Enterprise Business Development Representative

• 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.
• The Enterprise segment is seeking a new Business Development Representative (BDR) to help generate a quality pipeline for our Account Executives focused on our Regional Mid-Market business segment.
• You will help build the pipeline by strategically prospecting and nurturing opportunities in accounts with 41-499 locations.
• This role is a great opportunity to develop outbound and phone skills by delivering a consultative platform pitch to C-suite, VP, and Director level positions across departments like IT, Operations, Accounting/Finance & Marketing.
• You will have the opportunity to work in a fast paced team with varied future customers and personalized training and career opportunities.
• You will gain exposure to the Enterprise sales process and work cross-functionally with many segments of our team including Senior Management, Marketing, Sales Operations, Sales Engineering, Services & Support, etc.
• You will also work closely with seasoned Account Executives to develop targeted prospecting strategies in their assigned markets.

A day in the life

(Responsibilities)

• Generate new business pipeline primarily through outbound prospecting (2+ new business qualified sales opportunities per month)
• Gain interest through outbound cold calling across a set of accounts/prospects and breaking into net new logos in assigned territory (65+ activities per day)
• Schedule discovery calls, demos, on-sites and follow-up calls (owning the process until calls or meetings occur)
• Leverage existing tools and research to find new contacts to develop your call-base
• Focused efforts promoting new products to prospects
• Multi-threading and account mapping within large restaurant brands corporate teams and franchisees
• Persistent, organized follow-up with nurture contacts/accounts to re-engage on a next step (bring them back to the table!)
• Entering activity, notes, company account info and updating opportunities in Salesforce
• Work effectively with assigned AEs on a daily/weekly/monthly basis on maintaining target account lists and prospecting strategies
• Provide input in the design of & help in the execution of enterprise marketing efforts (campaigns, trade-shows, etc)

What you'll need to thrive (Requirements):

• Software/SaaS experience or other related tech space business experience in an outbound or closing role
• Previous outbound and inbound sales experience
• Fearless on the phone and persistent in initial reach out & follow-up with accounts over time
• Ability to identify key decision makers within new accounts, while aligning with internal account reps
• Well organized, self-motivated to make calls everyday and communicate effectively with internal teams and prospects in a productive manner
• Adaptable to new processes and ability to work cross-functionally and develop relationships with both internal and external stakeholders
• High customer empathy and the ability to handle objections
• Attention to detail and ability to thrive in a changing and evolving environment
• Demonstrate verbal and written skill sets in communication

Special Skills (Nonessential Skills/Nice to Haves):

• Restaurant experience
• MEDDPICC certified
• Command of the Message
• Experience using Nooks, Salesforce, Zoominfo, LeadIQ, Claude/Gemini, Linkedin Sales Navigator

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 estimated Total Targeted Cash compensation range for this role is listed below.
• Total Targeted Cash for this role includes base salary, commission, and bonus (if eligible).
• This role qualifies for uncapped commissions.
• The starting salary will be determined based on skills, experience, and geographic location.
• In addition to cash compensation, our total rewards components include benefits and equity (if eligible).
• You can learn more about how we align pay with local labor markets in our Geographic Pay Zone Philosophy .

Zone A

$75,000 — $120,000 USD

Zone B

$65,000 — $104,000 USD

Zone C

$59,000 — $94,000 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] .

------

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.