GTM Strategy & Operations Territory Analyst

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. About the Role Toast is looking for a Territory Analyst to own all things territory for one of our fastest growing verticals. This is not a generalist analytics role. You will be the operational and strategic owner of the full territory design — responsible for carving and maintaining territories, building the data models that underpin headcount decisions, and partnering closely with sales leadership to ensure every rep has a fair, well-structured territory. Day-to-day, that means hands-on territory drawing, TAM analysis by cuisine type and geography, SOT maintenance, and fielding the operational requests that come from a fast-moving, high-complexity sales team. Longer term, you’ll be a key contributor to how we scale territories and headcount — building the analytical case for new headcount, designing the territory model as Toast expands into new markets and cuisine segments, and helping shape the systems that make all of it run. Our team is collaborative and low-ego. We take the work seriously, move quickly, and have fun doing it. If you want to see your work directly shape how a national sales org goes to market, this is the role. A day in the life (Responsibilities) Territory Design & Maintenance Own the end-to-end territory carving process — drawing, adjusting, and validating territories for your supported team. Manage territory change requests and triage operational asks (territory flips, rep transitions, etc.) from sales leadership/RVPs Coordinate territory rollouts, including DM/AE alignment, pre-launch validation, and post-launch monitoring TAM Analysis & Headcount Planning Analyze the total addressable market (TAM) — by cuisine type, geography, and GPV potential — using internal data and third-party sources Build the analytical case for new headcount: sizing territories, modeling coverage gaps, and translating TAM data into hiring recommendations for sales leadership and Finance Evaluate territory equity using historical performance metrics, forecasted projections, and market specific data Support expansion decisions — new markets, international opportunities, and potential sub-segmentation opportunity — with data-driven analysis and scenario modeling Strategy & Cross-Functional Partnership Serve as the primary territory ops partner to sales leadership, translating business questions into analysis and fielding strategic asks as they come up Collaborate with the Data team on Sigma/Snowflake reporting, territory performance dashboards, and ongoing data quality work Work with Sales, RevOps and Finance on headcount planning and quota alignment What you'll need to thrive (Requirements) 3+ years of experience in an analytical or operations role — business operations, strategy, sales ops, management consulting, or similar Strong Excel/Google Sheets skills; comfort manipulating and analyzing large datasets Experience working Salesforce (CRM) Excellent written and verbal communication — you’ll regularly present findings to sales leadership and write up recommendations that drive real decisions High comfort with ambiguity and fast-changing business context; SC is a dynamic vertical A bias toward action — you don’t wait to be handed a perfect data set before drawing a conclusion What will help you stand out (Nonessential Skills/Nice to Haves) SQL fluency and experience querying data warehouses (Snowflake or similar) Experience with BI/analytics tools like Sigma, Hex, or Tableau Experience with leveraging AI Tools (e.g. Claude, Gemini, Chat, etc.) to drive productivity and more efficient workflows Familiarity with territory management systems or geographic analysis Background or interest in go-to-market strategy, sales planning, or workforce design AI at Toast At Toast, one of our company values is that we're 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; it’s 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 https://careers.toasttab.com/toast-benefits. The base salary range for this role is listed below. The starting salary will be determined based on skills, experience, and geographic location. In addition to base salary, our total rewards components include cash compensation (overtime, bonus/commissions if eligible), equity, and benefits. You can learn more about how we align pay with local labor markets in our Geographic Pay Zone Philosophy. Pay Range $72,000—$115,000 USD How Toast Uses AI in its Hiring Process Throughout the hiring process, our goal is to get to know you. We use AI tools to support our recruiters and interviewers with tasks like note-taking, summarization, and documentation of interviews to ensure they can be fully focused on your conversation. All hiring decisions are made by people. To learn more: https://careers.toasttab.com/ai-in-hiring Our Approach to Hybrid Working We embrace a hybrid work model that fosters in-person collaboration while valuing individual needs. Our goal is to build a strong culture of connection as we work together to empower the hospitality community, regardless of location. Please visit the Locations page on our career site to learn more about our in-office expectations by region: https://careers.toasttab.com/locations-toast Diversity, Equity, and Inclusion is Baked into our Recipe for Success At Toast, our employees are our secret ingredient—when they thrive, we thrive. The restaurant industry is one of the most diverse, and we embrace that diversity with authenticity, inclusivity, respect, and humility. By embedding these principles into our culture and design, we create equitable opportunities for all and raise the bar in delivering exceptional experiences. We Thrive Together We embrace a hybrid work model that fosters in-person collaboration while valuing individual needs. Our goal is to build a strong culture of connection as we work together to empower the restaurant community. To learn more about how we work globally and regionally, check out: https://careers.toasttab.com/locations-toast. Apply today! Toast is committed to creating an accessible and inclusive hiring process. As part of this commitment, we strive to provide reasonable accommodations for persons with disabilities to enable them to access the hiring process. If you need an accommodation to access the job application or interview process, please contact candidateaccommodations@toasttab.com. ------ For roles in the United States, it is unlawful in Massachusetts to require or administer a lie detector test as a condition of employment or continued employment. An employer who violates this law shall be subject to criminal penalties and civil liability.