Business Development Representative (Enterprise)- International

Toast creates technology that helps restaurants and local businesses operate, increase sales, engage customers, and keep employees happy. The Business Development Representative will generate qualified pipeline for Account Executives through strategic outbound prospecting, account research, discovery-call scheduling, and consultative engagement with enterprise and regional mid-market restaurant prospects.

Responsibilities:

• Generate new business pipeline primarily through outbound prospecting (2+ new business qualified sales opportunities per month)
• Gain interest through outbound cold calling across a set of accounts/prospects and breaking into net new logos in assigned territory (65+ activities per day)
• Schedule discovery calls, demos, on-sites and follow-up calls (owning the process until calls or meetings occur)
• Leverage existing tools and research to find new contacts to develop your call-base
• Focused efforts promoting new products to prospects
• Multi-threading and account mapping within large restaurant brands corporate teams and franchisees
• Persistent, organized follow-up with nurture contacts/accounts to re-engage on a next step (bring them back to the table!)
• Entering activity, notes, company account info and updating opportunities in Salesforce
• Work effectively with assigned AEs on a daily/weekly/monthly basis on maintaining target account lists and prospecting strategies
• Provide input in the design of & help in the execution of enterprise marketing efforts (campaigns, trade-shows, etc)
• Get the prep off your plate. Continuously find the repetitive parts of the day: account research, list building, note-taking, follow-up drafting and get them off your plate so more of your day is spent in live conversation
• Prioritize on evidence, not list order. Work accounts based on observable change in the business: expansion, new openings, ownership change, hiring patterns, guest feedback trends, visible technology — rather than dialing top to bottom
• Disqualify fast, remove closed brands, duplicates, wrong-segment accounts and dead numbers from the working list so your dial time concentrates on accounts that can actually convert
• Protect the data everything runs on. Keep account and contact records accurate, current and deduplicated, understanding that routing, scoring and every AI-assisted workflow is only as good as the data underneath it
• Find the person who actually decides. Resolve messy ownership structures — franchise groups, multiple legal entities, operators running several concepts under different names to reach a real decision maker rather than a main line
• Open on their situation, not our product. Lead with something specific and verifiable about the operator's business, and recognize that many operators have been burned by a previous vendor
• Close the loop on what's broken. Flag bad numbers, wrong contacts and research that didn't hold up, so the target lists get better for you and for the AEs you support rather than quietly eroding

Requirements:

• • Software/SaaS experience or other related tech space business experience in an outbound or closing role
• • Previous outbound and inbound sales experience
• • Fearless on the phone and persistent in initial reach out & follow-up with accounts over time
• • Ability to identify key decision makers within new accounts, while aligning with internal account reps
• • Well organized, self-motivated to make calls everyday and communicate effectively with internal teams and prospects in a productive manner
• • Adaptable to new processes and ability to work cross-functionally and develop relationships with both internal and external stakeholders
• • High customer empathy and the ability to handle objections
• • Attention to detail and ability to thrive in a changing and evolving environment
• • Demonstrate verbal and written skill sets in communication
• • You've built something to make yourself faster. You can walk us through a repeatable process, template or workflow you personally created to eliminate busywork from your own week, and what it gave you back
• • Demonstrated learning velocity. You can point to a capability you taught yourself in the last six months without being asked to, and explain how you now use it
• • You can articulate a problem precisely. Comfort framing a messy question clearly and specifically enough that a tool, a teammate or an AE can actually act on it
• • You work a territory deliberately. Comfort making coverage decisions across a large account list rather than defaulting to whichever accounts are easiest to reach
• • Genuine curiosity about how restaurants actually operate, labor, throughput, margins, the difference between a 3-location operator and a 30-location one because that is what gets you a second conversation instead of a hang-up
• • Comfort working in build mode, where territory definition, process, and tooling are actively being shaped, and you are expected to have an opinion on them
• • Restaurant experience
• • MEDDPICC certified
• • Command of the Message
• • Experience using Nooks, Salesforce, Zoominfo, LeadIQ, Claude/Gemini, Linkedin Sales Navigator