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 seeking a seasoned Sales Operations leader to drive operational excellence and strategic innovation across our Regional Mid-Market, Mid-Market, and Enterprise (R/MM/E) segments. This role serves as the critical bridge between sales leadership, data systems, and cross-functional teams. You will ensure our growth strategies are powered by high-integrity data, efficient processes, and scalable tools that can keep pace with our rapid expansion.
**A day in the life (Responsibilities) **
Strategic Leadership & Innovation
- Establish the primary framework for innovative practices and operational high-performance across growing lines of business
- Execute growth-focused strategies and partner across functions to meet revenue and expansion targets
- Drive high-level projects that contribute to the completion of executive-level goals
- Identify and assess critical strategic needs, translating them into actionable improvements
Data Management & Reporting Excellence
- Oversee the development and maintenance of accurate, actionable reporting and dashboarding (Salesforce, Sigma, Hex)
- Spearhead data integrity enhancements, encompassing total addressable market (TAM) audits, brand data remediation, and comprehensive system integration
- Design and manage primary KPI reporting frameworks that include precise year-over-year pacing analytics and advanced forward-looking modeling.
- Ensure that all reporting architectures are meticulously designed and maintained to fulfill the distinct operational requirements and strategic objectives of R/MM/E leadership and team members
Territory & Account Management
- Direct the modeling and refinement of territories for multiple R/MM/E sales business units
- Oversee extensive account assignment and upload processes while adhering to established data integrity standards
- Implement systematic and strategic guardrails to enforce business rules and prevent rules of engagement violations
Process Development & Cross-Functional Collaboration
- Lead strategic process improvement projects designed to accelerate sales processes and maximize team productivity
- Engineer scalable workflows for things like pipeline management and data hygiene to ensure one source of truth for the entire organization
- Serve as a strategic bridge between sales, marketing, finance, and leadership to build solutions that provide real time visibility into performance
- Define and implement robust documentation and training frameworks that ensure new systems and cadences are executed with consistency and precision
Team Leadership & Stakeholder Management
- Serve as a strategic thought partner to LOB leadership (Managers through VPs), facilitating regular alignment sessions to translate business objectives into prioritized project roadmaps and actionable workstreams
- Deliver consistent, forward-looking project updates and key initiative briefings to all relevant stakeholders
- Negotiate and define project priorities in collaboration with leadership, balancing resource allocation against the highest-impact business opportunities
- Foster a culture of continuous improvement and innovation
- Establish robust feedback loops with stakeholders and team members to measure satisfaction, refine delivery models, and maintain high-trust partnerships
What you'll need to thrive (Requirements)
- 5+ years of experience in sales operations, preferably in a high-growth SaaS environment
- Proven track record of navigating complex organizational matrices and influencing senior leadership without direct authority
- Advanced technical proficiency with SFDC & Sigma administration, reporting, and dashboard creation including the ability to deep dive into reporting inaccuracies to create scalable solutions and insights
- Strong expertise in data management, territory modeling, and system integration
- Exceptional project management skills with ability to prioritize effectively in a high-demand environment
What will help you stand out (Nonessential Skills/Nice to Haves)
- Tech-savvy and intellectually curious with excellent written and verbal communication skills
- A self-reliant partner capable of managing high-pressure stakeholder relationships and resolving priority conflicts independently while maintaining organizational alignment
- Strong analytical mindset with exceptional attention to detail
- Confident decision-maker who can clearly articulate priorities and rationale
- Expertly manages competing priorities in fast-paced settings, using sharp business judgment to balance tactical execution with high-level strategy without losing momentum
- Proactive communicator who maintains transparency with stakeholders
- Comfortable navigating ambiguity and creating structure amid rapid change
- Resourceful problem-solver who can learn independently and implement solutions
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
$149,000—$238,000 USD
Zone B
$130,000—$208,000 USD
Zone C
$117,000—$187,000 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.