Hybrid Development Representative

About Toast and This Role

Toast offers innovative technology solutions designed to empower restaurants and local businesses to thrive in today's digital environment. Our products help owners efficiently manage operations, boost revenue, engage customers, and support their teams effectively. The Hybrid Development Representative (HDR) position acts as an essential entry-level role within our dynamic sales organization, crafted to train and prepare future Account Executives (AEs). This role is a strategic launchpad with structured professional development, clearly aimed at grooming high performers to progress through the Toast Sales Academy toward becoming full-cycle Account Executives.

Career Path and Timeline

Successful HDRs can anticipate advancing through roles from HDR to All Bound Sales Development and ultimately to Account Executive, typically within 12 to 18 months of focused training and development.

Key Responsibilities

• Conduct a minimum of 100 meaningful outreach activities daily, including warm and cold calls, emails, and social media interactions.
• Engage prospects in qualification conversations to uncover their needs and demonstrate how Toast’s all-in-one digital platform can be beneficial.
• Arrange meetings with qualified leads, ensuring smooth transitions to Account Executives for closing.
• Learn and apply multiple inbound and outbound sales techniques to prepare for specialization and eventual conversion into an Account Executive role.

Qualifications and Attributes for Success

• Strong career ambition focused on progressing to a commissioned full-cycle Account Executive position.
• Demonstrated persistence and discipline, able to meet high daily activity targets and rebound from rejection.
• A proactive learner with a growth mindset, who actively seeks feedback and self-assesses to improve performance.
• Highly accountable, owning performance metrics and pipeline contributions consistently.
• Ability to handle customer objections professionally with empathy and resilience.
• Sharp critical thinker, curious and resourceful in processing information to qualify prospects accurately.
• Excellent communication skills, both verbal and written, suitable for high-volume outreach.
• Well-organized with the capability to manage extensive outreach activities meticulously.

Preferred, But Not Required

• Prior experience in sales or sales internships.
• Participation in collegiate sales competitions.
• Background in hospitality or retail sectors.

Technology & Culture

Toast embraces AI tools across disciplines to accelerate development and enhance quality, fostering a culture committed to continuous innovation and learning. Our hybrid work model balances collaborative office presence with respect for individual preferences, aiming to nurture community and support within the hospitality ecosystem.

Total Rewards and Compensation

The compensation package includes base salary with uncapped commission potential and bonuses where eligible. Total Targeted Cash ranges vary depending on geography:

• Zone A: $75,000 to $120,000 USD annually
• Zone B: $65,000 to $104,000 USD annually
• Zone C: $59,000 to $94,000 USD annually

Additional benefits and equity options may also apply. Compensation is aligned to local labor market standards through our Geographic Pay Zone Philosophy.

Diversity and Inclusion

We value authentic inclusion, respect, and equity as foundational to our culture, reflecting the diversity of the restaurant industry. Our hiring and workplace policies reinforce these commitments.

Accessibility and Compliance

We ensure an accessible hiring process with accommodations for disabilities. Additionally, we comply with all relevant employment laws, including prohibitions on lie detector tests in specified states.