Enterprise Business Development Representative

About this role

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 Enterprise segment is seeking a new Business Development Representative (BDR) to help generate a quality pipeline for our Account Executives focused on our Regional Mid-Market business segment. You will help build the pipeline by strategically prospecting and nurturing opportunities in accounts with 41-499 locations.

This role is a great opportunity to develop outbound and phone skills by delivering a consultative platform pitch to C-suite, VP, and Director level positions across departments like IT, Operations, Accounting/Finance & Marketing. You will have the opportunity to work in a fast paced team with varied future customers and personalized training and career opportunities. You will gain exposure to the Enterprise sales process and work cross-functionally with many segments of our team including Senior Management, Marketing, Sales Operations, Sales Engineering, Services & Support, etc.

You will also work closely with seasoned Account Executives to develop targeted prospecting strategies in their assigned markets. A day in the life (Responsibilities) Generate new business pipeline primarily through outbound prospecting (2+ new business qualified sales opportunities per month) Gain interest through outbound cold calling across a set of accounts/prospects and breaking into net new logos in assigned territory (65+ activities per day) Schedule discovery calls, demos, on-sites and follow-up calls (owning the process until calls or meetings occur) Leverage existing tools and research to find new contacts to develop your call-base Focused efforts promoting new products to prospects Multi-threading and account mapping within large restaurant brands corporate teams and franchisees Persistent, organized follow-up with nurture contacts/accounts to re-engage on a next step (bring them back to the table!) Entering activity, notes, company account info and updating opportunities in Salesforce Work effectively with assigned AEs on a daily/weekly/monthly basis on maintaining target account lists and prospecting strategies Provide input in the design of & help in the execution of enterprise marketing efforts (campaigns, trade-shows, etc) What you'll need to thrive (Requirements): Software/SaaS experience or other related tech space business experience in an outbound or closing role Previous outbound and inbound sales experience Fearless on the phone and persistent in initial reach out & follow-up with accounts over time Ability to identify key decision makers within new accounts, while aligning with internal account reps Well organized, self-motivated to make calls everyday and communicate effectively with internal teams and prospects in a productive manner Adaptable to new processes and ability to work cross-functionally and develop relationships with both internal and external stakeholders High customer empathy and the ability to handle objections Attention to detail and ability to thrive in a changing and evolving environment Demonstrate verbal and written skill sets in communication Special Skills (Nonessential Skills/Nice to Haves): Restaurant experience MEDDPICC certified Command of the Message Experience using Nooks, Salesforce, Zoominfo, LeadIQ, Claude/Gemini, Linkedin Sales Navigator AI at Toast At Toast, one of our company values is that we're hungry to build and learn.