Toast

Lead the measurement framework and build a reporting and analytics infrastructure to support self-service insights. Foster a strong data culture across product, engineering, and design teams to optimize product experiences. | Candidates should have a bachelor's degree with at least 12 years of experience in relevant fields, or a master's degree with 8 years, or a PhD with 5 years. Strong skills in analytics, data architecture, and leadership are essential. | 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. We are building out our Product Analytics function and we are looking for a Principal Product Analyst to drive our vision forward. This is a critical role, where you will be responsible for building analytics foundations and best practices to empower data-driven decision-making across our product teams. Your work will contribute to the success of our businesses through strong partnerships and collaboration horizontally across products and deep within strategic initiatives. A day in the life (Responsibilities) A key focus of this role will be leading our measurement framework, metrics definitions, and building a reporting and analytics infrastructure to support self-service insights and our rhythm of the business. You will foster a strong data culture with product, engineering and design cross-functional stakeholders enabling teams to measure impact, understand user behavior and optimize product experiences. This is a trusted advisor role and you love ensuring data is driving solid decision making and improving our products and customer experience everyday. You will drive dashboarding, analytical studies, experimentation, modeling and a product data science roadmap enabling strategic product decisions at scale with data. The Product Analytics team sits inside of R&D Operations at Toast. The R&D Operations team is on a mission to empower our teams to build great products efficiently, effectively, and at scale. We remove obstacles, foster alignment, and help teams focus on what matters most—solving real problems for our customers. Operating at the intersection of Product, UX, Engineering, Marketing, and Customer Success, we ensure that teams are equipped with the right processes, strategies, and insights to drive meaningful impact. Define and implement the measurement framework strategy, aligning with Product, Engineering and Design leadership to ensure teams have the right data and insights to make informed decisions. Lead the implementation and organization-wide adoption of standard reporting, dashboards and other analytical tools into our PDLC and executive management processes. Inform and recommend improvements to the current analytics infrastructure, identifying gaps and opportunities to implement scalable tooling, dashboards, and data frameworks. Develop standards and best practices for product data modeling, experimentation, and dashboarding to maximize its impact. Partner with Product teams to architect telemetry and logging for data capture, develop measurement strategies, data science models, and create dashboards to track product success using best-in-class reporting and AI tooling. Work cross-functionally with Engineering, Data/Analytics Engineering, Business Intelligence, and Data Platform teams to ensure a unified approach to analytics. Educate and evangelize data-driven decision-making ensuring Product Managers and stakeholders have the skills and tools they need to self-serve analytics. What you'll need to thrive (Requirements) Bachelor's degree in Business, Computer Science, Information Systems, or a related field with a minimum of 12 years of experience in Product Analytics, Data Analysis, Data Science or related field; or a Master’s degree with 8 years of related experience; or a PhD with 5 years of experience; or equivalent experience. Strong understanding of how analytics supports product development. Proven ability to lead an organization-wide data/reporting implementation, including tool adoption, data architecture best practices, and stakeholder training. Experience translating stakeholder needs and requirements into scalable data architecture implementation. Extensive hands-on experience with product analytics and dashboarding tools and strong SQL and statistical modeling skills (e.g., SQL, Python, R). Deep understanding of A/B testing methodologies, experimentation, and behavioral analytics. Advanced knowledge of data infrastructure, schema design and ETL/data pipelining practices. Strong leadership and influence skills, with experience driving alignment across Product, Engineering, and Data teams. Excellent communication and storytelling skills, capable of distilling complex data into clear, actionable insights for stakeholders at all levels. A self-starter mindset, excited to build something from scratch and evolve it over time. #LI-REMOTE AI at Toast At Toast, one of our company values is that we're hungry to build and learn. We believe learning new AI tools empowers us to build for our customers faster, more independently, and with higher quality. We provide these tools across all disciplines, from Engineering and Product to Sales and Support, and are inspired by how our Toasters are already driving real value with them. The people who thrive here are those who embrace changes that let us build more for our customers; it’s a core part of our culture. Our Total Rewards Philosophy 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. 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). Pay Range $145,000—$232,000 USD 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 candidateaccommodations@toasttab.com. ------ For roles in the United States, It is unlawful in Massachusetts to require or administer a lie detector test as a condition of employment or continued employment. An employer who violates this law shall be subject to criminal penalties and civil liability.

Design, develop, and maintain scalable eCommerce and sales platform components, collaborating across teams to ensure high-quality, reliable, and innovative solutions. | Experience in full-stack development with Java/Kotlin and React, strong testing discipline, experience with third-party integrations, and excellent communication skills. | 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. Join Toast's business technology transformation engineering team and be at the forefront of business transformation and revenue acceleration. Our team directly impacts Toast's growth by reshaping the end-to-end sales funnel, enabling self-service at scale, and optimizing customer onboarding. In this role you'll architect and implement innovative eCommerce and sales tools that drive ARR growth and enhance customer satisfaction, making a tangible impact on how Toast sells and expands. About this roll* (Responsibilities) Translate requirements into solutions, hands-on contributions in designing and building key architectural components and integrations that make up our eCommerce Platform. Collaborate with cross-functional teams to get the job done and provide insights necessary to think beyond the status quo. Review code to ensure that technical implementation meets functional requirements, as well as our high standards for code quality and testing. Ensure that our systems are performant, scalable, resilient and highly available Collaborate with UX, PM, QA and Engineering to build best-in-class solutions in a complex and fast-moving environment Champion best practices for development, deployment and quality life-cycles Guide the growth & development of engineers with mentoring and training. Leverage cutting edge AI tools to enhance your development workflow, improve velocity, and help pioneer new approaches to building - contributing to a culture of innovation and productivity across the team. Do you have the right ingredients*? (Requirements) A few years of experience in a senior fullstack role delivering high quality, reliable services to production using Java (or Kotlin), React, JavaScript/TypeScript. Strong testing discipline, writing unit and integration tests and believing in automation to maintain software quality. Experience integrating with third party products and applications, including Salesforce, Netsuite and billing platforms. Familiarity with NoSQL databases, preferably DynamoDB, Postgres Outstanding communication and interpersonal skills, with the ability to influence and collaborate with cross-functional teams The ability to take complex business problems and create easy to use solutions at scale. A strong desire to make an impact and the ability to be autonomous when executing your work. Lead by example, at times, working alongside the team in defining requirements, workflows, interaction, user journeys, process/screen flows, and wireframes AI at Toast At Toast we’re Hungry to Build and Learn. We believe learning new AI tools empowers us to build for our customers faster, more independently, and with higher quality. We provide these tools across all disciplines, from Engineering and Product to Sales and Support, and are inspired by how our Toasters are already driving real value with them. The people who thrive here are those who embrace changes that let us build more for our customers; it’s a core part of our culture. 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 #LI-Remote 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). Pay Range $134,000—$214,000 USD 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 candidateaccommodations@toasttab.com. ------ For roles in the United States, It is unlawful in Massachusetts to require or administer a lie detector test as a condition of employment or continued employment. An employer who violates this law shall be subject to criminal penalties and civil liability.

