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 Principal of GTM AI Solutions Strategy, you will be the primary architect of Toast’s AI-driven evolution within our GTM engine. You aren't just "using" AI; you are reimagining the workflow of thousands of Toasters across Sales, Marketing, Success, and Operations. You will sit at the intersection of Business Technology, Engineering, and Sales, acting as a "Product Manager for GTM" who can bridge the gap between a high level sales strategy and a functional technical requirement.
**A day in the life (Responsibilities) **
- Architect the AI Roadmap: Define and own the internal AI product roadmap for the GTM organization. You will identify where LLMs, agentic workflows, and predictive insights can move the needle on ROI, productivity, and win rates.
- Rapid Prototyping & Building: You are a "builder at heart." While Engineering handles the production scale deployments, you will personally build "Version 0.1" prototypes using tools like Claude, V0 or low-code automation wrappers to prove value before handing off to Eng.
- Bridge the GTM Tech Gap: Translate complex sales challenges into structured data and API requirements. You will work with Business Technology and Engineering to ensure our data infrastructure and tools are ready
- Cross-Functional Orchestration: Lead high stakes initiatives across GTM Strat Ops, Sales Leadership, and Marketing to ensure AI solutions aren't just another tool but are actually adopted by reps and driving revenue.
- Sales Process Design: Deeply understand the "day in the life" of a Toast Sales Rep. You will design "agentic" assistants that help with territory management, lead qualification, and automated follow-ups, ensuring the AI understands the nuances of the restaurant industry.
What you'll need to thrive (Requirements)
This is a high-impact role requiring a rare blend of product management discipline and GTM strategy.
- 5+ Years of Experience: A background in AI Product Management, GTM Strategy, RevOps, or Solutions Architecture at a high-growth SaaS company.
- The "Builder" Skillset: You are proficient in "co-working" with AI. You should be comfortable using LLMs to write scripts, build data visualizations, or prototype internal tools (e.g., expertise in Claude, ChatGPT, and an understanding of Prompt Engineering).
- Technical Fluency (Non Engineer): You don't need to be a software engineer, but you must "speak API." You understand how data moves between systems (Salesforce, Snowflake, LeanData), how RAG (Retrieval-Augmented Generation) works, and how to scope data requirements for an Engineering team.
- Sales Savvy: You have a deep understanding of B2B sales cycles (prospecting, qualifying, closing). You can walk into a room of Sales VPs and hold your own, translating their "gut feelings" into data-driven strategies.
- Influence Without Authority: Proven track record of leading massive cross-functional projects where you had to align Engineering, Sales, and Finance around a shared vision.
What will help you stand out (Nonessential Skills/Nice to Haves)
- Experience with the Salesforce ecosystem and AI-specific add-ons (Einstein, Agentforce).
- Prior experience in the restaurant or fintech space.
- A portfolio of "side projects" or internal tools you’ve built using GenAI to automate your own workflows.
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
$120,000—$192,000 USD
Zone B
$105,000—$168,000 USD
Zone C
$94,000—$150,000 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. To learn more: https://careers.toasttab.com/ai-in-hiring
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.
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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.