Toast is driven by building the restaurant platform that helps restaurants adapt, take control, and get back to what they do best: building the businesses they love.
The Partnerships team is at the forefront of developing and executing Toast's end-to-end partnership strategy. This involves close collaboration with our Product and Sales teams to shape strategic direction, identify and evaluate potential partnerships, negotiate agreements, cultivate strong relationships with both external and internal stakeholders, and seamlessly execute the deployment and ongoing growth of mutually beneficial partnerships across cross-functional teams. The team is responsible for managing Toast's diverse portfolio of Channel (lead-generation) and product-focused Integration partners.
We are seeking a highly motivated and experienced Manager, Business Development to oversee Toast's integration partnerships. The ideal candidate will possess a proven track record of managing external relationships and effectively leading cross-functional internal teams. They will be comfortable navigating a fast-paced environment and adept at bringing structure to complex, ambiguous challenges.
About this roll* (Responsibilities)
- Serve as the primary point of contact for Mid-Market/Enterprise level Integration partners, building and nurturing strong relationships with multiple stakeholders at various levels within the partner's organization.
- Manage the entire partnership lifecycle, from initial contracting and onboarding to launch, scaling, and contract renegotiations.
- Establish, monitor, and report on key goals and performance indicators (KPIs), ensuring alignment and achievement of expectations for both Toast and our partners.
- Lead Quarterly Business Reviews (QBRs) and provide regular updates to partners on a consistent cadence.
- Proactively identify and capitalize on opportunities to expand partnerships, assess partners' evolving needs, and provide timely support as challenges arise.
- Develop and refine strategies and processes to optimize team operations and enhance the value of partner relationships.
- Cultivate robust internal relationships with teams including Product, Sales, Partner Marketing, and Legal to ensure strategic alignment and provide valuable insights into partner requirements.
- Contribute to the development and execution of the overall partnership strategy, including advising on new partnership prioritization and best practices derived from existing partner experiences.
Do you have the right ingredients*? (Requirements)
- Demonstrated experience in partnerships/business development at a technology company, and/or management consulting.
- Proven ability to cultivate deep relationships, both internally and externally, and leverage those relationships to scale partnerships effectively.
- Background in working with Enterprise-level companies from a sales, support, and/or relationship management perspective.
- Experience in negotiating deals of varying sizes and complexities.
- Strong analytical skills, with the ability to evaluate opportunities from strategic, brand, financial, and operational standpoints.
- Excellent interpersonal skills and the ability to think and communicate creatively and thoughtfully with diverse technical and non-technical groups across all organizational levels.
- Highly entrepreneurial and comfortable thriving in a fast-paced environment with minimal guidance.
- Willingness to travel as needed (less than 20%).
Special Sauce* (Nonessential Skills/Nice to Haves)
- Technical proficiency (e.g., computer programming, familiarity with APIs, etc.).
- Proficiency with Salesforce, Monday.com, Snowflake, and Excel.
- Experience with expanding partner marketplaces.
- Technical proficiency (e.g. computer programming, familiarity with APIs, etc)
Our Spread* of Total Rewards
We strive to provide competitive compensation and benefits programs that help to attract, retain, and motivate the best and brightest people in our industry. Our total rewards package goes beyond great earnings potential and provides the means to a healthy lifestyle with the flexibility to meet Toasters’ changing needs. Learn more about our benefits at https://careers.toasttab.com/toast-benefits.
*Bread puns encouraged but not required
The base salary range for this role is listed below. The starting salary will be determined based on skills and experience. In addition to base salary, our total rewards components include cash compensation (overtime, bonus/commissions, if eligible), benefits, and equity (if eligible).
Diversity, Equity, and Inclusion is Baked into our Recipe for Success
At Toast, our employees are our secret ingredient—when they thrive, we thrive. The restaurant industry is one of the most diverse, and we embrace that diversity with authenticity, inclusivity, respect, and humility. By embedding these principles into our culture and design, we create equitable opportunities for all and raise the bar in delivering exceptional experiences.
We Thrive Together
We embrace a hybrid work model that fosters in-person collaboration while valuing individual needs. Our goal is to build a strong culture of connection as we work together to empower the restaurant community. To learn more about how we work globally and regionally, check out: https://careers.toasttab.com/locations-toast.
Apply today!
Toast is committed to creating an accessible and inclusive hiring process. As part of this commitment, we strive to provide reasonable accommodations for persons with disabilities to enable them to access the hiring process. If you need an accommodation to access the job application or interview process, please contact [email protected].
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Top Skills
Toast Boston, Massachusetts, USA Office
Toast’s headquarters is located in the heart of the Seaport District. Toasters are surrounded by art, culture, and delicious cuisine in one of the most bustling neighborhoods in Boston.
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