Business Development Representative

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 Business Development Representative (BDR) role is the foundational entry point into our high-performing sales organization, designed specifically to develop the next generation of versatile sales professionals at Toast. This is not a static job—it is a dynamic, multi-disciplinary position and a structured path for those who thrive on adaptability and professional growth.

In this role, you serve as the agile core of our sales team. We invest in BDRs with the clear expectation that you will master both inbound and outbound strategies, moving fluidly between inbound and outbound functions as the business evolves. This unique flexibility ensures you gain a comprehensive 360-degree view of the top of Toast’s sales funnel, while being deployed where your impact will be greatest.

The role will be based in Sydney, Australia. This is a Hybrid role with days in our Sydney office.

What you'll do (Responsibilities):

As a Business Development Representative (BDR), you serve as the versatile engine of our sales pipeline, responsible for prospecting and qualifying the opportunities that drive our growth. This is a dynamic role designed for agility; you will act as a multi-functional specialist, pivoting seamlessly between inbound and outbound strategies to meet the needs of the business. By mastering both disciplines, you ensure the sales organization remains responsive and that Account Executives consistently receive high-quality engagements, regardless of where they originate in the funnel.

• Execute High-Volume Outreach: Prospect businesses that are strong fits for the Toast POS product, and complete at least 80 high-quality activities daily, including warm/cold calls, emails, and social touchpoints—adapting your approach based on Inbound or Outbound priorities.
• Conduct Discovery & Qualification: Host qualification calls to develop a deep understanding of prospect needs, determining how they can benefit from our all-in-one digital platform.
• Drive Pipeline Velocity: Schedule meetings for qualified prospects and manage a seamless handoff to the appropriate Account Executive, maintaining high conversion standards across all lead sources.
• Master the All-Bound Model: Fluidly transition between inbound lead response and outbound prospecting as business needs evolve, building a comprehensive skill set that serves as the foundation for your advancement into an Account Executive role.
• Strategic Alignment: Partner closely with sales leadership to deploy your efforts where they have the highest impact, ensuring our pipeline remains robust and well-balanced.

What you'll need to thrive (Requirements):

• Career Ambition: Must be driven by a long-term goal of becoming a full-cycle Account Executive (AE) and working in a commissioned closing role.
• Proven Drive and Refusal to Fail: Possesses the self-discipline and sustained effort necessary to achieve ambitious daily activity goals and recover quickly from rejection.
• Growth Mindset: Actively seeks and immediately applies feedback, while proactively self-assessing performance to identify and vocalize specific areas for growth and development.
• High Self-Accountability: Driven by measurable results and takes full ownership of daily performance metrics and pipeline contribution.
• High Customer Empathy and Resilience: Demonstrated ability to handle rejection and objections with professionalism while driving positive outcomes for prospective customers.
• Aptitude for Critical Thinking: Naturally curious, resourceful, and thrives on quickly processing new information to solve complex problems and qualify prospective customers.
• Exceptional Communication Skills: Clear, professional, and persuasive communicator across high-volume calls and written outreach (email/social).
• Strong Organizational Skills: Meticulous attention to detail and ability to manage time effectively to balance 80+ daily outreach activities.

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

• Previous Sales or Sales Internship experience
• Experience participating in Collegiate Sales Competitions
• Direct experience working in the hospitality or retail industries

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.