Hybrid Development Representative, Toast

• Career Ambition: Must be driven by a long-term goal of becoming a full-cycle Account Executive (AE) and working in a commissioned closing role
• Proven Drive and Refusal to Fail: Possesses the self-discipline and sustained effort necessary to achieve ambitious daily activity goals and recover quickly from rejection
• Growth Mindset: Actively seeks and immediately applies feedback, while proactively self-assessing performance to identify and vocalize specific areas for growth and development
• High Self-Accountability: Driven by measurable results and takes full ownership of daily performance metrics and pipeline contribution
• High Customer Empathy and Resilience: Demonstrated ability to handle rejection and objections with professionalism while driving positive outcomes for prospective customers
• Aptitude for Critical Thinking: Naturally curious, resourceful, and thrives on quickly processing new information to solve complex problems and qualify prospective customers
• Exceptional Communication Skills: Clear, professional, and persuasive communicator across high-volume calls and written outreach (email/social)
• Strong Organizational Skills: Meticulous attention to detail and ability to manage time effectively to balance 100+ daily outreach activities

Desirable

• The Hybrid Development Representative (HDR) role is the foundational entry point into our high-performing sales organization, designed specifically to develop the next generation of Account Executives
• This is not a static job - it is a dedicated, supportive launchpad and structured path for your professional sales career
• We invest in HDRs with the clear expectation that high performers will advance through our specialized sales program, Toast Sales Academy, and become future full-cycle Account Executives
• The Journey of a High Performer: HDR → All Bound Sales Development role → Account Executive (AE)
• The Timeline of a High Performer: 12-18 months, training to become an Account Executive
• As a Hybrid Development Representative (HDR), you serve as the critical first step in our sales pipeline, responsible for building and qualifying the opportunities that drive our growth
• You will execute high-volume outreach to a mix of prospective businesses with the strategic goal of determining mutual fit for our all-in-one digital platform, ensuring Account Executives receive high-quality engagements ready for closing
• Complete at least 100 high-quality outreach activities daily (warm/cold calls, emails, and social touch points)
• Host qualification calls to develop an understanding of the prospect’s needs and determine how they can benefit from leveraging our all-in-one digital platform
• Schedule meetings for qualified prospects, ensuring a seamless handoff to the appropriate Account Executive
• Learn and execute on various inbound and outbound outreach methods to prepare for specialization into an All-Bound Sales Development Role with the ultimate goal of developing into an Account Executive