Senior Manager, International Partnerships

About Toast and the Opportunity

Toast stands as a global frontrunner in providing restaurant Point of Sale (POS) and local commerce technology, supporting merchants to streamline operations, enhance sales, engage customers, and maintain employee satisfaction. With successful businesses established in the US, UK, and Canada, Toast is now expanding into Australia, with Sydney serving as the launchpad for broader regional growth.

This position offers a rare chance to join the founding team in this new market. The role demands building Toast's partner ecosystem in Australia entirely from scratch, operating in a dynamic start-up atmosphere but backed by the strength of a large established company. It will also involve strategizing for future APAC regional expansion alongside local and global leadership.

Key Responsibilities

• Take full ownership of sourcing, negotiating, and managing integration partners throughout Australia and APAC, acting as the main strategic contact.
• Develop the integration partner strategy in Australia, addressing gaps affecting deal closure and customer experience.
• Create and implement the channel partner strategy, including recruiting and managing resellers, referral partners, and consultants to generate new leads.
• Establish the channel partner program framework—covering recruitment, engagement, incentives, and enablement—adapting global models to local needs.
• Manage the complete lifecycle of integration and channel partners from selection to onboarding, enablement, and renewal.
• Collaborate closely with Product, Sales, Customer Success, Legal, and Developer Relations teams to prioritize integrations and ensure seamless customer onboarding post-integration.
• Set and monitor KPIs such as deal-loss reduction, partner adoption, referral volume, and partner-driven pipeline; leverage data to guide decisions and report to leadership.
• Conduct business reviews regularly with partners to align objectives, share performance insights, and explore growth chances.
• Negotiate partner agreements balancing commercial benefits and strategic goals to foster long-term ecosystem value.
• Work alongside global International Partnerships leaders to align regional priorities with company strategy while operating autonomously in the local market.

Candidate Requirements

• Have 5 to 7 years’ experience in business development, partnerships, or strategy roles.
• Experience in business development or partnerships at a large tech company, or a background in management consulting or investment banking.
• Proven track record of managing partner relationships and negotiating commercial deals, preferably in technology or platform-based businesses.
• Demonstrated ability to build and scale channel partner programs involving resellers, referral partners, or consultants.
• Comfortable working with ambiguity and rapid pace typical of early-stage markets, creating processes and structures as needed.
• Strong analytical skills, using data to evaluate partner performance and inform strategy.
• Excellent communication and stakeholder management skills across all organization levels and externally.
• Experience working collaboratively with cross-functional teams including Sales, Product, Customer Success, Legal, and Developer Relations.
• Highly organized, self-motivated, and able to thrive with minimum supervision in a fast-changing environment.
• Comfortable collaborating with international and dispersed teams.
• Must be based in Sydney, Australia.
• Willing to travel locally or regionally up to 20% of the time.

Preferred Qualifications

• Background in Australian or APAC hospitality, restaurant, or retail technology sectors.
• Existing network of integration or channel partners in Australia and APAC.
• Experience as part of an early-stage or founding team launching new markets or business units.
• Familiarity with tools such as Salesforce, Monday.com, Ironclad, or Snowflake for managing partner pipelines and contracts.
• Understanding of APAC go-to-market strategies and how partnerships can accelerate adoption and customer success.

Company Culture and Values

Toast is committed to innovation, continuous learning, and embracing AI tools across functions to improve performance and customer outcomes. The organization fosters a hybrid work model promoting collaboration and individual flexibility. Diversity, equity, and inclusion are fundamental, ensuring authentic, respectful, and equitable opportunity for all employees.

Additional Information

Toast is dedicated to an accessible and inclusive hiring process, providing accommodations for candidates with disabilities as needed. Applicants based in other regions should note local legal restrictions on certain employment practices do not apply here.