Business Development Representative (Enterprise)- International

Toast creates technology to help restaurants and local businesses succeed in a digital world, helping business owners operate, increase sales, engage customers, and keep employees happy.

The International segment is seeking a new Business Development Representative (BDR) to help generate a quality pipeline for our Account Executives focused on our Regional-Mid-Market business segment. You will help build the pipeline by strategically prospecting and nurturing opportunities in accounts with 15-500 locations. This role is a great opportunity to develop outbound and phone skills by delivering a consultative platform pitch to C-suite, VP, and Director level positions across departments like IT, Operations, Accounting/Finance & Marketing. You will have the opportunity to work in a fast paced team with varied future customers and personalized training and career opportunities.

You will gain exposure to the Enterprise sales process and work cross-functionally with many segments of our team, including Senior Management, Marketing, Sales Operations, Sales Engineering, Services & Support, etc. You will also work closely with seasoned Account Executives to develop targeted prospecting strategies in their assigned markets.

A day in the life (Responsibilities)

• Generate new business pipeline primarily through outbound prospecting (2+ new business qualified sales opportunities per month)

• Gain interest through outbound cold calling across a set of accounts/prospects and breaking into net new logos in assigned territory (65+ activities per day)

• Schedule discovery calls, demos, on-sites and follow-up calls (owning the process until calls or meetings occur)

• Leverage existing tools and research to find new contacts to develop your call-base

• Focused efforts promoting new products to prospects

• Multi-threading and account mapping within large restaurant brands corporate teams and franchisees

• Persistent, organized follow-up with nurture contacts/accounts to re-engage on a next step (bring them back to the table!)

• Entering activity, notes, company account info and updating opportunities in Salesforce

• Work effectively with assigned AEs on a daily/weekly/monthly basis on maintaining target account lists and prospecting strategies

• Provide input in the design of & help in the execution of enterprise marketing efforts (campaigns, trade-shows, etc)

• Get the prep off your plate. Continuously find the repetitive parts of the day: account research, list building, note-taking, follow-up drafting and get them off your plate so more of your day is spent in live conversation.

• Prioritize on evidence, not list order. Work accounts based on observable change in the business: expansion, new openings, ownership change, hiring patterns, guest feedback trends, visible technology — rather than dialing top to bottom.

• Disqualify fast, remove closed brands, duplicates, wrong-segment accounts and dead numbers from the working list so your dial time concentrates on accounts that can actually convert.

• Protect the data everything runs on. Keep account and contact records accurate, current and deduplicated, understanding that routing, scoring and every AI-assisted workflow is only as good as the data underneath it.

• Find the person who actually decides. Resolve messy ownership structures — franchise groups, multiple legal entities, operators running several concepts under different names to reach a real decision maker rather than a main line.

• Open on their situation, not our product. Lead with something specific and verifiable about the operator's business, and recognize that many operators have been burned by a previous vendor.

• Close the loop on what's broken. Flag bad numbers, wrong contacts and research that didn't hold up, so the target lists get better for you and