Manager, Solutions Engineering

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. Toast is seeking an experienced Solutions Engineering Manager to lead the Multi-Product Solutions team, supporting New Business, Growth, and SMB sales. This critical leadership role drives product specialization, sales coaching, and accountability within a high-growth environment. The manager must effectively navigate ambiguity, clearly communicate strategic objectives, and ensure process consistency during a period of organizational change and international expansion. A day in the life (Responsibilities) Team Leadership and Development: Recruit, develop, motivate, and manage a high-performing sales support team. This includes designing and executing a comprehensive ramp plan for new hires and providing advanced development coaching to tenured Solutions Engineers. Sales Strategy and Partnership: Partner closely with Sales leadership across New Business, Growth, and SMB verticals to define strategy and implement processes that drive continued growth. Sales Motion Development & Enablement: Build and refine the team’s sales motion, enabling Solutions Engineers to effectively sell using structured methodologies (e.g., Sandler) and other consultative sales techniques. Coach the team on discovery, objection handling, and value-based selling to drive stronger revenue outcomes. Performance Management and Accountability: Track performance metrics, identify trends, and implement improvement plans to ensure the team consistently meets or exceeds defined performance objectives (e.g., activity volume, revenue, and win rate targets). The manager is responsible for clear goal enforcement and articulating the strategic why behind performance targets. Process and Scalability: Champion and implement process improvements that facilitate scalable, repeatable success across a wide portfolio of products. Establish clear, consistent workflows and enable the team with tools and frameworks that drive efficiency, quality, and measurable impact across the sales cycle. Cross-Functional Alignment: Serve as a critical link and trusted partner between the Sales organization and the Product team, ensuring cohesive communication and strategic alignment across all stakeholders. What you'll need to thrive (Requirements) Requires 2+ years of sales experience in a closing or closing support role (ex. Solutions Engineering or similar pre-sales function). 1+ years of people leadership experience managing a quota-aligned or revenue-influencing team Experience applying and coaching to a structured sales methodology (e.g., Sandler, MEDDICC, Challenger, etc.) Demonstrated track record of driving measurable performance outcomes (activity, revenue impact, win rates, attach, etc.) Proven ability to coach individuals to improve consultative selling skills and business acumen Strong ability to enforce process and performance standards while maintaining strong cross-functional relationships Experience leveraging data and performance metrics to diagnose gaps and implement improvement plans Ability to operate independently, prioritize effectively, and lead through ambiguity What will help you stand out (Nonessential Skills/Nice to Haves): Expertise in Toast POS products and the capacity for rapid acquisition of new product knowledge. Proven ability to effectively coach and develop the team on that expertise, which is essential for ramping new hires and driving product specialization. Direct experience working in the hospitality industry, providing a foundational understanding of the challenges our customers face. Demonstrated executive presence and strong presentation skills, including the ability to clearly articulate complex products and ideas. 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 $123,000—$197,000 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.