Hybrid Development Representative

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.

The Hybrid Development Representative (HDR) role is the foundational entry point into our high‑performing sales organization, designed specifically to develop the next generation of Account Executives. This is not a static job – it is a dedicated, supportive launchpad and structured path for your professional sales career. We invest in HDRs with the clear expectation that high performers will advance through our specialized sales program, Toast Sales Academy, and become future full‑cycle Account Executives.

HDR >
All Bound Sales Development role >
Account Executive (AE)

12-18 months, training to become an Account Executive

• Complete at least 100 high‑quality outreach activities daily (warm/cold calls, emails, and social touch points).
• Host qualification calls to develop an understanding of the prospect’s needs and determine how they can benefit from leveraging our all‑in‑one digital platform.
• Schedule meetings for qualified prospects, ensuring a seamless handoff to the appropriate Account Executive.
• Learn and execute on various inbound and outbound outreach methods to prepare for specialization into an All‑Bound Sales Development Role with the ultimate goal of developing into an Account Executive.

• Career Ambition:
  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 100+ daily outreach activities.

• Previous Sales or Sales Internship experience
• Experience participating in Collegiate Sales Competitions
• Direct experience working in the hospitality or retail industries

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).

• Zone A: $75, USD
• Zone B: $65, USD
• Zone C: $59, USD

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. To learn more:

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…