Manager, Integration Partnerships

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 Partnerships team is at the forefront of developing and executing Toasts 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.

Were seeking a highly motivated and strategic Manager Integration Partnerships to represent Toasts 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.

A day in the life (Responsibilities)

• 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.

What youll need to thrive (Requirements)

• 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.
• Willingness to travel as needed (less than 20%).

What will help you stand out (Nonessential Skills/Nice to Haves)

• Experience working with Enterprise SaaS integrations APIs or platform ecosystems.
• Technical fluency (e.g. familiarity with APIs integration architectures).
• Experience expanding or operating partner marketplaces.
• Proficiency with tools such as Salesforce Snowflake and Excel.
• Experience in the hospitality restaurant or vertical SaaS space.

What will help you stand out (Nonessential Skills/Nice to Haves)

• Experience working with Enterprise SaaS integrations APIs or platform ecosystems.
• Technical fluency (e.g. familiarity with APIs integration architectures).
• Experience expanding or operating partner marketplaces.
• Proficiency with tools such as Salesforce Snowflake and Excel.
• Experience in the hospitality restaurant or vertical SaaS space.

AI at Toast

At Toast one of our company values is that were hungry to build and learn. We believe learning new AI tools empowers us to build for our customers faster more independently and with higher quality. We provide these tools across all disciplines from Engineering and Product to Sales and Support and are inspired by how our Toasters are already driving real value with them. The people who thrive here are those who embrace changes that let us build more for our customers; its a core part of our culture.

Our Total Rewards Philosophy
We strive to provide competitive compensation and benefits programs that help to attract retain and motivate the best and brightest people in our industry. Our total rewards package goes beyond great earnings potential and provides the means to a healthy lifestyle with the flexibility to meet Toasters changing needs. Learn more about our benefits at base salary range for this role is listed below. The starting salary will be determined based on skills and experience. In addition to base salary our total rewards components include cash compensation (overtime bonus/commissions if eligible) benefits and equity (if eligible).