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.
Toast International is building its upmarket business across the UK & Ireland, Canada, and Australia, focused on restaurant groups with 16 to 500 locations. We're hiring a solutions leader to own the technical side of every International deal over 15 locations. Your demos and labs are where our deals are won or lost. You'll start as a player-coach, carrying deals yourself, and you'll build the International upmarket solutions team as the business grows.
Hybrid, Toronto-based - with some travel to customer sites as needed.
About this role:
Do you have the right ingredients:
- An elite demo and lab track record. You've run tailored demos for multi-stakeholder buying committees and taken complex labs or pilots to a signed decision. In the interview, you'll run a demo for us and walk us through a lab you ran end to end.
- You build and maintain your own environments. Demo data, lab configurations and resets are your job, done fast and adapted for each market.
- 7+ years in solutions architecture, solutions engineering or technical consulting, with at least 4 supporting mid-market or enterprise deals with 6 to 12+ month cycles and buying committees.
- Experience in hospitality, retail or payments technology serving multi-location operators.
- You've taken complex deals through lab or pilot to go-live. You can walk us through one end to end, including what went wrong and what you changed.
- Integration fluency: REST APIs, webhooks, authentication and data flows. You can read API docs and sketch an architecture on a whiteboard. Coding isn't required, but you can test your own assumptions.
- Security and compliance fluency: PCI DSS scope, and privacy regimes such as UK GDPR, PIPEDA and the Australian Privacy Act. You're comfortable owning a security review.
- Writing that product teams act on. Bring a sanitized requirements doc, solution design or BRD to the interview.
- Executive presence with C-suite and IT leaders, including delivering "no" and keeping the relationship.
- You've mentored or led SEs, or built a presales process from scratch, and you want to build a team.
- International experience across more than one market or regulatory regime. Willing to travel across the UK & Ireland, Canada and Australia (30%+).
- Comfort working in build mode, where territory definition, process and tooling are actively being shaped and you're expected to have an opinion on them.
Special Sauce (non-essential skills, nice to have):
- Hands-on experience with enterprise POS or hospitality platforms in these markets
- ERP, HR or workforce management integration experience
- MEDDPICC
What success looks like in year one
- Every 16+ location deal gets a tailored demo, and every lab has agreed success criteria and ends in a decision.
- Deals we win go live on the timeline we agreed. No stalls, no churn, no post-sale surprises.
- AEs know exactly when and how to bring you in, and technical fit is settled early in the cycle, not in week ten.
- Product changes a decision because of a BRD you wrote.
- A clear plan for the next upmarket solutions hire.
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.
Pay Range
$110,000 - $176,000 CAD
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.
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.