Managing customer relationships and leading sales initiatives to expand product adoption. | Requires 2+ years of quota-carrying sales experience, B2B SaaS sales expertise, and familiarity with sales methodologies and CRM tools. | 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. Join Toast's rapidly expanding Customer Growth (Upsell) Sales team! We empower existing SMB Toast POS customers to maximize their success by expanding their product offerings. As a Growth Account Executive, you’ll manage a book of existing SMB customers with a goal of driving revenue through expansion and product adoption. This is a full-cycle role where you’ll partner with cross-functional teams to deliver value across the Toast platform. Our sales culture is a dynamic blend of competitive drive and collaborative spirit, where winning as a team is paramount. Note: this is a role where you will be primarily remote, working at home, but also spending occasional time in the field in your assigned territory(s). What you'll do (Responsibilities): As a Customer Growth Account Executive, you will drive revenue growth by: • Managing the full sales cycle for customer expansion, identifying and closing upsell opportunities within your assigned territory of existing Toast SMB POS customers, from outbound prospecting to contract negotiation and close. • Utilizing consultative selling and discovery, conducting deep discovery to uncover customer pain points and business goals, leveraging consultative sales techniques to position Toast's expanded product offerings. • Achieving quota attainment, consistently meeting and exceeding monthly sales revenue and unit booking targets. • Executing pipeline management, maintaining a highly organized sales pipeline and activity records within Salesforce CRM and other essential tools. • Demonstrating market and product expertise, developing a strong understanding of the competitive landscape to effectively position Toast solutions and articulate their unique value. • Engaging in cross-functional collaboration, partnering seamlessly with New Business, Services, and Implementation teams to ensure successful customer onboarding and satisfaction. • Applying strategic sales methodology, using proven sales methodologies (ex. Sandler) to uncover urgency, drive value, and create compelling propositions. What you'll need to thrive (Requirements): We're looking for a driven and adaptable sales professional with: • Proven sales acumen, including 2+ years of quota-carrying sales experience in a closing role (ex. Business Development Representative, Account Executive), with a consistent track record of meeting and exceeding monthly sales performance goals. • A track record of success in a high-velocity or high-volume, transactional B2B SaaS sales environment. • Expertise in full-cycle sales skills, including deep discovery, compelling storytelling, persuasive negotiation, and effective closing techniques. • A consultative approach, with the ability to act as a strategic consultant, challenging prospects' perspectives and driving new ways of thinking about their business. • A growth and ownership mindset, being highly self-motivated, competitive, resilient, and taking strong ownership of results. • Exceptional communication skills, including excellent written and verbal communication, coupled with strong time management and organizational abilities. • The ability to adapt, with a proven capacity to thrive and adjust in a dynamic, rapidly evolving sales environment. What will help you stand out (Nonessential Skills/Nice to Haves): • Familiarity with Salesforce CRM. • Experience with Sandler Sales Training or similar structured sales methodologies. • Prior B2B sales experience within the SMB, restaurant, hospitality, or retail sectors. AI at Toast At Toast we’re Hungry to Build and Learn. We believe learning new AI tools empowers us to build for our customers faster, more independently, and with higher quality. We provide these tools across all disciplines, from Engineering and Product to Sales and Support, and are inspired by how our Toasters are already driving real value with them. The people who thrive here are those who embrace changes that let us build more for our customers; it’s a core part of our culture. Our Total Rewards Philosophy 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. The estimated Total Targeted Cash compensation range for this role is listed below. Total Targeted Cash for this role consists of a base salary, commission, benefits, and equity (if eligible). This role qualifies for uncapped commissions. The starting salary will be determined based on skills, experience, and geographic location. Total Targeted Cash $118,000—$189,000 USD 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 candidateaccommodations@toasttab.com. ------ For roles in the United States, It is unlawful in Massachusetts to require or administer a lie detector test as a condition of employment or continued employment. An employer who violates this law shall be subject to criminal penalties and civil liability.

Generate new business opportunities and conduct outreach to restaurants in Mandarin and English. | Fluent in Mandarin and English, previous sales experience, and a strong work ethic. | Now, more than ever, the Toast team is dedicated to supporting our customers. We're providing technology, resources, and a strong sense of community to help restaurants navigate these challenging times. Our focus is on building the restaurant platform that helps restaurants adapt, take control, and get back to what they do best: building the businesses they love. And because our technology is purpose-built for restaurants, by restaurant people, restaurants can trust that we’ll deliver on their needs for today while investing in experiences that will power their restaurant of the future. As a Bilingual Business Development Representative (BDR) you will be responsible for creating new business sales opportunities, primarily in Mandarin, for Toast's Strategic Cuisines. BDRs research restaurants in their assigned territory, create an outreach plan and determine how restaurants can benefit from leveraging Toast’s all in one digital platform. Daily outreach consists of cold calls, emails, and social media touch points. After consistent high performance in the role, BDRs have the opportunity to pursue more advanced sales roles at Toast. About this roll* (Responsibilities): Generate 2+ new business sales opportunities daily Complete 65+ outreach activities daily Research and prospect top/new restaurants in your territory Coordinate new business meetings with Territory Account Executives and/or Inside Sales Representatives Strategize with District Managers on their new business priorities Do you have the right ingredients*? (Requirements); Ability to write, read, and speak fluent Mandarin Chinese and English Strong work ethic and determination to succeed Highly coachable and enjoys team collaboration Naturally curious and resourceful Previous Sales or Sales Internship experience Special sauce* (Nonessential Skills/Nice to Haves): Collegiate Sales Competitors wanted! Restaurant experience a plus Financial background is a plus Previous phone experience, specifically outbound, preferred AI at Toast At Toast we’re Hungry to Build and Learn. We believe learning new AI tools empowers us to build for our customers faster, more independently, and with higher quality. We provide these tools across all disciplines, from Engineering and Product to Sales and Support, and are inspired by how our Toasters are already driving real value with them. The people who thrive here are those who embrace changes that let us build more for our customers; it’s a core part of our culture. 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 estimated Total Targeted Cash compensation range for this role is listed below. Total Targeted Cash for this role consists of a base salary, commission, benefits, and equity (if eligible). This role qualifies for uncapped commissions. The starting salary will be determined based on skills, experience, and geographic location. Total Targeted Cash $63,000—$101,000 USD 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 candidateaccommodations@toasttab.com. ------ For roles in the United States, It is unlawful in Massachusetts to require or administer a lie detector test as a condition of employment or continued employment. An employer who violates this law shall be subject to criminal penalties and civil liability.

