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Enterprise Business Development Representative



Sales & Business Development
Boston, MA, USA
Posted on Thursday, May 16, 2024

Toast is driven by building the restaurant platform that helps restaurants adapt, take control, and get back to what they do best: building the businesses they love.

Bready* to make a change?

The Enterprise segment is seeking a new Business Development Representative to help generate quality pipeline for our Account Executives focused on our Mid-Market business segment. You will help build pipeline by strategically prospecting and nurturing opportunities in accounts with 16+ locations. This role is a great opportunity to develop outbound and inbound phone skills by delivering a consultative platform pitch to C, VP and Director level positions across departments like IT, Operations, Accounting/Finance & Human Resources. You will have the opportunity to work in a fast paced team with varied future customers and personalized training and career opportunities.

You will gain exposure to the Enterprise sales process and work cross-functionally with many segments of our team including Senior Management, Marketing, Sales Operations, Sales Engineering, Services & Support, etc. You will also work closely with seasoned Account Executives to develop targeted prospecting strategies in their assigned markets.

About this roll*(Responsibilities)

  • Generate new business pipeline primarily through outbound prospecting
  • Gain interest through outbound cold calling across a set of accounts/prospects and breaking into net new logos in assigned territory
  • Schedule discovery calls, demos, on-sites and follow-up calls (owning the process until calls or meetings occur)
  • Properly diagnose and handle inbound leads from marketing/SMB business development group & partner sources.
  • Leverage existing tools and research to find new contacts to develop your call-base.
  • Focused efforts promoting new products to prospects
  • Persistent, organized follow-up with nurture contacts/accounts to re-engage on a next step (bring them back to the table!).
  • Entering activity, notes, company account info and updating opportunities in
  • Work effectively with field reps on daily/weekly/monthly basis on maintaining target account lists and prospecting strategies.
  • Provide input in the design of & help in the execution of enterprise marketing efforts (campaigns, trade-shows, etc)

Do you have the right ingredients*? (Requirements)

  • Must be fearless on the phone and persistent in initial reach out & follow-up with accounts over time
  • Identify key decision makers within new accounts, while aligning with internal account reps
  • Software/saas experience or other related tech space business experience
  • Well organized, self-motivated to make calls everyday and communicate effectively with internal teams and prospects in a productive manner.
  • Adaptable to new processes and ability to work cross-functionally and develop relationships with both internal and external stakeholders
  • High customer empathy and the ability to handle objections
  • Attention to detail and ability to thrive in a changing and evolving environment
  • Demonstrate verbal and written skill sets in communication
  • Experience with Salesforce is preferred (or any equivalent CRM)
  • Previous outbound and inbound sales experience is required

Special Sauce* (Nonessential Skills/Nice to Haves)

  • Knowledge of sales tools - Outreach/Salesloft, Zoominfo
  • MEDDPICC certified is a plus

Our Spread* of Total Rewards
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

*Bread puns encouraged but not required


The estimated Total Targeted Cash compensation range for this role is listed below. Total Targeted Cash for this role consists of a base salary, commission, plus the eligibility for equity and/or other benefits. This role qualifies for uncapped commissions. The starting salary will be determined based on skills, experience, and geographic location.

Total Targeted Cash
$77,000$123,000 USD

We are Toasters

Diversity, Equity, and Inclusion is Baked into our Recipe for Success.

At Toast our employees are our secret ingredient. When they are powered to succeed, Toast succeeds.

The restaurant industry is one of the most diverse industries. We embrace and are excited by this diversity, believing that only through authenticity, inclusivity, high standards of respect and trust, and leading with humility will we be able to achieve our goals.

Baking inclusive principles into our company and diversity into our design provides equitable opportunities for all and enhances our ability to be first in class in all aspects of our industry.

Bready* to make a change? 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