Solutions Lead, International Upmarket
Toast, Inc.Base Salary
$123k - $197k/yr
Responsibilities
- Run tailored demos for multi-stakeholder buying committees and build market-specific demo environments.
- Define lab success criteria, maintain lab environments, manage issues and escalations, and drive pilots to clear decisions.
- Own the technical outcome from sales engagement through procurement, handoff, and customer go-live.
- Architect Toast integrations and workarounds for multi-location customers within market, payment, and product constraints.
- Lead security questionnaires, PCI scoping discussions, compliance reviews, and technical RFP responses.
- Write business requirements and solution documentation that product and engineering teams can act on.
- Present product capabilities and roadmap accurately to executive and IT audiences.
- Partner with sales to communicate technical fit and business outcomes to economic buyers.
- Create the international upmarket solutions engagement model, reusable demos, reference architectures, RFP materials, and BRD standards.
- Provide product and sales leadership with customer feedback, product gaps, lost-deal insights, and market differences.
- Help define, hire, and develop the international upmarket solutions team.
Requirements
- 7+ years of experience in solutions architecture, solutions engineering, or technical consulting, including at least 4 years supporting mid-market or enterprise deals with 6- to 12+-month sales cycles and buying committees.
- Demonstrated success running tailored demos and taking complex labs or pilots through signed decisions and go-live.
- Experience building and maintaining demo data, lab configurations, and environment resets.
- Experience in hospitality, retail, or payments technology serving multi-location operators.
- Fluency with REST APIs, webhooks, authentication, data flows, API documentation, and solution architecture; coding is not required.
- Knowledge of PCI DSS scope and privacy regimes including UK GDPR, PIPEDA, and the Australian Privacy Act.
- Ability to lead security reviews, write actionable requirements or solution designs, and present to C-suite and IT leaders.
- International experience across more than one market or regulatory regime and willingness to travel 30% or more across the UK & Ireland, Canada, and Australia.
- Preferred experience with enterprise POS or hospitality platforms, ERP, HR, or workforce management integrations, and MEDDPICC.
- Comfort working in a build-mode environment where territory, process, and tooling are still being shaped.
Benefits
- Hybrid work model with in-person collaboration and regional office expectations.
- Preference for candidates working in the Eastern time zone to support international markets.
- Travel across the UK & Ireland, Canada, and Australia is expected at 30% or more.
- Toast offers competitive compensation and benefits programs supporting health, flexibility, and employee well-being.
- The stated base pay rate is $123,000—$197,000 USD.
Categories
About Toast, Inc.
Bottom Line – Solving business problems and generating positive growth is our jam! We are focused on helping purpose-driven brands make a positive impact with predictable Inbound Growth Programs. As a small business, we get it. Growing pains are genuine for many companies in today’s evolving digital landscape. Standing apart from your competition, connecting with your customers, predictably hitting your goals, and scaling are becoming more challenging as local and global markets expand. But it's not impossible. Digging into the unique challenges your business encounters, we analyze every detail and identify opportunities to grow. Our conversational framework is based on data, mixed with beautiful design, story-telling, and smothered in personality to craft marketing and sales strategies that make it all happen. Do you want to transform your company into a crave-worthy brand that new and existing customers will love and promote? Let's Get Cookin'!