Associate, Sales Strategy and Operations

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 is looking for an Associate to support how we run and scale compensation for our sales organization.

You’ll work closely with the Sales Compensation Strategy & Operations Manager and partner with the Commissions and Territory teams from day one. You’ll own opportunity credit adjustments, applying sales policy and rules of engagement to get crediting right, and you’ll own quarterly MBO consolidation and reporting. Reps rely on getting paid accurately, so precision and judgment matter here.

This role also has a builder side. Much of sales compensation work is still manual and reactive. You’ll help redesign it into scalable, proactive processes using AI tools and automation. As you grow, you’ll take on more analytical work: attainment reporting, quota analysis, and the insights Sales leaders use to make compensation decisions.

We’re a small, collaborative team that sits at the intersection of data, sales strategy, and go-to-market systems. Our work shapes how Toast’s sales org is structured, how territories and quotas are set, and how reps are paid. We move fast, stay close to the business, and take pride in building things that actually get used.

• Manage a high volume of opportunity credit adjustments, applying sales policy and rules of engagement (ROE) to get crediting right, and elevate exceptions with a clear recommendation
• Process recurring data loads throughout the month
• Lead quarterly MBO (management by objectives) consolidation and reporting for sales managers, from collecting inputs to delivering final results
• Be a trusted point of contact for sales leaders and reps on crediting questions, explaining decisions clearly and consistently

• Design, build, and test AI-assisted workflows and automations, such as data cleanup and recurring reports, that cut manual effort on your projects
• Help shift sales compensation from reactive to proactive by building automated checks and alerts that surface issues early
• Write and maintain SOPs and sales comp policy documentation so processes are consistent, auditable, and not dependent on any one person
• Spot repetitive work across the team and propose better ways to do it

• Support monthly attainment reporting and leadership-facing decks
• Help scale and elevate compensation reporting by standardizing recurring reports, improving dashboards, and automating manual refreshes
• Support plan design and quota analysis, such as modeling scenarios and pulling data for Sales leadership recommendations
• Partner with the Territory team to support the rollout of territory-based quotas, including data preparation, validation, and rep-level quota reporting

• 0–2 years of experience in an analytical or operations role, such as sales ops, revenue ops, finance, payroll, business operations, or consulting
• Strong Excel/Google Sheets skills and comfort working with large datasets
• High attention to detail, with ownership of accuracy when deadlines are tight
• Curiosity about AI tools and a habit of looking for a better way to do repetitive work
• Clear written and verbal communication
• A bias toward action and comfort with a fast-moving, high-volume environment
• Experience with Salesforce (CRM) or similar systems or willing to learn quickly

• Experience with sales compensation software (e.g. Xactly, CaptivateIQ, Spiff, Varicent)
• Hands-on experience using AI…