Solutions Lead, International Upmarket

Toast • Boston, MA

8d • $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 16 to 500 locations across the UK & Ireland, Canada, and Australia. The role partners closely with sales and customer stakeholders to establish technical fit, shape and demonstrate solutions, guide complex evaluations, and ensure customers go live as promised.

The Solutions Lead builds tailored demonstrations and lab environments, architects solutions that fit customers’ existing technology stacks and the capabilities and payment rules of each market, and leads security, IT, compliance, and RFP reviews. The role translates customer needs into actionable business requirements for product and engineering, communicates roadmap capabilities honestly, and helps buyers understand business outcomes such as labor, speed of service, and revenue.

The position also establishes and improves the International upmarket solutions function: defining engagement processes with account executives, creating reusable assets, coordinating with International SMB Solutions, developing the team, and feeding product gaps and deal outcomes back to company leadership. The role requires willingness to travel across the UK & Ireland, Canada, and Australia 30% or more. Toast describes its work model as hybrid, with in-office expectations varying by region.

Requirements

• A strong track record running tailored demos for multi-stakeholder buying committees and taking complex labs or pilots through to a signed decision.
• Ability to build and maintain demo environments, data, lab configurations, and resets, adapting them quickly for each market.
• 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 6–12+ month sales cycles and buying committees.
• Experience in hospitality, retail, or payments technology serving multi-location operators.
• Experience taking complex deals through lab or pilot to go-live, and ability to explain the process, what went wrong, and what was changed.
• Fluency with REST APIs, webhooks, authentication, and data flows; ability to read API documentation and sketch an architecture. 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 produce writing that product teams can act on, with a sanitized requirements document, solution design, or BRD to share during 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 across the UK & Ireland, Canada, and Australia 30% or more.
• Comfort working in a build-mode environment where territory definition, processes, and tools are actively being shaped.

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 demonstrations based on discovery, customer workflows, systems, market-specific product capabilities, and the needs of different buying-group stakeholders.
• Define success criteria for customer labs, build and maintain lab environments, track issues, drive escalations and root-cause analysis, and conclude each lab with a clear decision and agreed next step.
• Own technical outcomes through go-live, remaining involved through procurement and handoff to ensure delivery matches what was sold.
• Architect solutions that integrate Toast with multi-location customers’ existing technology stacks, within the capabilities and payment rules of each market.
• Lead security, IT, and compliance reviews, including vendor security questionnaires, PCI scoping conversations, and technical sections of RFPs.
• Write actionable business requirements documentation for product and engineering, capturing customer problems, customer language, attempted workarounds, segment-wide impact, and options with tradeoffs.
• Present product roadmap capabilities accurately to executive and IT audiences without overpromising.
• Partner with sales to develop business cases and connect technical fit to customer outcomes, while addressing feature gaps and ensuring IT stakeholders feel heard.
• Design and document workarounds for complex gaps and assess whether they create unacceptable risk or debt by go-live.
• Build trusted relationships with customer IT leads, operations leaders, and systems owners.
• Provide onboarding and implementation teams with clear documentation of commitments, configurations, and rationale.
• Define the engagement model for when and how account executives involve Solutions, qualify technical fit early, and disqualify unsuitable opportunities quickly.
• Build reusable assets, including market-specific demo environments, reference architectures, an RFP library, and business requirements documentation standards.
• Coordinate with the International SMB Solutions team on 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

• Competitive compensation and benefits programs.
• A total rewards package intended to support a healthy lifestyle and flexibility to meet employees’ changing needs.

What This Job Offers

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