Product Partnerships Manager

Toast is driven by building the all-in-one restaurant platform that helps merchants operate their business, increase sales, engage guests, and keep employees happy.

The International Partnerships team is at the forefront of developing and executing Toast's partner strategy outside the US, working closely with Product, Sales, Customer Success, Legal, and Dev Rel to shape ecosystem direction, close integration gaps, and support Toast's expansion into new markets.

We're seeking a highly motivated and commercially minded International Partner Manager to help build out Toast's integration ecosystem across the UK and EMEA. You'll be responsible for signing and managing the integration partners our UK and EMEA customers need most, while also contributing to our broader channel partner strategy in the region.

Please note this is a Hybrid role with 2 days a week in our central London office

A day in the life (Responsibilities) 

• Own the sourcing, negotiation, and management of a portfolio of integration partners across the UK and EMEA, serving as the primary relationship owner and strategic point of contact.
• Drive Toast's integration coverage strategy in the region, closing ecosystem gaps that impact deal-win rates and customer satisfaction.
• Manage the end-to-end partner lifecycle — 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 tied to integration partner performance (e.g., deal-loss mitigation, partner adoption, referral volume), 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.
• Support and help shape elements of Toast's UK and EMEA channel partner strategy, including evaluating potential referral partners, resellers, and consultants alongside regional leadership.
• 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

What you'll need to thrive (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.
• Some experience with, or exposure to, channel partner strategy (e.g., resellers, referral partners, consultants).
• 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 London, UK (required).
• Willingness to travel as needed (less than 20%).

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

• Experience in the UK/EMEA hospitality, restaurant, or retail technology space.
• Existing network of integration or channel partners across UK and EMEA markets.
• Experience leveraging tools such as Salesforce, Monday.com, Ironclad, or Snowflake to manage partner pipelines and agreements.
• Understanding of UK/EMEA go-to-market dynamics and how partnerships can accelerate adoption and customer success.

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.