Lead mobile development and architecture for new features in Toast's New Ventures team, collaborating cross-functionally to launch scalable MVPs. | Significant technical impact, experience or interest in 0->1 builds, expertise in Kotlin or Java for Android, strong communication and collaboration skills. | Years spent building on the restaurant front lines taught us how to build for speed, reliability, and complexity. Built for the dinner rush, our cloud-based platform and tough hardware now power high-velocity operations beyond restaurants. Join us to expand Toast’s impact to other industries – helping all kinds of business operators delight their customers, do what they love, and thrive. Bready* to make a change? Toast’s New Ventures business unit has the goal of researching, developing, and eventually scaling a new generation of products and business lines that can have a substantial impact on Toast’s long-term growth. In this unique role, you will be one of the founding engineers on one of our New Venture teams. If you are the type of engineer who would love to build from scratch on the existing Toast ecosystem, this could be the perfect job for you. We are in the early stages of building out features that cater to new types of establishments, and have seen an exciting level of interest in early conversations with operators. We’re scrappy and motivated to capture this growth, with many opportunities to make a big impact in this emerging space! About this roll* (Responsibilities) • Lead mobile development for a new team to address critical operator needs currently unmet by Toast. • Own the architecture and mobile implementation for key features and components for the New Venture across the Toast codebase. • Understands operator needs and contributes to the team’s business strategy. • Collaborate closely with New Ventures Leads to successfully launch an MVP and facilitate its scalable adoption by a broad customer base. • Navigate diverse codebases across disciplines to consistently deliver high-quality code within established timelines. • Demonstrate a high degree of ownership in all aspects of development. • Leverage cutting edge AI tools to enhance your development workflow, improve velocity, and help pioneer new approaches to building - contributing to a culture of innovation and productivity across the team. Do you have the right ingredients*? (Requirements) • A track record of significant technical and business impact across multiple teams. • Experience (or interest) in 0 -> 1 builds. • Expertise in building robust and scalable Android applications using Kotlin, with a strong understanding of distributed systems, asynchronous communication, event-driven architecture, mobile APIs, and integration patterns. • Demonstrated ability to deliver clean, maintainable, and resilient code that withstands the test of time. • Exceptional communication and collaboration skills, with the ability to unify and motivate cross-functional teams. • Experience in communicating technical designs across teams and organizations. • Act as a collaborative and solution-oriented partner to leadership and colleagues. • Proficiency in Kotlin (preferred) or Java AI at Toast At Toast we’re Hungry to Build and Learn. We believe learning new AI tools empowers us to build for our customers faster, more independently, and with higher quality. We provide these tools across all disciplines, from Engineering and Product to Sales and Support, and are inspired by how our Toasters are already driving real value with them. The people who thrive here are those who embrace changes that let us build more for our customers; it’s a core part of our culture. 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). Pay Range $155,000—$248,000 USD 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 candidateaccommodations@toasttab.com. ------ For roles in the United States, It is unlawful in Massachusetts to require or administer a lie detector test as a condition of employment or continued employment. An employer who violates this law shall be subject to criminal penalties and civil liability.

Generate new business opportunities through outreach and research, and coordinate meetings with sales teams. | Fluent in Mandarin and English, previous sales or internship experience, highly coachable, resourceful, and strong work ethic. | Now, more than ever, the Toast team is dedicated to supporting our customers. We're providing technology, resources, and a strong sense of community to help restaurants navigate these challenging times. Our focus is on building the restaurant platform that helps restaurants adapt, take control, and get back to what they do best: building the businesses they love. And because our technology is purpose-built for restaurants, by restaurant people, restaurants can trust that we’ll deliver on their needs for today while investing in experiences that will power their restaurant of the future. As a Bilingual Business Development Representative (BDR) you will be responsible for creating new business sales opportunities, primarily in Mandarin, for Toast's Strategic Cuisines. BDRs research restaurants in their assigned territory, create an outreach plan and determine how restaurants can benefit from leveraging Toast’s all in one digital platform. Daily outreach consists of cold calls, emails, and social media touch points. After consistent high performance in the role, BDRs have the opportunity to pursue more advanced sales roles at Toast. About this roll* (Responsibilities): • Generate 2+ new business sales opportunities daily • Complete 65+ outreach activities daily • Research and prospect top/new restaurants in your territory • Coordinate new business meetings with Territory Account Executives and/or Inside Sales Representatives • Strategize with District Managers on their new business priorities Do you have the right ingredients*? (Requirements); • Ability to write, read, and speak fluent Mandarin Chinese and English • Strong work ethic and determination to succeed • Highly coachable and enjoys team collaboration • Naturally curious and resourceful • Previous Sales or Sales Internship experience Special sauce* (Nonessential Skills/Nice to Haves): • Collegiate Sales Competitors wanted! • Restaurant experience a plus • Financial background is a plus • Previous phone experience, specifically outbound, preferred AI at Toast At Toast we’re Hungry to Build and Learn. We believe learning new AI tools empowers us to build for our customers faster, more independently, and with higher quality. We provide these tools across all disciplines, from Engineering and Product to Sales and Support, and are inspired by how our Toasters are already driving real value with them. The people who thrive here are those who embrace changes that let us build more for our customers; it’s a core part of our culture. 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 estimated Total Targeted Cash compensation range for this role is listed below. Total Targeted Cash for this role consists of a base salary, commission, benefits, and equity (if eligible). This role qualifies for uncapped commissions. The starting salary will be determined based on skills, experience, and geographic location. Total Targeted Cash $63,000—$101,000 USD 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 candidateaccommodations@toasttab.com. ------ For roles in the United States, It is unlawful in Massachusetts to require or administer a lie detector test as a condition of employment or continued employment. An employer who violates this law shall be subject to criminal penalties and civil liability.

