Hybrid Development Representative

About Toast

Toast builds innovative technology solutions to empower restaurants and local businesses in today’s digital landscape. Our platform helps operators streamline processes, boost sales, enhance customer engagement, and improve employee satisfaction.

Role Overview

The Hybrid Development Representative (HDR) is the crucial entry-level position within our high-achieving sales organization. This role is designed as a developmental launchpad to prepare individuals for a career as full-cycle Account Executives through our specialized Toast Sales Academy. High performers typically progress through the HDR position into focused sales development roles before advancing to closing Account Executives within 12 to 18 months.

Job Responsibilities

• Conduct a minimum of 100 effective outreach activities each day, including warm and cold calls, emails, and social media engagement.
• Carry out qualification calls to understand prospect needs and align them with the benefits of our comprehensive digital platform.
• Schedule appointments with qualified leads and ensure smooth transitions to Account Executives for closing.
• Adopt and refine various inbound and outbound outreach techniques, preparing for a future move into specialized sales development and Account Executive roles.

Qualifications and Attributes

• Strong ambition to grow into a commissioned full-cycle Account Executive role.
• Tenacity and resilience to meet rigorous daily outreach goals and recover promptly from setbacks.
• A growth-oriented mindset eager to receive feedback and self-assess performance continually.
• High accountability with a focus on achieving measurable daily targets and contributing actively to the sales pipeline.
• Empathy towards customers combined with professionalism in managing objections and rejections.
• Excellent critical thinking skills to rapidly absorb information and effectively qualify prospects.
• Clear, professional communication across high-volume calls, emails, and social outreach.
• Exceptional organizational skills to manage and prioritize numerous daily outreach tasks efficiently.

Preferred but Nonessential

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

Company Culture and AI Integration

At Toast, we champion continuous learning and the adoption of AI tools that enhance speed, independence, and quality across departments, including sales. Our culture prioritizes embracing innovations that improve customer outcomes.

Compensation and Benefits

We offer competitive remuneration tailored to geographic zones with uncapped commission opportunities:

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

Our total rewards include salary, commission, bonuses if eligible, benefits, and equity participation, supporting a balanced lifestyle and career growth.

Work Model and Inclusivity

We promote a hybrid work environment encouraging in-person teamwork and accommodating individual needs to build a strong community culture. Diversity, equity, and inclusion are fundamental pillars embedded in our operations to ensure equitable opportunities and exceptional experiences for all employees.

Additional Information

Toast is dedicated to accessibility and inclusiveness in its hiring process. Reasonable accommodations are available upon request for disabilities during the application and interview stages. In compliance with Massachusetts law, lie detector tests are not permitted as employment conditions.