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 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. 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 you'll 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, Monday.com, 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, Monday.com, Snowflake, and Excel. Experience in the hospitality, restaurant, or vertical SaaS space. 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 and experience. In addition to base salary, our total rewards components include cash compensation (overtime, bonus/commissions, if eligible), benefits, and equity (if eligible). Pay Range $115,000—$184,000 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. 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.