About this role.
Toast is hiring a Retail Business Development Representative to generate and qualify pipeline for its expanding Toast Retail platform, targeting convenience stores, grocery stores, bottle shops, and related retailers. The role centers on high-volume prospecting, including roughly 80 daily outreach activities and cold calls, discovery conversations, CRM management, and booking qualified meetings for Account Executives. This is a founding-team sales role requiring resilience, self-accountability, persuasive communication, and comfort operating in a developing market segment. The successful candidate is expected to pursue progression into a full-cycle, commissioned Account Executive role while partnering closely with AEs on messaging and strategy.
Role DNA
A quick view of the complexity, pace, ownership and collaboration implied by the job description.
Job Complexity
4/5Pace & Pressure
5/5Autonomy Level
4/5Communication Load
5/5Salary analysis
Estimated compensation compared with the broader US market for similar roles.
Core skills
Skills and capabilities most closely associated with this opportunity.
Sample interview questions
I would segment accounts by fit and priority, reserve focused call blocks, and prepare concise account notes and relevant talk tracks before each block. I would log outcomes immediately in Salesforce, use follow-up tasks to prevent leads from slipping, and review conversion metrics daily to improve messaging and prioritization.
I would begin by understanding the business model, store footprint, current point-of-sale workflow, operational friction, payment and inventory needs, and decision-making process. I would then connect the prospect's stated challenges to relevant Toast Retail capabilities, confirm urgency and next steps, and only schedule an AE meeting when there is a clear use case and stakeholder engagement.
I stay professional, acknowledge the response, and use a brief question when appropriate to determine whether the objection reflects timing, relevance, or a true lack of fit. I do not take rejection personally; I track patterns, seek feedback on my talk track, and apply what I learn to improve the next conversation.
I would provide a concise handoff containing the prospect's business context, current process, pain points, stakeholders, qualification details, objections, and agreed next step. I would also align with the AE on account strategy and messaging, then use feedback from the meeting outcome to improve future qualification.
A founding role appeals to me because it combines disciplined execution with learning and experimentation. I enjoy testing messaging, sharing field insights, and helping refine a repeatable approach while remaining accountable for measurable pipeline results.
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.
After years of building an innovative POS platform for restaurateurs, Toast is expanding its offerings into other food and beverage concepts such as convenience stores, grocery stores, and bottle shops. This role will require a founder’s mindset as we grow Toast’s presence in this new vertical with a new offering: the Toast Retail platform.
As a Retail Business Development Representative (BDR), you will be part of a founding team that is transforming the way Retailers operate. You will serve as the critical first step in our sales pipeline, responsible for building and qualifying the opportunities that drive our growth.
A day in the life (Responsibilities)
- Generate lists of prospective convenience stores, grocery stores, bottle shops, and other retailers to target.
Execute high-volume outreach to a mix of prospective businesses to determine mutual fit.
Complete 80 activities daily (cold calls). - Conduct qualification calls to develop an understanding of the prospect’s needs and determine how they can benefit from leveraging our Retail solution.
- Schedule meetings with qualified prospects for Account Executives, ensuring a seamless handoff and a smooth sales process.
- Partner with Account Executives on strategy, talk tracks, and feedback.
- Leverage Salesforce (our CRM) to manage all sales activities.
- Understand the competitive landscape and determine how to best position Toast in the market.
What you’ll need to thrive (Requirements)
- Career Progression: Must be driven by a long-term goal of becoming a full-cycle Account Executive (AE) and working in a commissioned closing role.
- Proven Drive and Refusal to Fail: Possesses the self-discipline and sustained effort necessary to achieve ambitious daily activity goals and recover quickly from rejection.
- Growth Mindset: Actively seeks and immediately applies feedback, while proactively self-assessing performance to identify and vocalize specific areas for growth and development.
- High Self-Accountability: Driven by measurable results and takes full ownership of daily performance metrics and pipeline contribution.
- High Customer Empathy and Resilience: Demonstrated ability to handle rejection and objections with professionalism while driving positive outcomes for prospective customers.
- Aptitude for Critical Thinking: Naturally curious, resourceful, and thrives on quickly processing new information to solve complex problems and qualify prospective customers.
- Exceptional Communication Skills: Clear, professional, and persuasive communicator across high-volume calls and written outreach (email/social).
- Strong Organizational Skills: Meticulous attention to detail and ability to manage time effectively to balance 80+ daily outreach activities.
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.
#LI-DNI
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. To learn more: https://careers.toasttab.com/ai-in-hiring
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.
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.
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