Manage full sales cycle for customer expansion, identify upsell opportunities, and collaborate cross-functionally to ensure customer success. | Proven sales experience in a quota-carrying role, strong communication skills, and ability to adapt in a dynamic environment. | 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. Join Toast's rapidly expanding Customer Growth (Upsell) Sales team! We empower existing Toast SMB POS customers to maximize their success by expanding their product offerings. As a Growth Account Executive, you'll manage a book of existing customers with a goal of driving revenue through expansion and product adoption. This is a full-cycle role where you'll partner with cross-functional teams to deliver value across the Toast platform. Our sales culture is a dynamic blend of competitive drive and collaborative spirit, where winning as a team is paramount. Note: this is a role where you will be primarily remote, working at home, but also spending occasional time in the field in your assigned territory(s). About This Roll* (Responsibilities) As a Customer Growth Account Executive, you will drive revenue growth by: • Managing the full sales cycle for customer expansion, identifying and closing upsell opportunities within your assigned territory of existing Toast SMB POS customers, from outbound prospecting to contract negotiation and close. • Utilizing consultative selling and discovery, conducting deep discovery to uncover customer pain points and business goals, leveraging consultative sales techniques to position Toast's expanded product offerings. • Achieving quota attainment, consistently meeting and exceeding monthly sales revenue and unit booking targets. • Executing pipeline management, maintaining a highly organized sales pipeline and activity records within Salesforce CRM and other essential tools. • Demonstrating market and product expertise, developing a strong understanding of the competitive landscape to effectively position Toast solutions and articulate their unique value. • Engaging in cross-functional collaboration, partnering seamlessly with New Business, Services, and Implementation teams to ensure successful customer onboarding and satisfaction. • Applying strategic sales methodology, using proven sales methodologies (ex. Sandler) to uncover urgency, drive value, and create compelling propositions. Do you have the right ingredients*? (Requirements) We're looking for a driven and adaptable sales professional with: • Proven sales acumen, including 2+ years of quota-carrying sales experience in a closing role (ex. Business Development Representative, Account Executive), with a consistent track record of meeting and exceeding monthly sales performance goals. • A track record of success in a high-velocity or high-volume, transactional B2B SaaS sales environment. • Expertise in full-cycle sales skills, including deep discovery, compelling storytelling, persuasive negotiation, and effective closing techniques. • A consultative approach, with the ability to act as a strategic consultant, challenging prospects' perspectives and driving new ways of thinking about their business. • A growth and ownership mindset, being highly self-motivated, competitive, resilient, and taking strong ownership of results. • Exceptional communication skills, including excellent written and verbal communication, coupled with strong time management and organizational abilities. • The ability to adapt, with a proven capacity to thrive and adjust in a dynamic, rapidly evolving sales environment. Special Sauce* (Nonessential Skills/Nice to Haves) • Familiarity with Salesforce CRM. • Experience with Sandler Sales Training or similar structured sales methodologies. • Prior B2B sales experience within the SMB, restaurant, hospitality, or retail sectors. AI at Toast At Toast we're Hungry to Build and Learn. We believe learning new AI tools empowers us to build for our customers faster, more independently, and with higher quality. We provide these tools across all disciplines, from Engineering and Product to Sales and Support, and are inspired by how our Toasters are already driving real value with them. The people who thrive here are those who embrace changes that let us build more for our customers; it's a core part of our culture. 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

Design, build, and maintain scalable, resilient distributed systems; lead complex projects; drive technical direction and organizational quality; optimize performance; and leverage AI tools to enhance development. | Senior leadership in software engineering with experience shipping complex production services, scaling distributed systems, owning products end-to-end, presenting architecture vision, and driving technical decisions. | 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. We are looking for a Principal Software Engineer to join the Orders Cloud Sync Team. On the Orders Cloud Sync Team, our mission is to provide a state of the art platform for processing and synchronizing changes to orders that enables Toast to build complex and customizable workflows for our customers. As a Principal Software Engineer on this team, you'll play a key role in designing and implementing new features, evolving our architecture and tooling to ensure efficient high-quality delivery, and working with many other Toast R&D teams to bring high-visibility product experiences to life, ensuring that over 1 billion order changes per week across over 150,000 customers are processed quickly and accurately. A day in the life (Responsibilities): • Design, build, deploy, and maintain highly resilient and scalable systems that are critical to our customers' success • Lead complex projects that span multiple teams to improve functionality and reliability for our customers • Design solutions that anticipate and accommodate future needs while considering tradeoffs • Effectively communicate technical direction, guide teams through execution and drive organizational quality practices • Act as a force multiplier in improving engineering productivity • Diagnose performance bottlenecks and implement optimizations • Leverage cutting edge AI tools to enhance your development workflow, improve velocity, and help pioneer new approaches to building - contributing to a culture of innovation and productivity across the team. What you'll need to thrive (Requirements): • You are respectful, empathetic, and humble • You have experience presenting an architecture vision and helping teams realize it • You have experience shipping complex mission critical production services • You have ownership over entire products and experience scaling distributed systems • You have a growth mindset with an emphasis on improving yourself and your functional area • You are viewed as a leader in your functional area and are trusted to make technical decisions that impact short and long term business objectives Our Tech Stack Our products run on a stack that ranges from guest and restaurant-facing Android tablets, to backend Kotlin and Java services, to internal, guest-facing, and restaurant-facing web apps. Our backend services follow a microservice architecture written using Kotlin/Java and DropWizard; we use AWS extensively, ranging from DynamoDB to RDS to Lambda. We have our own platform for dealing with user management, canary deployments, and robust load balancing. We store data in a set of sharded Postgres databases and utilize Apache Spark for large scale data workloads including query and batch processing. The web front-end is built using React and ES6. Our main point of sale application is an Android application written in Java and Kotlin. For data between tablets and our cloud platform, we rely on Pulsar event driven architecture along with some RabbitMQ clusters as well as direct tablet communication to the back end. AI at Toast At Toast, one of our company values is that we're hungry to build and learn. We believe learning new AI tools empowers us to build for our customers faster, more independently, and with higher quality. We provide these tools across all disciplines, from Engineering and Product to Sales and Support, and are inspired by how our Toasters are already driving real value with them. The people who thrive here are those who embrace changes that let us build more for our customers; it's a core part of our culture. Our Total Rewards Philosophy 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. 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). Pay Range $188,000-$301,000 USD 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 candidateaccommodations@toasttab.com. For roles in the United States, It is unlawful in Massachusetts to require or administer a lie detector test as a condition of employment or continued employment. An employer who violates this law shall be subject to criminal penalties and civil liability.

