Vice President, Enterprise Sales

• 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.
• As the Vice President of Enterprise Sales , you will lead the strategy and execution of Toast's most complex go-to-market (GTM) engine across Enterprise and Mid-Market divisions—spanning hotels, sports & entertainment, and global restaurant brands.
• A critical focus of this role is accelerating our expansion into the Quick-Service Restaurant (QSR) and drive-through segments.
• Reporting directly to the Chief Operating Officer of Enterprise, you will leverage AI-driven insights and rigorous sales methodologies to transform our motion into a world-class, process-driven organization.
• You will bridge the gap between brand promise and operational delivery at massive scale, navigating multi-year C-suite negotiations with iconic global brands.

A day in the life

(Responsibilities)

• C-Suite Engagement: Build trusted, collaborative relationships with global enterprise executives, backed by a disciplined, repeatable sales process.
• GTM Strategy & Innovation: Direct the go-to-market strategy for Toast's newest hardware and software solutions, positioning our platform as the partner of choice for high-volume, multi-unit brands.
• Sales Motion Modernization: Audit and optimize current sales cycles to increase velocity, driving measurable operational efficiency and consistency across all enterprise segments.
• AI-Powered Operations: Introduce and scale predictive, machine-learning-powered forecasting tools to replace manual projections with data-validated insights.
• Product & Engineering Partnership: Collaborate with Product and Engineering leadership to translate complex, enterprise-level partner

requirements

into a scalable, repeatable product roadmap.

• Industry Representation: Represent Toast across the enterprise sector, engaging at key industry forums and cultivating strategic partnerships to solidify our market leadership.

What you'll need to thrive (Requirements)

• Executive Leadership: Demonstrated track record leading high-performing enterprise GTM organizations capable of closing complex, large-scale annual contract value ($100M+ ACV) agreements with household-name brands.
• GTM Evolution: Proven ability to mature an organization's go-to-market approach—shifting from transactional, relationship-led efforts to structured, enterprise-level execution without losing operational momentum.
• Sales Tech & AI Vision: Deep expertise in modern sales tech stacks, with a clear vision for leveraging machine learning and data analytics in revenue operations and pipeline forecasting.
• Methodology Mastery: Expert-level proficiency in enterprise sales methodologies and a history of implementing them to reduce friction in complex sales cycles.
• Cross-Functional Influence: Exceptional ability to partner with Product and R&D teams to synthesize custom technical demands into platform features that win deals sustainably.
• Strategic Agility: Ability to thrive in a fast-paced environment, balancing long-term strategic vision with the agile execution required to capture a rapidly evolving market.

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, experience, and geographic location.
• In addition to base salary, our total rewards components include cash compensation (overtime, bonus/commissions if eligible), equity, and benefits.
• You can learn more about how we align pay with local labor markets in our Geographic Pay Zone Philosophy .

Zone A

$252,000 — $403,000 USD

Zone B

$219,000 — $350,000 USD

Zone C

$198,000 — $317,000 USD

• How Toast Uses AI in its Hiring Process
• Throughout the hiring process, our goal is to get to know you.
• We use AI tools to support our recruiters and interviewers with tasks like note-taking, summarization, and documentation of interviews to ensure they can be fully focused on your conversation.
• All hiring decisions are made by people.
• We ask that you complete interviews and assessments on your own, without real-time AI tools, recording, or transcription bots, unless we tell you otherwise in advance.

Our Approach to Hybrid Working

• 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 hospitality community, regardless of location.
• Please visit the Locations page on our career site to learn more about our in-office expectations by region: https://careers.toasttab.com/locations-toast
• People Are the Secret Ingredient in Our Recipe for Success
• At Toast, our employees are our secret ingredient—when they thrive, we thrive.
• The restaurant industry brings together people with a wide range of backgrounds, experiences, and perspectives, and we value that same breadth at Toast.
• We strive to build a culture grounded in authenticity, respect, and humility, where every Toaster has a real opportunity to grow, contribute, and do their best work—raising the bar in delivering exceptional experiences for our customers and each other.

Apply today!

• Toast is committed to creating an accessible and inclusive hiring process.
• As part of this commitment, we strive to provide reasonable accommodations for persons with disabilities to enable them to access the hiring process.
• If you need an accommodation to access the job application or interview process, please contact [email protected] .

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