Hybrid Development Representative

Position Overview

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 Hybrid Development Representative (HDR) role is the foundational entry point into our high-performing sales organization, designed specifically to develop the next generation of Account Executives. This is not a static job – it is a dedicated, supportive launchpad and structured path for your professional sales career. We invest in HDRs with the clear expectation that high performers will advance through our specialized sales training and become full-cycle Account Executives. The role offers a clear progression path: HDR → Specialized xDR (SDR/BDR/ADR) → Account Executive, with an expected timeline of 12–18 months.

Key Responsibilities:

• Conduct a minimum of 100 high-quality outreach activities daily (including warm/cold calls, emails, and social touch points).
• Host qualification calls to understand prospects’ needs and assess how they can benefit from our all-in-one digital platform.
• Schedule meetings with qualified prospects and ensure a seamless handoff to the appropriate Account Executive.
• Learn and execute diverse outreach methods to prepare for specialization into roles such as Restaurant Sales Development Representative (SDR), Account Development Representative (ADR), or Business Development Representative (BDR).

Required Qualifications:

• Demonstrated career ambition with a long-term goal of becoming a full-cycle Account Executive.
• Exceptional drive and resilience with the ability to meet high daily activity targets and recover quickly from rejection.
• A growth mindset with the ability to actively apply feedback, self-assess performance, and pursue professional development.
• Strong sense of self-accountability with a focus on measurable results and pipeline contribution.
• Excellent communication skills for high-volume calls and written outreach (email/social).
• High organizational skills with meticulous attention to detail and effective time management.

Preferred Qualifications:

• Previous sales or sales internship experience.
• Experience participating in collegiate sales competitions.
• Direct experience working in the hospitality or retail industries.

Benefits & Perks:

• Salary: $63,000—$101,000 USD (Total Targeted Cash, including base salary and uncapped commissions)
• Benefits: Comprehensive benefits package, competitive compensation, equity (if eligible), and support for a healthy lifestyle. For more details, visit the benefits page at https://careers.toasttab.com/toast-benefits.
• Hybrid work model fostering in-person collaboration alongside individual flexibility.