Hybrid Development Representative

Position Overview

Toast creates technology to help restaurants and local businesses succeed in a digital world by 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 a dedicated, supportive launchpad and structured path for your professional sales career with a clear progression: HDR → Specialized xDR (SDR/BDR/ADR) → Account Executive (AE) over a timeline of 12-18 months. At Toast, we embrace diversity, equity, and inclusion, foster a hybrid work model that values in-person collaboration and individual needs, and leverage innovative AI tools to support our hiring process.

Key Responsibilities

• Complete at least 100 high-quality outreach activities daily (warm/cold calls, emails, and social touch points).
• Host qualification calls to understand prospect needs and determine how they can benefit from our all-in-one digital platform.
• Schedule meetings for qualified prospects, ensuring a seamless handoff to the appropriate Account Executive.
• Learn and execute various outreach methods in preparation for future specialization into a Restaurant SDR, ADR, or BDR role.

Required Qualifications

• Career Ambition: Must be driven by a long-term goal of becoming a full-cycle Account Executive and succeeding in a commissioned closing role.
• Proven Drive and Refusal to Fail: Demonstrates self-discipline with sustained effort to achieve ambitious daily activity goals and recover quickly from rejection.
• Growth Mindset: Actively seeks, receives, and applies feedback while self-assessing performance to foster continuous development.
• High Self-Accountability: Takes full ownership of daily performance metrics and overall pipeline contribution.
• High Customer Empathy and Resilience: Handles rejection and objections professionally while driving positive outcomes for prospects.
• Aptitude for Critical Thinking: Possesses curiosity and resourcefulness in quickly processing new information to qualify prospects effectively.
• Exceptional Communication Skills: Exhibits clarity, professionalism, and persuasiveness in both verbal and written outreach.
• Strong Organizational Skills: Demonstrates meticulous attention to detail and effective time management while balancing 100+ daily outreach activities.

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

• Compensation: $63,000—$101,000 USD
• Benefits: Competitive total rewards package with uncapped commissions, comprehensive health benefits, and a flexible hybrid work model. More details at https://careers.toasttab.com/toast-benefits