Principal HR Business Partner (Sales)

Toast creates technology that helps restaurants and local businesses succeed in a digital world. The Principal HR Business Partner will serve as a senior-level strategic advisor to Sales and related go-to-market organizations, aligning talent strategies with business goals, coaching senior leaders, and leading organizational health, process transformation, and scalable people initiatives.

Responsibilities:

• Strategic Advisory & Execution: Partner directly with GTM VPs and leadership teams to align cross-functional talent strategies with long-term business goals
• Executive Coaching: Serve as a "Culture Mirror" and trusted coach for senior leadership, providing courageous feedback on team effectiveness and leadership capability
• People Process Architect: Lead the multi-year transformation of our global Sales organization, standardizing excellence in hiring, coaching, and performance culture
• AI & Scalability Pioneer: Proactively experiment with AI technology to automate people processes and evolve AE attrition models from "backward-looking" to "predictive"
• Organizational Health & Design: Diagnose current health and design future-ready structures, focusing on role scoping, spans/layers, and territory-driven retention
• COE Collaboration: Serve as a primary contact and partner for Center of Excellence (COE) teams, ensuring global programs (such as annual review cycles) are scalable for GTM without creating bespoke solutions
• Operational Detective: Marry quantitative trends (attrition trackers, quota attainment) with qualitative insights to pressure-test root causes of business gaps

Requirements:

• 10+ years of HRBP experience, specifically supporting high-pressure Sales and Marketing organizations in a hyper-growth SaaS environment
• Deep understanding of "classic sales" mechanics, including accelerators, booked vs. live "haircuts," and sales leadership scorecards
• A proactive interest in adopting and experimenting with AI to solve for scale
• Comfort using data to identify gaps and drive solutions, with the ability to marry quantitative trends (attrition trackers, quota attainment) with qualitative leadership coaching
• Proven success leading "Big Rock" initiatives
• Exceptional ability to influence through complex/matrix structures and tell the truth to senior leadership, even when it's uncomfortable