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 we're 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. You'll help lay the groundwork for Toast's 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. 

We're seeking a highly motivated and commercially minded Senior Manager to build out Toast's integration and channel partner ecosystem across Australia and support our broader expansion into APAC. You'll be responsible for signing and managing the integration partners our Australian and APAC customers need most, while also building Toast's 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 Toast's integration coverage strategy in a new market from scratch, closing ecosystem gaps that impact deal-win rates and customer satisfaction.
• Design and stand up Toast's 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, Monday.com, 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 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.