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Director, Regional Mid Market Sales

| Greater Boston Area
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We’re not your traditional tech company. We recognize that talented people often come from outside the tech space. No matter what your background is, there’s a place for you at Toast. We’ve 86’d the conventional workplace for one where people can truly bring their full selves to work. Together, we empower restaurants of all sizes to build great teams, increase revenue, improve operations, and delight their guests. We pair our deep understanding of the restaurant industry with powerful cloud based software and restaurant-grade hardware to deliver an intuitive all-in-one platform. Join us on our mission to empower the restaurant community to delight guests, do what they love, and thrive. 

Bready* to make a change?

The Regional MM Director is responsible leading a growing team of Account Executives to meet and exceed their outlined sales objectives for the Regional Mid Market team. In this role the Regional MM Director is expected to hire and train personnel and provide ongoing coaching and support. This includes managing a sales process, sales activity & pipeline and insuring Sales Call Plans are completed for sales engagements. 

About this roll*: 

  • Train and maintain Sales Account Executives employees for Regional Mid Market (11 – 35 locations)
  • Manage a team to meet and exceed their individual assigned sales booking and revenue quotas
  • Ensure Sales Account Executives each meet sales activity objectives and moves prospects through sales pipeline
  • Responsible for making sure the sales pipeline data is current and reflects the proper number of accounts to meet sales objectives
  • Negotiate sales contracts including working with Toast legal counsel
  • Ensures CRM sales reporting is accurate and timely
  • Ensures that team understands marketing strategies and thoroughly communicates product and feature information
  • Provide ongoing coaching and sales support for assigned team
  • Sharing and implementation of best practices with members of sales organization
  • Perform annual performance reviews for assigned team
  • Develop Sales Call Plans as a best practice for customer meetings and Strategic Account Plans for more complex opportunities
  • Cultivate relationships with business partner counterparts who sell complementary products serving the restaurant industry to define and execute sales strategies & tactics that increase new revenue
  • Involved in all phases of the sales lifecycle including: identifying and developing leads; meeting with clients; developing value propositions; financial deal structuring; to contract negotiation and closing
  • Share industry, deal, and sales “best practice” knowledge with other members of the sales team
  • Understand the competitive landscape (strengths, weaknesses, benefits) and determine how to position Toast to win
  • Interview and hire candidates

Do you have the right ingredients* 

  • Combination of SaaS, Restaurant Industry Technology and working with Enterprise Account experience is required
  • 8+ years of relevant successful technology or professional services sales leadership experience at the C-level is required
  • 2+ years of management experience
    • Proven sales skills in complex deal development, financial structuring, negotiations and closing with both new and existing clients
  • Comfortable with process driven sales, reporting and tracking
  • Bachelor Degree, Strong Written and Presentation based communication skills are required

*Bread puns encouraged but not required

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Technology we use

  • Engineering
    • JavaLanguages
    • JavascriptLanguages
    • jQueryLibraries
    • ReactLibraries
    • AngularjsLibraries
    • ES6Libraries

Location

Toast is headquartered in the heart of Fenway. Catch a Sox game, grab a bite, and stroll through one of the trendiest neighborhoods in Boston.
Toast values candidates with varied backgrounds — and these 3 employees prove it
Watch

An Insider's view of Toast

What’s the vibe like in the office?

Our office has both a relaxed but productive vibe. You'll see people with their heads down working, but you'll also see people hanging out and collaborating in open spaces. There's a good balance between work and play. When I'm not heads down coding, you'll find me playing guitar or hanging out in the Toast Pub.

Gabe Gonzalez

Associate Technical Sourcer, Previously: Software Engineer

How has your career grown since starting at the company?

I began as an Implementation Engineer, moved into instructional design, and now I am in my dream role as a Product Manager. This is afforded because Toast fosters a culture where experts in their domains are eager to give you a masterclass in what they do – you only need to ask and be willing to learn. This is the best perk when working at Toast.

Sean Park

Product Manager

What are Toast Perks + Benefits

Toast Benefits Overview

Toast strives to provide competitive compensation and benefits programs that help to attract, retain and motivate the best and brightest people in our industry. Our total reward package goes beyond great earnings potential and provides the means to a healthy lifestyle with the flexibility to meet our employees’ changing needs.

Culture
Volunteer in local community
Partners with Nonprofits
Friends outside of work
Eat lunch together
Intracompany committees
Daily stand up
Open door policy
Team owned deliverables
Team based strategic planning
Group brainstorming sessions
Open office floor plan
Diversity
Dedicated Diversity/Inclusion Staff
Unconscious bias training
Someone's primary function is managing the company's diversity and inclusion initiatives
Health Insurance & Wellness Benefits
Flexible Spending Account (FSA)
Disability Insurance
Dental Benefits
Vision Benefits
Health Insurance Benefits
Life Insurance
Wellness Programs
Team workouts
Retirement & Stock Options Benefits
401(K)
401(K) Matching
Company Equity
Performance Bonus
Child Care & Parental Leave Benefits
Generous Parental Leave
Flexible Work Schedule
Remote Work Program
Family Medical Leave
Company sponsored family events
Vacation & Time Off Benefits
Unlimited Vacation Policy
Paid Volunteer Time
Paid Holidays
Paid Sick Days
Perks & Discounts
Beer on Tap
Casual Dress
Commuter Benefits
Company Outings
Stocked Kitchen
Happy Hours
Parking
Recreational Clubs
Fitness Subsidies
Professional Development Benefits
Job Training & Conferences
Diversity Program
Lunch and learns
Cross functional training encouraged
Promote from within
Mentorship program
Time allotted for learning
Online course subscriptions available
Customized development tracks
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