Manager of Integration Partnerships, Toast

• 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

Desirable

• 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
• 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