Senior Manager, International Partnerships

Toast is the global leader in restaurant Point of Sale (POS) and local commerce technology solutions that help merchants operate their business increase sales engage guests and keep employees happy. Our mission is to help restaurants and other small business owners thrive in what are historically difficult and challenging industries. With scaled businesses in the US UK and Canada and were now bringing our platform to Australia as part of a broader global expansion strategy.

This is a rare opportunity to join as a member of the founding team in a new market and play a pivotal role in launching a new country. Youll help lay the groundwork for Toasts partner ecosystem in Australia from the ground up working in a scrappy start-up-like environment while backed by the resources product and scale of a larger established company. Sydney will also serve as a launching point for future regional scaling so this is your opportunity to scale up a market while working hand in hand with local and global leadership to plan for the next phases of regional expansion.

Were seeking a highly motivated and commercially minded Senior Manager to build out Toasts integration and channel partner ecosystem across Australia and support our broader expansion into APAC. Youll be responsible for signing and managing the integration partners our Australian and APAC customers need most while also building Toasts channel partner strategy in the region from the ground up.

About this roll* (Responsibilities)

• Own the sourcing negotiation and management of a portfolio of integration partners across Australia and APAC serving as the primary relationship owner and strategic point of contact.
• Build Toasts integration coverage strategy in a new market from scratch closing ecosystem gaps that impact deal-win rates and customer satisfaction.
• Design and stand up Toasts channel partner strategy for Australia from the ground up - including identifying recruiting and managing resellers referral partners and consultants to drive new lead generation.
• Define the channel partner program structure (recruitment criteria engagement model incentives and enablement) in the absence of an existing playbook adapting global learnings to the local market.
• Manage the end-to-end partner lifecycle for both integration and channel partners - from identification evaluation and contracting through onboarding enablement and renewal.
• Partner closely with Product Sales Customer Success Legal and Dev Rel to prioritise the right integrations and ensure a smooth post-integration onboarding experience for customers.
• Develop and track KPIs across both integration and channel partner performance (e.g. deal-loss mitigation partner adoption referral volume partner-sourced pipeline) using data to inform prioritisation and report to leadership.
• Lead regular business reviews with partners to align on goals share performance insights and identify opportunities for expansion.
• Negotiate partner contracts confidently balancing commercial and strategic considerations to drive long-term ecosystem value.
• Collaborate with global International Partnerships leadership to ensure regional priorities stay aligned with broader company strategy while operating with significant autonomy as the on-the-ground owner in a new market.

Do you have the right ingredients*(Requirements)

• 5-7 years of experience in business development partnerships or strategy-related roles.
• Experience at a large technology company in a BD or partnerships capacity or a background in investment banking or management consulting.
• Demonstrated success managing partner relationships and negotiating commercial agreements ideally in a technology or platform business.
• Experience building or scaling a channel partner program (resellers referral partners consultants) is required - this role owns that strategy for Australia from day one.
• Comfort operating with significant ambiguity and moving at the pace required of an early-stage unproven market - building process and structure where none yet exists.
• Strong analytical skills and comfort using data to assess partner performance and inform strategy.
• Excellent relationship management and communication skills with the ability to engage stakeholders from executives to operational leads both internally and externally.
• Experience collaborating across multiple internal teams (Sales Product CS Legal Dev Rel).
• Highly organised and self-driven - able to thrive in a fast-paced evolving environment with minimal oversight.
• Experience working with geographically dispersed and international teams.
• Based in Sydney Australia (required).
• Willingness to travel as needed (less than 20%).

Secret Sauce* (Nice to Haves)

• Experience in the Australian/APAC hospitality restaurant or retail technology space.
• Existing network of integration or channel partners across Australia and APAC markets.
• Prior experience in an early-stage or founding team capacity standing up a new market or business line.
• Experience leveraging tools such as Salesforce Ironclad or Snowflake to manage partner pipelines and agreements.
• Understanding of Australia/APAC go-to-market dynamics and how partnerships can accelerate adoption and customer success.

*Bread puns encouraged but not required

AI at Toast

At Toast one of our company values is that were 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; its 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 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: 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: Are the Secret Ingredient in Our Recipe for Success

At Toast our employees are our secret ingredientwhen 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 workraising 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 .

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Required Experience:

Senior Manager

Employment Type : Full Time
Experience: years
Vacancy: 1