Principal People Success Partner (GTM & Sales Excellence)

Toast • Boston, MA

3d • Hybrid

About The Position

As a Principal PSP, you are at the intersection of business strategy and talent execution. Reporting to the Director of People Success (GTM), you will primarily be focused on the core Sales organization while "connecting the dots" across Sales, Marketing, Enterprise, and Onboarding. You are a senior-level individual contributor who can navigate a high-growth, matrixed environment with ease.
As an enterprise connector, the Principal PSP drives cross-functional talent strategies. Your scope of impact spans Sales, Marketing. You influence senior leaders to align talent priorities with broader business goals and are responsible for leading complex organizational health strategies. You are a systemic thinker, working with other PSPs to shape the overarching talent density of our business units. This role is a senior-level individual contributor who can navigate a high-growth, matrixed environment with ease.

Requirements

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

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.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: No Education Listed