Business Development Representative (Enterprise)- International

Toast

2d•$59,000 - $120,000•Hybrid

About The Position

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. The International segment is seeking a new Business Development Representative (BDR) to help generate a quality pipeline for our Account Executives focused on our Regional-Mid-Market business segment. You will help build the pipeline by strategically prospecting and nurturing opportunities in accounts with 15-500 locations. This role is a great opportunity to develop outbound and phone skills by delivering a consultative platform pitch to C-suite, VP, and Director level positions across departments like IT, Operations, Accounting/Finance & Marketing. You will have the opportunity to work in a fast paced team with varied future customers and personalized training and career opportunities. You will gain exposure to the Enterprise sales process and work cross-functionally with many segments of our team, including Senior Management, Marketing, Sales Operations, Sales Engineering, Services & Support, etc. You will also work closely with seasoned Account Executives to develop targeted prospecting strategies in their assigned markets.

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.

Nice To Haves

Restaurant experience
MEDDPICC certified
Command of the Message
Experience using Nooks, Salesforce, Zoominfo, LeadIQ, Claude/Gemini, Linkedin Sales Navigator

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.