Convert inbound leads and uncover new business in emerging markets by conducting discovery calls, product demos, and managing contracts in Spanish and English. | Fluency in Spanish and English, prior sales experience, ability to work fast-paced, entrepreneurial mindset, and willingness to work hybrid in Phoenix area. | • Spanish Bilingual Position 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. An Emerging Markets Account Executive is responsible for supporting our new business acquisition efforts within emerging markets. This role will be tasked with converting existing inbound demand and uncovering new demand via referrals from our broader sales organization. The AE will deliver a catered experience to our customers within emerging markets who may have otherwise run into language barriers, and will have goals based on the quality of the experiences they provide and how effectively they convert demand into new customers. The AE must be able to determine how restaurants can benefit from leveraging Toast’s end to end digital platform, demonstrate how the product works better together, and ultimately show how their restaurant will run better using Toast. Daily activities will consist of calls, emails, demonstrations of the Toast product, reviewing quotes and sending contracts in the emerging markets preferred language. About this roll* (Responsibilities) • Following up on marketing qualified leads in the market you support • Conducting discovery calls & product demonstrations in your customer’s preferred language • Creating and reviewing quotes and contracts in your customer’s preferred language • Ensure our onboarding team and customer are set up for success post sale • Understand the competitive landscape in your market (strengths, weaknesses, benefits) to best position Toast. This is a field sales opportunity based out of a personal home office. You must live local to Phoenix, AZ or be willing to relocate to the area. Your Spanish skills will be used on the job to communicate with Spanish-speaking customers and prospective customers, while your English language skills will be used primarily for communicating with other employees at Toast. As with most internal business at Toast, the job application and interview process for this role will be conducted primarily in English. Do you have the right ingredients*? (Requirements) • Fluency in both oral and written English and Spanish is required for this role • Prior Sales experience preferred • Ability to work in a fast-paced environment • An entrepreneurial and feedback driven mindset Special Sauce* (Nonessential Skills/Nice to Haves) • Restaurant Operations Experience • Experience using Salesforce to keep track of Sales activities • Sandler Sales Training AI at Toast At Toast we’re Hungry to Build and Learn. We believe learning new AI tools empowers us to build for our customers faster, more independently, and with higher quality. We provide these tools across all disciplines, from Engineering and Product to Sales and Support, and are inspired by how our Toasters are already driving real value with them. The people who thrive here are those who embrace changes that let us build more for our customers; it’s a core part of our culture. 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 #LI-REMOTE The estimated Total Targeted Cash compensation range for this role is listed below. Total Targeted Cash for this role consists of a base salary, commission, benefits, and equity (if eligible). This role qualifies for uncapped commissions. The starting salary will be determined based on skills, experience, and geographic location. Total Targeted Cash $118,000—$189,000 USD 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 candidateaccommodations@toasttab.com. ------ For roles in the United States, It is unlawful in Massachusetts to require or administer a lie detector test as a condition of employment or continued employment. An employer who violates this law shall be subject to criminal penalties and civil liability.

Convert inbound demand and generate new business in emerging markets by conducting discovery calls, product demos, and managing contracts primarily in Spanish. | Fluency in Spanish and English, prior sales experience preferred, ability to work fast-paced, and entrepreneurial mindset. | • Spanish Bilingual Position 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. An Emerging Markets Account Executive is responsible for supporting our new business acquisition efforts within emerging markets. This role will be tasked with converting existing inbound demand and uncovering new demand via referrals from our broader sales organization. The AE will deliver a catered experience to our customers within emerging markets who may have otherwise run into language barriers, and will have goals based on the quality of the experiences they provide and how effectively they convert demand into new customers. The AE must be able to determine how restaurants can benefit from leveraging Toast’s end to end digital platform, demonstrate how the product works better together, and ultimately show how their restaurant will run better using Toast. Daily activities will consist of calls, emails, demonstrations of the Toast product, reviewing quotes and sending contracts in the emerging markets preferred language. About this roll* (Responsibilities) • Following up on marketing qualified leads in the market you support • Conducting discovery calls & product demonstrations in your customer’s preferred language • Creating and reviewing quotes and contracts in your customer’s preferred language • Ensure our onboarding team and customer are set up for success post sale • Understand the competitive landscape in your market (strengths, weaknesses, benefits) to best position Toast. This is a field sales opportunity based out of a personal home office. You must live local to Phoenix, AZ or be willing to relocate to the area. Your Spanish skills will be used on the job to communicate with Spanish-speaking customers and prospective customers, while your English language skills will be used primarily for communicating with other employees at Toast. As with most internal business at Toast, the job application and interview process for this role will be conducted primarily in English. Do you have the right ingredients*? (Requirements) • Fluency in both oral and written English and Spanish is required for this role • Prior Sales experience preferred • Ability to work in a fast-paced environment • An entrepreneurial and feedback driven mindset Special Sauce* (Nonessential Skills/Nice to Haves) • Restaurant Operations Experience • Experience using Salesforce to keep track of Sales activities • Sandler Sales Training AI at Toast At Toast we’re Hungry to Build and Learn. We believe learning new AI tools empowers us to build for our customers faster, more independently, and with higher quality. We provide these tools across all disciplines, from Engineering and Product to Sales and Support, and are inspired by how our Toasters are already driving real value with them. The people who thrive here are those who embrace changes that let us build more for our customers; it’s a core part of our culture. 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 estimated Total Targeted Cash compensation range for this role is listed below. Total Targeted Cash for this role consists of a base salary, commission, benefits, and equity (if eligible). This role qualifies for uncapped commissions. The starting salary will be determined based on skills, experience, and geographic location. Total Targeted Cash $118,000—$189,000 USD 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 candidateaccommodations@toasttab.com. • For roles in the United States, It is unlawful in Massachusetts to require or administer a lie detector test as a condition of employment or continued employment. An employer who violates this law shall be subject to criminal penalties and civil liability.

