Solutions Lead, International Upmarket

Toast

2d • $123,000 - $197,000 • Hybrid

About The Position

Toast is hiring a Solutions Lead to own the technical side of International upmarket deals involving restaurant groups with more than 15 locations across the UK and Ireland, Canada, and Australia. The role partners closely with sales and customer stakeholders to demonstrate and architect solutions, lead technical evaluations, and ensure that the solution sold is successfully delivered through go-live. The position is suited to someone comfortable building processes and capabilities in a growing business and helping shape the International upmarket solutions function.

The Solutions Lead develops tailored, market-specific demos and labs; designs integrations that fit customers’ existing technology stacks and local payment rules; leads security, IT, compliance, and RFP reviews; and creates actionable requirements documentation for product and engineering. The role also builds customer relationships, supports business cases, communicates product capabilities and roadmap honestly, documents handoffs to implementation, and feeds lessons from deals back to product and sales leadership.

This person will help define engagement practices with account executives, create reusable demo and technical assets, coordinate with the International SMB Solutions team, and help hire and develop the upmarket team. The role requires travel across the UK and Ireland, Canada, and Australia of 30% or more. Toast describes its work model as hybrid, with in-office expectations varying by region. The role has a stated pay rate of $123,000–$197,000 USD, with no range beyond the listed rate, and access to Toast’s total rewards and benefits programs.

Requirements

• At least 7 years of experience in solutions architecture, solutions engineering, or technical consulting.
• At least 4 years supporting mid-market or enterprise deals with 6- to 12-month or longer sales cycles and buying committees.
• A strong track record running tailored demos for multi-stakeholder buying committees and taking complex labs or pilots to a signed decision.
• Ability to build and maintain demo environments, data, lab configurations, and resets, adapting them to different markets.
• Experience in hospitality, retail, or payments technology serving multi-location operators.
• Experience taking complex deals through a lab or pilot to go-live and explaining the process, setbacks, and resulting changes.
• Fluency with REST APIs, webhooks, authentication, and data flows; ability to read API documentation and sketch architectures. Coding is not required, but the candidate must be able to test assumptions.
• Knowledge of PCI DSS scope and privacy regimes such as UK GDPR, PIPEDA, and the Australian Privacy Act, and comfort owning security reviews.
• Ability to write requirements documentation that product teams can act on; bring a sanitized requirements document, solution design, or BRD to the interview.
• Executive presence with C-suite and IT leaders, including the ability to deliver a negative answer while maintaining the relationship.
• International experience across more than one market or regulatory regime.
• Willingness to travel 30% or more across the UK and Ireland, Canada, and Australia.
• Comfort working in build mode, with territory definitions, processes, and tools still being shaped, and willingness to contribute opinions and help develop them.

Nice To Haves

• Hands-on experience with enterprise POS or hospitality platforms in the relevant markets.
• Experience integrating ERP, HR, or workforce management systems.
• MEDDPICC experience.

Responsibilities

• Run tailored product demonstrations based on discovery, customer workflows, market-specific product capabilities, and the needs of stakeholders across the buying committee.
• Set success criteria for customer labs, build and maintain lab environments, track issues, drive escalations and root-cause analysis, and bring each lab to a decision and agreed next step.
• Own technical outcomes through procurement, handoff, and go-live, ensuring delivery matches what was sold.
• Architect solutions that fit multi-location customers’ existing technology stacks and the capabilities and payment rules available in each market.
• Lead security, IT, and compliance reviews, including vendor security questionnaires, PCI scoping conversations, and technical sections of RFPs.
• Write business requirements documentation that gives product and engineering the customer problem, customer language, attempted workarounds, segment-level significance, and options with tradeoffs.
• Present product capabilities and roadmap to executive and IT audiences accurately without overpromising.
• Partner with sales to build business cases and translate technical fit into customer outcomes such as labor efficiency, speed of service, and revenue.
• Design and document workarounds for complex product gaps, and assess when a workaround would create unacceptable delivery debt.
• Build trusted relationships with customer IT leads, operations leaders, and systems owners.
• Provide onboarding and implementation teams with a clear record of promises, configurations, and rationale at handoff.
• Define engagement practices for when and how account executives involve Solutions, qualify technical fit early, and disqualify unsuitable opportunities quickly.
• Develop reusable assets such as market-specific demo environments, reference architectures, an RFP library, and BRD standards.
• Partner with the International SMB Solutions team to establish clear responsibilities, shared tools, and cross-coverage.
• Help define, hire, and develop the International upmarket solutions team as the business scales.
• Identify repetitive work, such as RFP responses, security questionnaires, discovery notes, and demo resets, and systematically reduce it.
• Feed product gaps, lost-deal reasons, and market differences back to product and sales leadership.

Benefits

• Toast offers a total rewards package and benefits programs intended to support competitive compensation, a healthy lifestyle, and flexibility to meet employees’ changing needs. Specific benefits are described on Toast’s benefits page.

What This Job Offers

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