Mid-Market Sales Manager, Retail
Core
Building the commercial motion and sales playbook for Toast's upmarket retail segment (grocery, liquor, convenience) to win complex multi-location accounts.
Role type
Mid-Market Sales Manager (Player-Coach)
Builds
A repeatable Mid-Market Retail sales motion and team for Toast Retail
Domain
Food & Beverage Technology / Retail POS
Deliverable
production ML models | product features | dashboards & analysis | client delivery | infrastructure | physical/clinical work
Required skills
Mid-market sales execution, sales leadership, complex deal development, financial structuring, negotiation, MEDDPICC methodology, cross-functional influence, pipeline management, forecasting, competitive analysis, GTM strategy
Preferred skills
Experience launching new segments/verticals, grocery/convenience/liquor retail domain expertise, operational retail knowledge (inventory, SKU, compliance), fast-paced tech environment experience
Technologies
GTM tech stack, AI tools
Responsibilities
Carry individual quota while building team, hire and develop sales team, codify sales process and frameworks, own end-to-end deals, partner with Product/Marketing/Finance, forecast pipeline, manage competitive RFPs
Seniority
Manager, hands-on IC with leadership responsibilities