Manage the full sales cycle for restaurant clients in a designated territory, conduct demos, build relationships, and collaborate cross-functionally to deliver solutions. | At least 1 year of sales or related experience, strong communication and negotiation skills, ability to work in a fast-paced environment, reliable transportation, and proficiency with software including Salesforce. | 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. As a Territory Sales Account Executive, you will be part of a team that is transforming the way restaurants operate. Using a consultative approach, you will prospect, build relationships, and sign up new restaurateurs in your local area. By understanding their unique needs, you will develop a customized solution that helps their business thrive. We need your passion and expertise to help us build the Toast brand in your geographic territory. This is a field sales opportunity based out of a personal home office. You must live local to the Big Island, HI territory or be willing to relocate to the area. About this roll*: (Responsibilities) • Generate list of prospective restaurants and manage the entire sales cycle from initial call to close • Conduct demos and develop a solution that best meets the prospect’s needs • Partner with teams across the business to ensure that expectations set during the sales process are met in delivery • Leverage Salesforce (our CRM) to manage all sales activities • Understand the competitive landscape and determine how to best position Toast in the market Do you have the right ingredients*? (Requirements) • 1+ years of experience in a sourcing or closing sales role, restaurant operations, or a relatable field and industry • Since this is a field position, you must have reliable transportation (will reimburse for mileage) • Strong communication, organizational and presentation skills with the ability to sell and negotiate at all decision-making levels • Proven track record of success in meeting and exceeding goals • Ability to work in a fast-paced, entrepreneurial and team environment • Self-motivated, creative, and flexible • General technical proficiency with software Special Sauce* (Nonessential Skills/Nice to Haves) • Experience with Salesforce CRM • Sandler Sales Training AI at Toast At Toast we’re Hungry to Build and Learn. We believe learning new AI tools empowers us to build for our customers faster, more independently, and with higher quality. We provide these tools across all disciplines, from Engineering and Product to Sales and Support, and are inspired by how our Toasters are already driving real value with them. The people who thrive here are those who embrace changes that let us build more for our customers; it’s a core part of our culture. 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 estimated Total Targeted Cash compensation range for this role is listed below. Total Targeted Cash for this role consists of a base salary, commission, benefits, and equity (if eligible). This role qualifies for uncapped commissions. The starting salary will be determined based on skills, experience, and geographic location. Total Targeted Cash $129,000—$206,000 USD 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 candidateaccommodations@toasttab.com. ------ For roles in the United States, It is unlawful in Massachusetts to require or administer a lie detector test as a condition of employment or continued employment. An employer who violates this law shall be subject to criminal penalties and civil liability.

Manage full sales cycle for customer expansion, drive revenue growth through upselling existing customers, maintain pipeline, and collaborate cross-functionally. | 2+ years quota-carrying SaaS sales experience, consultative selling skills, strong communication, Salesforce CRM familiarity, and ability to thrive in dynamic sales environment. | 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. Join Toast's rapidly expanding Customer Growth (Upsell) Sales team! We empower existing Toast POS customers to maximize their success by expanding their product offerings. As a Growth Account Executive, you’ll manage a book of existing customers with a goal of driving revenue through expansion and product adoption. This is a full-cycle role where you’ll partner with cross-functional teams to deliver value across the Toast platform. Our sales culture is a dynamic blend of competitive drive and collaborative spirit, where winning as a team is paramount. Note: this is a role (EST & CST time zones) where you will be primarily remote, working at home, but also spending occasional time in the field in your assigned territory(s). About This Roll* (Responsibilities) As a Customer Growth Account Executive, you will drive revenue growth by: Managing the full sales cycle for customer expansion, identifying and closing upsell opportunities within your assigned territory of existing Toast POS customers, from outbound prospecting to contract negotiation and close. Utilizing consultative selling and discovery, conducting deep discovery to uncover customer pain points and business goals, leveraging consultative sales techniques to position Toast's expanded product offerings. Achieving quota attainment, consistently meeting and exceeding monthly sales revenue and unit booking targets. Executing pipeline management, maintaining a highly organized sales pipeline and activity records within Salesforce CRM and other essential tools. Demonstrating market and product expertise, developing a strong understanding of the competitive landscape to effectively position Toast solutions and articulate their unique value. Engaging in cross-functional collaboration, partnering seamlessly with New Business, Services, and Implementation teams to ensure successful customer onboarding and satisfaction. Applying strategic sales methodology, using proven sales methodologies (ex. Sandler) to uncover urgency, drive value, and create compelling propositions. Do you have the right ingredients*? (Requirements) We're looking for a driven and adaptable sales professional with: Proven sales acumen, including 2+ years of quota-carrying sales experience in a closing role (ex. Business Development Representative, Account Executive), with a consistent track record of meeting and exceeding monthly sales performance goals. A track record of success in a high-velocity or high-volume, transactional B2B SaaS sales environment. Expertise in full-cycle sales skills, including deep discovery, compelling storytelling, persuasive negotiation, and effective closing techniques. A consultative approach, with the ability to act as a strategic consultant, challenging prospects' perspectives and driving new ways of thinking about their business. A growth and ownership mindset, being highly self-motivated, competitive, resilient, and taking strong ownership of results. Exceptional communication skills, including excellent written and verbal communication, coupled with strong time management and organizational abilities. The ability to adapt, with a proven capacity to thrive and adjust in a dynamic, rapidly evolving sales environment. Special Sauce* (Nonessential Skills/Nice to Haves) Familiarity with Salesforce CRM. Experience with Sandler Sales Training or similar structured sales methodologies. Prior B2B sales experience within the SMB, restaurant, hospitality, or retail sectors. AI at Toast At Toast we’re Hungry to Build and Learn. We believe learning new AI tools empowers us to build for our customers faster, more independently, and with higher quality. We provide these tools across all disciplines, from Engineering and Product to Sales and Support, and are inspired by how our Toasters are already driving real value with them. The people who thrive here are those who embrace changes that let us build more for our customers; it’s a core part of our culture. 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 estimated Total Targeted Cash compensation range for this role is listed below. Total Targeted Cash for this role consists of a base salary, commission, benefits, and equity (if eligible). This role qualifies for uncapped commissions. The starting salary will be determined based on skills, experience, and geographic location. Total Targeted Cash $118,000—$189,000 USD 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 candidateaccommodations@toasttab.com. ------ For roles in the United States, It is unlawful in Massachusetts to require or administer a lie detector test as a condition of employment or continued employment. An employer who violates this law shall be subject to criminal penalties and civil liability.

