Manager, GTM AI Solutions

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. As the Principal of GTM AI Solutions Strategy, you will be the primary architect of Toast’s AI-driven evolution within our GTM engine. You aren't just "using" AI; you are reimagining the workflow of thousands of Toasters across Sales, Marketing, Success, and Operations. You will sit at the intersection of Business Technology, Engineering, and Sales, acting as a "Product Manager for GTM" who can bridge the gap between a high level sales strategy and a functional technical requirement. A day in the life (Responsibilities) Architect the AI Roadmap: Define and own the internal AI product roadmap for the GTM organization. You will identify where LLMs, agentic workflows, and predictive insights can move the needle on ROI, productivity, and win rates. Rapid Prototyping Building: You are a "builder at heart." While Engineering handles the production scale deployments, you will personally build "Version 0.1" prototypes using tools like Claude, V0 or low-code automation wrappers to prove value before handing off to Eng. Bridge the GTM Tech Gap: Translate complex sales challenges into structured data and API requirements. You will work with Business Technology and Engineering to ensure our data infrastructure and tools are ready Cross-Functional Orchestration: Lead high stakes initiatives across GTM Strat Ops, Sales Leadership, and Marketing to ensure AI solutions aren't just another tool but are actually adopted by reps and driving revenue. Sales Process Design: Deeply understand the "day in the life" of a Toast Sales Rep. You will design "agentic" assistants that help with territory management, lead qualification, and automated follow-ups, ensuring the AI understands the nuances of the restaurant industry. What you'll need to thrive (Requirements) This is a high-impact role requiring a rare blend of product management discipline and GTM strategy. 5+ Years of Experience: A background in AI Product Management, GTM Strategy, RevOps, or Solutions Architecture at a high-growth SaaS company. The "Builder" Skillset: You are proficient in "co-working" with AI. You should be comfortable using LLMs to write scripts, build data visualizations, or prototype internal tools (e.g., expertise in Claude , ChatGPT , and an understanding of Prompt Engineering ). Technical Fluency (Non Engineer): You don't need to be a software engineer, but you must "speak API." You understand how data moves between systems (Salesforce, Snowflake, LeanData), how RAG (Retrieval-Augmented Generation) works, and how to scope data requirements for an Engineering team. Sales Savvy: You have a deep understanding of B2B sales cycles (prospecting, qualifying, closing). You can walk into a room of Sales VPs and hold your own, translating their "gut feelings" into data-driven strategies. Influence Without Authority: Proven track record of leading massive cross-functional projects where you had to align Engineering, Sales, and Finance around a shared vision. What will help you stand out (Nonessential Skills/Nice to Haves) Experience with the Salesforce ecosystem and AI-specific add-ons (Einstein, Agentforce). Prior experience in the restaurant or fintech space. A portfolio of "side projects" or internal tools you’ve built using GenAI to automate your own workflows. 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 ... (truncated, view full listing at source)