved through procurement and handoff.
Architect the solution. Design how Toast fits into a multi-location group's existing stack:
Lead security, IT and compliance reviews. Own vendor security questionnaires,: PCI scoping conversations and the technical sections of RFPs.
Speak product's language. Write business requirement documentation that: product and engineering can act on: the problem, the customer's own words, workarounds tried, what's at stake across the segment (not just one account), and options with tradeoffs. Turn one customer's ask into a case for the platform.
What they're looking for
- Present the roadmap with credibility. Walk executive and IT audiences through: what exists, what's coming and what isn't, without overpromising. Keep their trust when the answer is "not yet."
- Sell outcomes, not features. Partner with sales to build the business case.: Translate technical fit into the outcomes the economic buyer cares about, such as labor, speed of service and revenue. When a buyer is weighing a feature gap, help them see it against the full value of the platform, and make sure their IT team feels heard along the way.
- Engineer workarounds, and know when to hold the line. Design and document: solutions to complex gaps, and judge when a workaround creates debt we'll pay for at go-live.
- Build real relationships outside the sales thread. Become the trusted: counterpart to the customer's IT lead, head of operations and systems owners, relationships that hold up on their own merit.