Manage and optimize Talent Acquisition systems including Greenhouse ATS and HireRight, conduct audits and data governance, implement system enhancements, and drive process improvements. | 2+ years in Talent Acquisition or People Ops with system and data management experience, proficiency in Greenhouse ATS and Excel, strong judgment with sensitive data, and ability to independently manage priorities. | Toast is driven by building the all-in-one restaurant platform that helps restaurants operate their business, increase sales, engage guests, and keep employees happy. As a Talent Ops Systems Analyst, you will be part of a team that is transforming the way our Talent Acquisition and Talent Operations teams operate. As a Systems Analyst, you will work cross-functionally across the Talent Ops team as well as with our broader stakeholders. You’ll be responsible for maintaining and developing Toast’s Talent Acquisition (TA) Systems and ensuring our data is accurate and up-to-date through regular auditing processes. The ideal candidate for this role will be focused on optimizing and maintaining our Greenhouse and HireRight instances to provide the best user experience to our team, as well as best-in-class candidate experience. They will possess strong organizational and communication skills, a curiosity and determination to investigate the root of an issue, and an unparalleled attention to detail. A day in the life (Responsibilities) • Act as the primary administrator and subject matter expert for the Greenhouse Applicant Tracking System (ATS) • Collaborate with vendors to implement system enhancements and integrations that improve operational efficiency • Manage the execution of system enhancements, including planning, development, and review of required training and communication materials • Own various internal audits and data governance of TA processes to ensure a consistent, streamlined and high-quality experience for all stakeholders; use trends and takeaways from this data to drive suggestions for process improvements, while also understanding the data impacts of process changes • Manage a high volume of system-related activities within a set SLA while maintaining a positive stakeholder experience. • Embrace and fully utilize cutting-edge TA technologies to enhance capabilities and business impact. • Continuously refine and streamline processes to achieve greater efficiency and effectiveness. As well as implement automation to handle repetitive and administrative tasks, elevating efficiency. • Participate in TA projects focusing on end-to-end process evaluation and design, ensuring streamlined and automated recruitment processes to improve efficiency and effectiveness in attracting and selecting talent. What you'll need to thrive (Requirements) • 2+ years of experience working in Talent Acquisition or People Operations in a role involving system management, data management, and a general understanding of the employee life cycle • 2+ years of Greenhouse Applicant Tracking Software (ATS) back-end user experience • 2+ years of Excel/Google Sheets experience • Outstanding sense of judgment and discretion when dealing with confidential and highly sensitive People data • Ability to manage priorities and work independently to deliver work within deadlines • Experience using data and analytics to identify opportunities for process improvements Nice to Haves • Bachelor’s or Associate's degree in Business or HR • HireRight experience • Proven ability to take existing processes from good to great AI at Toast At Toast we’re Hungry to Build and Learn. We believe learning new AI tools empowers us to build for our customers faster, more independently, and with higher quality. We provide these tools across all disciplines, from Engineering and Product to Sales and Support, and are inspired by how our Toasters are already driving real value with them. The people who thrive here are those who embrace changes that let us build more for our customers; it’s a core part of our culture. 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. 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). Pay Range $64,000—$102,000 USD 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 candidateaccommodations@toasttab.com. ------ For roles in the United States, It is unlawful in Massachusetts to require or administer a lie detector test as a condition of employment or continued employment. An employer who violates this law shall be subject to criminal penalties and civil liability.

Lead the evaluation, monitoring, and optimization of credit risk across the lending portfolio. Develop credit risk policies and frameworks while partnering with various teams to launch and scale new lending products responsibly. | Candidates should have 8+ years of experience in credit risk strategy and analytics, preferably in financial services or fintech. A Master's degree in a quantitative field and strong proficiency in statistical tools are also required. | Principal Credit Risk Analyst Now, more than ever, the Toast team is committed to our customers. We’re taking steps to help restaurants navigate these unprecedented times with technology, resources, and community. Our focus is on building the restaurant platform that helps restaurants adapt, take control, and get back to what they do best: building the businesses they love. And because our technology is purpose-built for restaurants, by restaurant people, restaurants can trust that we’ll deliver on their needs for today while investing in experiences that will power their restaurant of the future. Bready* to make a change? The Fintech Risk team at Toast is responsible for driving risk informed growth for the rapidly expanding Toast Fintech line of business. We are seeking a Principal Credit Risk Analyst to lead the evaluation, monitoring, and optimization of credit risk across our lending portfolio. This role will be critical in balancing growth opportunities with prudent risk management, ensuring sustainable performance of both existing and new lending products. The ideal candidate combines deep analytical expertise, strategic problem-solving, and the ability to influence product, finance, and operations teams. About this roll* (Responsibilities) Credit Risk Strategy & Management Develop and refine credit risk policies and frameworks to ensure the health of the lending portfolio Monitor portfolio performance and provide insights on emerging risks, trends, and opportunities Product Growth & Innovation Partner with Product, Finance, Data Science, and Operations to launch and scale new lending products responsibly Define credit strategies that align with growth targets while maintaining risk appetite Support pricing, underwriting, and account management strategies to optimize customer acquisition and retention Analytics & Decisioning Build and enhance risk models (scorecards, forecasting, loss models) leveraging advanced analytics Perform deep-dive portfolio analyses to support data-driven decision-making Evaluate external data sources, credit bureaus, and alternative data providers to strengthen risk assessment Governance & Compliance Ensure alignment with regulatory requirements and internal risk management frameworks Provide clear documentation and reporting to senior leadership and stakeholders Represent credit risk in cross-functional governance forums and committees Do you have the right ingredients*? (Requirements) 8+ years of experience in a credit risk strategy and analytics role preferably in financial services or fintech Masters Degree or higher in a quantitative field (Mathematics / Statistics / Economics / Finance / Operations Research, etc) Proven track record in managing and scaling lending products across lifecycle stages Strong proficiency in statistical/analytical tools (SQL, Python, R, SAS, or similar) and data visualization tools (Tableau, Hex, or similar) Experience with credit risk analytics/modeling, stress testing, and portfolio management Proficient verbal and written communication skills for interpreting analytic results to technical and non-technical audiences Exceptional problem-solving and critical-thinking ability Strong communication skills with the ability to influence stakeholders across all levels Leadership presence with experience mentoring analysts or leading cross-functional initiatives AI at Toast At Toast we’re Hungry to Build and Learn. We believe learning new AI tools empowers us to build for our customers faster, more independently, and with higher quality. We provide these tools across all disciplines, from Engineering and Product to Sales and Support, and are inspired by how our Toasters are already driving real value with them. The people who thrive here are those who embrace changes that let us build more for our customers; it’s a core part of our culture. 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. 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). Pay Range $105,000—$168,000 USD 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 candidateaccommodations@toasttab.com. ------ For roles in the United States, It is unlawful in Massachusetts to require or administer a lie detector test as a condition of employment or continued employment. An employer who violates this law shall be subject to criminal penalties and civil liability.

