Manager, Integration Partnerships

Toast•Boston, MA

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 Partnerships team is at the forefront of developing and executing Toast’s end-to-end partner strategy. We work closely with Product, Sales, Customer Success, Marketing, and Legal to shape ecosystem direction, identify and evaluate strategic partnerships, negotiate agreements, and drive long-term value through deep, product-led integrations. We’re seeking a highly motivated and strategic Manager, Integration Partnerships to represent Toast’s Mid-Market and Enterprise integration partner portfolio. This role is focused on managing complex, high-impact partners, driving mutual growth, and ensuring our integrations deliver meaningful value to larger, more sophisticated customers.

Requirements

4+ years of experience in partnerships, business development, ecosystem management, management consulting, or related roles within a technology company.
Proven experience managing Mid-Market and/or Enterprise partnerships, including complex stakeholder environments and long-term relationship ownership.
Strong track record of driving measurable impact through partnerships (ARR influence, pipeline contribution, adoption, retention, or expansion).
Experience negotiating commercial agreements of varying size and complexity.
Highly analytical, with the ability to evaluate opportunities from strategic, financial, brand, and operational perspectives.
Excellent communication and relationship-building skills, with the ability to engage effectively across technical and non-technical audiences at all levels.
Comfortable operating in a fast-paced, ambiguous environment, with a proactive and entrepreneurial mindset.
Willingness to travel as needed (less than 20%).

Nice To Haves

Experience working with Enterprise SaaS integrations, APIs, or platform ecosystems.
Technical fluency (e.g., familiarity with APIs, integration architectures).
Experience expanding or operating partner marketplaces.
Proficiency with tools such as Salesforce, Monday.com, Snowflake, and Excel.
Experience in the hospitality, restaurant, or vertical SaaS space.

Responsibilities

Serve as the primary point of contact and strategic owner for a portfolio of Mid-Market and Enterprise integration partners, building trusted relationships with stakeholders across executive, product, technical, and operational teams.
Own the full partnership lifecycle — from sourcing and evaluation to contracting, onboarding, launch, scaling, renewal, and expansion.
Drive measurable business outcomes through partnerships, including partner-influenced ARR, pipeline contribution, adoption, retention, and expansion within Mid-Market and Enterprise segments.
Establish, track, and report on key performance indicators (KPIs), using data and insights to guide prioritization, investment decisions, and executive updates.
Lead Quarterly Business Reviews (QBRs) and ongoing operating cadences to align on strategy, performance, roadmap dependencies, and growth opportunities.
Proactively identify opportunities to expand and deepen partnerships, including new use cases, co-selling motions, and broader product adoption across enterprise customers.
Partner closely with Product and Engineering to align on integration roadmap needs, technical requirements, and partner feedback from the field.
Collaborate cross-functionally with Sales, Customer Success, Partner Marketing, and Legal to ensure strong GTM alignment and seamless execution.
Negotiate and manage complex commercial agreements, balancing strategic value, scalability, and long-term ecosystem health.
Contribute to the overall integration partnership strategy, including partner prioritization, best practices, and operating models tailored to Mid-Market and Enterprise customers.
Bring structure to ambiguity by developing repeatable processes and frameworks that improve how Toast manages and scales high-impact partnerships.