Integration Partner Manager

Toast is driven by building the restaurant platform that helps restaurants adapt, take control, and get back to what they do best: building the businesses they love.

The Partnerships team is at the forefront of developing and executing Toast’s end-to-end partner strategy. This involves close collaboration with our Product, Sales, and Customer Success teams to shape ecosystem direction, identify and evaluate potential partnerships, negotiate agreements, cultivate strong relationships, and drive mutual growth through partner-led value creation.

We’re seeking a highly motivated and analytically minded Integration Partner Manager to lead our SMB partner ecosystem – driving growth through existing partnerships while identifying and onboarding new ones that enhance the Toast experience for restaurant customers.

About this roll* (Responsibilities) 

• Manage and grow a portfolio of high-performing SMB partners, serving as the primary relationship owner and strategic point of contact.
• Drive measurable business impact by increasing partner-generated ARR, partner referrals, and mutual retention.
• Identify and recruit new SMB partners that fill ecosystem gaps, enhance product value, and support key needs across Sales, Customer Success, and Product.
• Own the end-to-end partner lifecycle — from initial sourcing, evaluation, and contracting to onboarding, enablement, scaling, and renewal.
• Develop and track key KPIs (e.g., partner revenue contribution, referral volume, partner adoption metrics), using data to prioritize investments and surface insights to leadership.
• Lead regular business reviews with partners to align on goals, share performance insights, and identify expansion opportunities.
• Collaborate cross-functionally with teams across Product, Sales, Marketing, and Legal to ensure partner alignment and integration success.
• Negotiate partner contracts confidently, ensuring fair and scalable terms that drive long-term ecosystem value.
• Contribute to SMB ecosystem strategy, helping define which partner types are critical to support Toast’s growth and restaurant success.

Do you have the right ingredients*? (Requirements)

• 8+ years of experience in partnerships, business development, or ecosystem management, ideally at a technology company.
• Demonstrated success managing SMB or mid-market partner portfolios with measurable impact on ARR or referral growth.
• Strong analytical skills and comfort working with data to assess performance, model growth potential, and inform strategy.
• Confident contract negotiator, able to balance commercial and strategic considerations.
• Excellent relationship management and communication skills, with the ability to engage stakeholders from executives to operational leads.
• Experience collaborating across multiple internal teams (Sales, Product, CS, Legal, Marketing).
• Highly organized and self-driven — able to thrive in a fast-paced, evolving environment with minimal oversight.
• Technical proficiency (e.g. familiarity with APIs.
• Willingness to travel as needed (less than 20%).

Secret Sauce*? (Nice to Haves)

• Experience in the hospitality or restaurant technology industry is strongly preferred.
• Experience leveraging tools such as Salesforce, Monday.com, and Snowflake to manage partner pipelines and performance.
• Understanding of SMB go-to-market dynamics and how partnerships can accelerate adoption and customer success.

AI at Toast

At Toast 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 Spread* of Total Rewards
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.

*Bread puns encouraged but not required