Business Development Representative (Enterprise)- International

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 International 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 15-500 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)

• Get the prep off your plate. Continuously find the repetitive parts of the day: account research, list building, note-taking, follow-up drafting and get them off your plate so more of your day is spent in live conversation.

• Prioritize on evidence, not list order. Work accounts based on observable change in the business: expansion, new openings, ownership change, hiring patterns, guest feedback trends, visible technology — rather than dialing top to bottom.

• Disqualify fast, remove closed brands, duplicates, wrong-segment accounts and dead numbers from the working list so your dial time concentrates on accounts that can actually convert.

• Protect the data everything runs on. Keep account and contact records accurate, current and deduplicated, understanding that routing, scoring and every AI-assisted workflow is only as good as the data underneath it.

• Find the person who actually decides. Resolve messy ownership structures — franchise groups, multiple legal entities, operators running several concepts under different names to reach a real decision maker rather than a main line.

• Open on their situation, not our product. Lead with something specific and verifiable about the operator's business, and recognize that many operators have been burned by a previous vendor.

• Close the loop on what's broken. Flag bad numbers, wrong contacts and research that didn't hold up, so the target lists get better for you and for the AEs you support rather than quietly eroding.

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

• You've built something to make yourself faster. You can walk us through a repeatable process, template or workflow you personally created to eliminate busywork from your own week, and what it gave you back.

• Demonstrated learning velocity. You can point to a capability you taught yourself in the last six months without being asked to, and explain how you now use it.

• You can articulate a problem precisely. Comfort framing a messy question clearly and specifically enough that a tool, a teammate or an AE can actually act on it.

• You work a territory deliberately. Comfort making coverage decisions across a large account list rather than defaulting to whichever accounts are easiest to reach.

• Genuine curiosity about how restaurants actually operate, labor, throughput, margins, the difference between a 3-location operator and a 30-location one because that is what gets you a second conversation instead of a hang-up.

• Comfort working in build mode, where territory definition, process, and tooling are actively being shaped, and you are expected to have an opinion on them.

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. To learn more: https://careers.toasttab.com/ai-in-hiring

Our Approach to Hybrid WorkingWe 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

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.