Prospect, build relationships, conduct demos, and close new accounts in the retail vertical using a consultative sales approach. | Proven sales success, strong communication and organizational skills, entrepreneurial mindset, ability to work in fast-paced environment, and willingness to travel. | After years building the best POS platform for restaurateurs, Toast is expanding its offerings into other food and beverage concepts such as convenience stores, grocery stores, and bottle shops. This role will require a founder’s mindset as we grow Toast’s presence in this new vertical with a new offering: the Toast Retail platform. As a Territory Account Executive, you will be part of a founding team that is transforming the way convenience stores, grocery stores, and bottle shops operate. Using a consultative approach, you will prospect, build relationships, and sign up new accounts. By understanding their unique needs, you will develop a customized solution that helps their business thrive. We need your passion, sales expertise, and entrepreneurial spirit to help us build the Toast brand in an assigned geographic territory. About this roll* (Responsibilities) • Use a consultative approach to prospect, build relationships, and sign up new convenience stores, grocery stores and bottle shops • Generate lists of prospective convenience stores, grocery stores, and bottle shops and manage the entire sales cycle from initial call to close • Conduct demos and develop a solution that best meets the prospect’s needs • Partner with teams across the business to ensure that expectations set during the sales process are met in delivery • Leverage Salesforce (our CRM) to manage all sales activities • Understand the competitive landscape and determine how to best position Toast in the market Do you have the right ingredients*? (Requirements) • An entrepreneurial and feedback-driven mindset • Strong communication, organizational, and presentation skills with the ability to sell and negotiate at all decision-making levels • Proven track record of success in meeting and exceeding goals • Ability to work in a fast-paced, entrepreneurial and team environment • Self-motivated, creative, flexible, and willing to navigate ambiguity • Lives in or in proximity to market • Willingness to travel 25% or more Special Sauce* (Nice to Haves) • Retail operations experience AI at Toast At Toast we’re Hungry to Build and Learn. We believe learning new AI tools empowers us to build for our customers faster, more independently, and with higher quality. We provide these tools across all disciplines, from Engineering and Product to Sales and Support, and are inspired by how our Toasters are already driving real value with them. The people who thrive here are those who embrace changes that let us build more for our customers; it’s a core part of our culture. 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 estimated Total Targeted Cash compensation range for this role is listed below. Total Targeted Cash for this role consists of a base salary, commission, benefits, and equity (if eligible). This role qualifies for uncapped commissions. The starting salary will be determined based on skills, experience, and geographic location. Total Targeted Cash $129,000—$206,000 USD 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 candidateaccommodations@toasttab.com. ------ For roles in the United States, It is unlawful in Massachusetts to require or administer a lie detector test as a condition of employment or continued employment. An employer who violates this law shall be subject to criminal penalties and civil liability.

Manage a regional book of mid-market accounts to drive product adoption, customer retention, and revenue growth through consultative engagement and cross-functional collaboration. | 6+ years account management experience, mid-market or enterprise customer management, strong communication and leadership skills, technical proficiency, and success in a dynamic environment. | Toast is driven by building the all-in-one restaurant platform that helps restaurants operate their business, increase sales, engage guests, and keep employees happy. Bready* to make a change? As a Senior Customer Success Manager, Toast’s way of saying an “Account Manager”, you serve as the customer’s main point of contact, trusted advisor, and drive a wide variety of customer driven initiatives. You are a strong relationship builder, understand a customer’s goals and priorities, and translate them into strategic recommendations that will drive a high level of product adoption, satisfaction, referrals and customer retention. To thrive as a Customer Success Manager at Toast, you are flexible, a customer champion, and excel in ambiguous environments! The Mid-market (MM) segment operates in a highly cross-functional role responsible for a regionally based book of business, ranging from 41-499 locations. As a Customer Success Manager, you wear many different hats at once and support one overarching goal to keep customers happy and grow their annual recurring revenue (ARR). About this roll* (Responsibilities) • Build multiple layers of relationships with the customer, including Toast execs, as needed, and maintain daily database entries through Salesforce • Retain SaaS revenue through consultative engagement and product recommendation by understanding needs of each customer • Drive activation and adoption across Toast product suite by analyzing product module usage and leverage internal tools/customer marketing strategies • Leverage your Toast product knowledge to facilitate customer demos and ensure the customer is getting the most out of their Toast experience • Partner with internal leadership teams to own customer escalations to resolution, provide regular Voice of Customer feedback, and facilitate customer references/referrals • Build cross-functional partnerships and collaborate closely to engage customers when necessary Do you have the right ingredients*? (Requirements) • 6+ years account management experience • Mid-Market or Enterprise customer management experience • Strong leadership, teamwork, and cross-departmental collaboration skills • Strong communication and presentation skills that meet expectations of corporate teams and C-suite executives. • Success operating independently and navigating competing priorities in a constantly changing environment • General technical proficiency using software • Proven track record of success in meeting and exceeding goals • Excellent communication, organizational, and influencing skills Special Sauce* (Non-essential Skills/Nice to Haves) • Experience providing technology or SaaS solutions to a client base • Restaurant experience • Experience managing customers in Mid-Market, Top SMB, or Enterprise segments • Experience with Salesforce CRM, MS Office, G-Suite, and Slack 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 starting pay rate for this role is below. Please note, there is not a range for this role, the number listed below is the rate. Pay Rate $96,000—$96,000 USD 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 candidateaccommodations@toasttab.com. ------ For roles in the United States, It is unlawful in Massachusetts to require or administer a lie detector test as a condition of employment or continued employment. An employer who violates this law shall be subject to criminal penalties and civil liability.