Manager, Integration Partnerships

<p>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.</p> <p>The Partnerships team is at the forefront of developing and executing Toast’s end-to-end partner strategy. We work closely with Product, Sales, Customer Success, Marketing, and Legal to shape ecosystem direction, identify and evaluate strategic partnerships, negotiate agreements, and drive long-term value through deep, product-led integrations.</p> <p>We’re seeking a highly motivated and strategic Manager, Integration Partnerships to represent Toast’s Mid-Market and Enterprise integration partner portfolio. This role is focused on managing complex, high-impact partners, driving mutual growth, and ensuring our integrations deliver meaningful value to larger, more sophisticated customers.</p> <p><strong>A day in the life (Responsibilities) </strong></p> <ul> <li>Serve as the primary point of contact and strategic owner for a portfolio of Mid-Market and Enterprise integration partners, building trusted relationships with stakeholders across executive, product, technical, and operational teams.</li> <li>Own the full partnership lifecycle — from sourcing and evaluation to contracting, onboarding, launch, scaling, renewal, and expansion.</li> <li>Drive measurable business outcomes through partnerships, including partner-influenced ARR, pipeline contribution, adoption, retention, and expansion within Mid-Market and Enterprise segments.</li> <li>Establish, track, and report on key performance indicators (KPIs), using data and insights to guide prioritization, investment decisions, and executive updates.</li> <li>Lead Quarterly Business Reviews (QBRs) and ongoing operating cadences to align on strategy, performance, roadmap dependencies, and growth opportunities.</li> <li>Proactively identify opportunities to expand and deepen partnerships, including new use cases, co-selling motions, and broader product adoption across enterprise customers.</li> <li>Partner closely with Product and Engineering to align on integration roadmap needs, technical requirements, and partner feedback from the field.</li> <li>Collaborate cross-functionally with Sales, Customer Success, Partner Marketing, and Legal to ensure strong GTM alignment and seamless execution.</li> <li>Negotiate and manage complex commercial agreements, balancing strategic value, scalability, and long-term ecosystem health.</li> <li>Contribute to the overall integration partnership strategy, including partner prioritization, best practices, and operating models tailored to Mid-Market and Enterprise customers.</li> <li>Bring structure to ambiguity by developing repeatable processes and frameworks that improve how Toast manages and scales high-impact partnerships.</li> </ul> <p><strong>What you'll need to thrive (Requirements)</strong></p> <ul> <li>4+ years of experience in partnerships, business development, ecosystem management, management consulting, or related roles within a technology company.</li> <li>Proven experience managing Mid-Market and/or Enterprise partnerships, including complex stakeholder environments and long-term relationship ownership.</li> <li>Strong track record of driving measurable impact through partnerships (ARR influence, pipeline contribution, adoption, retention, or expansion).</li> <li>Experience negotiating commercial agreements of varying size and complexity.</li> <li>Highly analytical, with the ability to evaluate opportunities from strategic, financial, brand, and operational perspectives.</li> <li>Excellent communication and relationship-building skills, with the ability to engage effectively across technical and non-technical audiences at all levels.</li> <li>Comfortable operating in a fast-paced, ambiguous environment, with a proactive and entrepreneurial mindset.</li> <li>Willingness to travel as needed (less than 20%).</li> </ul> <p><strong>What will help ... (truncated, view full listing at source)