VP, International Sales Reports to: COO, International About the Role Toast is building an all-in-one cloud-based restaurant management platform. As we expand beyond the US, our international regions — Canada, EMEA, APAC, and LATAM — represent both a proven playbook to execute against and a set of markets that require a sales organization built from the ground up rather than copied wholesale from the US motion. This role owns Sales, Sales Enablement, Sales Operations, and Onboarding across every region outside the US. This person needs to be able to sit across the table from a customer, work a complex deal to close, and get into the details of pricing and contracting — while also building the scalable infrastructure (enablement, operations, onboarding) that lets each region ramp new reps and hit number without depending on any one person's local knowledge. What We Are Solving For - A senior sales leader who stays in the field — meets with customers directly, works and closes strategic and complex deals personally, and gets into the details of pricing, contracting, and competitive positioning rather than managing purely through others. - Someone who can build a globally distributed, scalable, repeatable sales motion with meaningfully different buyer behavior, competitive dynamics, currencies, and channel structures — not a leader who tries to force the US playbook onto every region unchanged. - A builder who has a playbook for standing up and driving high performing Sales Enablement, Sales Operations, and Onboarding as accelerators (not afterthoughts to direct sales), so new markets and new hires ramp quickly and consistently - Someone comfortable prioritizing ruthlessly across a wide portfolio — four regions, multiple languages, and markets at very different stages of maturity, from established (Canada, UK) to nascent Responsibilities Sales Leadership & Execution - Own the international sales number across Canada, EMEA, APAC, and LATAM, in close partnership with the COO, International - Personally engage with customers and prospects on strategic and complex deals — get in the room, negotiate, and close - Build and manage pipeline and forecasting cadence across all four regions; report accurately and consistently to the COO, International and ELT - Identify and resolve deal blockers directly, including pricing, competitive threats, and contract terms Sales Enablement & Operations - Build scalable sales enablement infrastructure — training, playbooks, competitive intelligence, and tooling — tailored to each market's buyer and competitive landscape - Own sales operations across regions: territory design, quota setting, compensation plan design (in partnership with Finance and People), CRM hygiene, and reporting - Design and implement onboarding programs for new sales hires across all regions, with clear ramp-time and productivity benchmarks Organization & Talent - Build and scale a sales organization across Canada, EMEA, APAC, and LATAM — hiring, structuring, and developing in-market sales leaders - Balance centralized best practices with the market-specific flexibility each region needs (language, buyer behavior, competitive dynamics, channel structure) - Travel regularly to each region to build relationships with team members, customers, and partners, represent Toast Internationally. Cross-Functional Partnership - Partner closely with the COO, International on market entry sequencing and go-to-market model selection (direct/resale/channel) by market - Partner with Product on roadmap needs specific to international sales motions and with Marketing on regional demand generation - Partner with Finance on forecasting, pricing, and deal economics across currencies and markets Requirements - Location: must live in Canada or the United Kingdom - Proven experience as a senior sales leader who has personally carried and exceeded a quota — not solely a leader of other quota-carriers - Experience building and scaling a sales organization across multiple international markets, including standing up sales enablement and sales operations functions - Demonstrated ability to close complex, strategic deals directly with customers - Experience managing a distributed sales team across different languages, currencies, and buyer behaviors - Experience designing onboarding and ramp programs that get new reps productive quickly - Comfort operating in ambiguity across markets at different stages of maturity, from established to nascent - Experience with SMB customers is preferred - Restaurant, hospitality, or vertical SaaS experience preferred - Willingness to travel across regions - Based in Canada or the UK Mindsets & Leadership Traits - Sales-first: energized by being in the field with customers, not removed from it - Builder mentality: comfortable creating process and infrastructure from scratch, not just inheriting it - Adaptable across markets: doesn't force a single playbook onto every region - Strong operator: detail-oriented on pipeline, forecasting, and deal mechanics - Collaborative cross-functional partner - Humble and authentic - Entrepreneurial spirit About Toast At Toast, we believe that the success of our business and our customers comes only with the success of our employees. Our employees are our secret ingredient. When they are empowered to succeed, Toast succeeds in achieving our mission to enable our community of restaurateurs to delight their guests, do what they love, and thrive. The restaurant industry is one of the most diverse industries. We embrace and are excited by this diversity, believing that only through authenticity, inclusivity, high standards of respect and trust, and leading with humility will we be able to achieve our goals. Toast is committed to creating an accessible and inclusive hiring process. If you need an accommodation to access the job application or interview process, please contact candidateaccommodations@toasttab.com. 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. 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. We ask that you complete interviews and assessments on your own, without real-time AI tools, recording, or transcription bots, unless we tell you otherwise in advance. 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 People Are the Secret Ingredient in Our Recipe for Success At Toast, our employees are our secret ingredient—when they thrive, we thrive. The restaurant industry brings together people with a wide range of backgrounds, experiences, and perspectives, and we value that same breadth at Toast. We strive to build a culture grounded in authenticity, respect, and humility, where every Toaster has a real opportunity to grow, contribute, and do their best work—raising the bar in delivering exceptional experiences for our customers and each other. 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.

VP, International Sales

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