Manager, Integration Partnerships

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.

The Partnerships team is at the forefront of developing and executing Toast’s end-to-end partner strategy. We work closely with Product, Sales, Customer Success, Marketing, and Legal to shape ecosystem direction, identify and evaluate strategic partnerships, negotiate agreements, and drive long-term value through deep, product-led integrations.

We’re seeking a highly motivated and strategic Manager, Integration Partnerships to represent Toast’s Mid-Market and Enterprise integration partner portfolio. This role is focused on managing complex, high-impact partners, driving mutual growth, and ensuring our integrations deliver meaningful value to larger, more sophisticated customers.

A day in the life (Responsibilities) 

• Serve as the primary point of contact and strategic owner for a portfolio of Mid-Market and Enterprise integration partners, building trusted relationships with stakeholders across executive, product, technical, and operational teams.
• Own the full partnership lifecycle — from sourcing and evaluation to contracting, onboarding, launch, scaling, renewal, and expansion.
• Drive measurable business outcomes through partnerships, including partner-influenced ARR, pipeline contribution, adoption, retention, and expansion within Mid-Market and Enterprise segments.
• Establish, track, and report on key performance indicators (KPIs), using data and insights to guide prioritization, investment decisions, and executive updates.
• Lead Quarterly Business Reviews (QBRs) and ongoing operating cadences to align on strategy, performance, roadmap dependencies, and growth opportunities.
• Proactively identify opportunities to expand and deepen partnerships, including new use cases, co-selling motions, and broader product adoption across enterprise customers.
• Partner closely with Product and Engineering to align on integration roadmap needs, technical requirements, and partner feedback from the field.
• Collaborate cross-functionally with Sales, Customer Success, Partner Marketing, and Legal to ensure strong GTM alignment and seamless execution.
• Negotiate and manage complex commercial agreements, balancing strategic value, scalability, and long-term ecosystem health.
• Contribute to the overall integration partnership strategy, including partner prioritization, best practices, and operating models tailored to Mid-Market and Enterprise customers.
• Bring structure to ambiguity by developing repeatable processes and frameworks that improve how Toast manages and scales high-impact partnerships.

What you'll need to thrive (Requirements)

• 4+ years of experience in partnerships, business development, ecosystem management, management consulting, or related roles within a technology company.
• Proven experience managing Mid-Market and/or Enterprise partnerships, including complex stakeholder environments and long-term relationship ownership.
• Strong track record of driving measurable impact through partnerships (ARR influence, pipeline contribution, adoption, retention, or expansion).
• Experience negotiating commercial agreements of varying size and complexity.
• Highly analytical, with the ability to evaluate opportunities from strategic, financial, brand, and operational perspectives.
• Excellent communication and relationship-building skills, with the ability to engage effectively across technical and non-technical audiences at all levels.
• Comfortable operating in a fast-paced, ambiguous environment, with a proactive and entrepreneurial mindset.
• Willingness to travel as needed (less than 20%).

What will help you stand out (Nonessential Skills/Nice to Haves)

• Experience working with Enterprise SaaS integrations, APIs, or platform ecosystems.
• Technical fluency (e.g., familiarity with APIs, integration architectures).
• Experience expanding or operating partner marketplaces.
• Proficiency with tools such as Salesforce, Monday.com, Snowflake, and Excel.
• Experience in the hospitality, restaurant, or vertical SaaS space.

What will help you stand out (Nonessential Skills/Nic