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 Partnerships team is at the forefront of developing and executing Toast’s end-to-end partner strategy. This involves close collaboration with our Product, Sales, and Customer Success teams to shape ecosystem direction, identify and evaluate potential partnerships, negotiate agreements, cultivate strong relationships, and drive mutual growth through partner-led value creation.
We’re seeking a highly motivated and analytically minded Partner Manager to support our Retail vertical (grocery stores, convenience stores, and bottle shops). You will drive growth through existing partnerships while identifying and onboarding new ones that enhance the Toast experience for retail customers.
A day in the life (Responsibilities)
- Manage and grow a portfolio of high-performing Retail partners, serving as the primary relationship owner and strategic point of contact.
- Drive measurable business impact by increasing partner-generated ARR, partner referrals, and mutual retention.
- Work with Retail leadership to identify and recruit new Retail partners that fill ecosystem gaps, enhance product value, and support key needs across Sales, Customer Success, and Product.
- Own the end-to-end partner lifecycle — from initial sourcing, evaluation, and contracting to onboarding, enablement, scaling, and renewal.
- Develop and track key KPIs (e.g., partner revenue contribution, referral volume, partner adoption metrics), using data to prioritize investments and surface insights to leadership.
- Lead regular business reviews with partners to align on goals, share performance insights, and identify expansion opportunities.
- Collaborate cross-functionally with teams across Product, Sales, Marketing, and Legal to ensure partner alignment and integration success.
- Negotiate partner contracts confidently, ensuring fair and scalable terms that drive long-term ecosystem value.
- Contribute to Retail ecosystem strategy, helping define which partner types are critical to support Toast’s growth and Retail success.
What you'll need to thrive (Requirements)
- 8+ years of experience in partnerships, business development, or ecosystem management, ideally at a technology company.
- Demonstrated success managing Retail partner portfolios with measurable impact on ARR or referral growth.
- Strong analytical skills and comfort working with data to assess performance, model growth potential, and inform strategy.
- Confident contract negotiator, able to balance commercial and strategic considerations.
- Excellent relationship management and communication skills, with the ability to engage stakeholders from executives to operational leads.
- Experience collaborating across multiple internal teams (Sales, Product, CS, Legal, Marketing).
- Highly organized and self-driven — able to thrive in a fast-paced, evolving environment with minimal oversight.
- Experience in the hospitality or Retail technology industry is strongly preferred.
- Experience working with geographically dispersed teams and colleagues.
- Technically fluent: Technical understanding of integrations (APIs, webhooks, etc), with the ability to translate technical concepts into business solutions.
- Willingness to travel as needed (less than 20%).
What will help you stand out (Nonessential Skills/Nice to Haves)
- Experience leveraging tools such as Salesforce, Monday.com, and Snowflake to manage partner pipelines and performance.
- Understanding of Retail go-to-market dynamics and how partnerships can accelerate adoption and customer success.
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 and experience. In addition to base salary, our total rewards components include cash compensation (overtime, bonus/commissions, if eligible), benefits, and equity (if eligible).
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.
Diversity, Equity, and Inclusion is Baked into our Recipe for Success
At Toast, our employees are our secret ingredient—when they thrive, we thrive. The restaurant industry is one of the most diverse, and we embrace that diversity with authenticity, inclusivity, respect, and humility. By embedding these principles into our culture and design, we create equitable opportunities for all and raise the bar in delivering exceptional experiences.
We Thrive Together
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 restaurant community. To learn more about how we work globally and regionally, check out: https://careers.toasttab.com/locations-toast.
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 [email protected].
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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.
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