Sales Development Manager

After years of building the best POS platform for restaurants, Toast is expanding into new food and beverage verticals with the Toast Retail platform. This role offers a unique opportunity to be part of a founding team shaping our go-to-market strategy in a high-growth, early-stage environment. If you have a founder’s mindset, a passion for mentoring talent, and the drive to help modernize how retail businesses operate, this role is for you.

As a Manager for the Retail Sales Development team, you will hire, develop, coach, and train a high-performing team of early career sales professionals. As the frontline ambassador for our brand, your team will inspire confidence and drive success among our valued retail partners—including convenience stores, grocery stores, bottle shops, and general retailers.

This is an exciting opportunity to join the sales leadership team at Toast!

About this roll* 🍞 (Responsibilities)

• Hire, coach, and manage a team of Sales Development Representatives (SDRs) who are responsible for inbound/outbound MQL follow up and booking meetings for Account Executives (AEs)
• Lead by example in demonstrating Toast’s core values and fostering a culture of excellence, collaboration, and fun
• Drive day-to-day activities of the SDR team through live coaching, targeted career development, and performance analytics to maximize lead follow-up and revenue creation
• Collaborate closely with cross-functional partners in Sales, Enablement, Marketing, and Operations to ensure strategic alignment and capitalize on the best opportunities
• Continuously scout and attract top-tier talent to strengthen and expand your team, ensuring sustained success in our competitive market.
• Embrace a builder’s mentality as we scale the Toast Retail platform, bringing feedback and insights from the field back to the product and GTM teams.

Do you have the right ingredients? (Requirements)

• Proven success in a closing sales role and/or past S/BDR management experience, ideally in a fast-paced, high-volume environment
• Passion for developing early career sales professionals and helping others reach their potential
• Strong understanding of outbound and inbound prospecting strategies, pipeline generation, and qualification
• Self-motivated, innovative, and empathetic, with outstanding organizational and communication skills
• Proven ability to exceed goals and build effective performance metrics that drive sales excellence

Special Sauce: (nonessential skills, nice to have)

• Expertise in CRM systems, with Salesforce proficiency highly preferred
• Experience in the retail technology or SMB software space
• Familiarity with Toast’s core markets and a passion for helping local retailers grow and succeed