Manager, Solutions Engineering

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.

Toast is seeking an experienced Solutions Engineering Manager to lead the Multi-Product Solutions team, supporting New Business, Growth, and SMB sales. This critical leadership role drives product specialization, sales coaching, and accountability within a high-growth environment. The manager must effectively navigate ambiguity, clearly communicate strategic objectives, and ensure process consistency during a period of organizational change and international expansion.

A day in the life (Responsibilities)

• Team Leadership and Development: Recruit, develop, motivate, and manage a high-performing sales support team. This includes designing and executing a comprehensive ramp plan for new hires and providing advanced development coaching to tenured Solutions Engineers.
• Sales Strategy and Partnership: Partner closely with Sales leadership across New Business, Growth, and SMB verticals to define strategy and implement processes that drive continued growth.
• Sales Motion Development & Enablement: Build and refine the team’s sales motion, enabling Solutions Engineers to effectively sell using structured methodologies (e.g., Sandler) and other consultative sales techniques. Coach the team on discovery, objection handling, and value-based selling to drive stronger revenue outcomes.
• Performance Management and Accountability: Track performance metrics, identify trends, and implement improvement plans to ensure the team consistently meets or exceeds defined performance objectives (e.g., activity volume, revenue, and win rate targets). The manager is responsible for clear goal enforcement and articulating the strategic why behind performance targets.
• Process and Scalability: Champion and implement process improvements that facilitate scalable, repeatable success across a wide portfolio of products. Establish clear, consistent workflows and enable the team with tools and frameworks that drive efficiency, quality, and measurable impact across the sales cycle.
• Cross-Functional Alignment: Serve as a critical link and trusted partner between the Sales organization and the Product team, ensuring cohesive communication and strategic alignment across all stakeholders.

What you'll need to thrive (Requirements)

• Requires 2+ years of sales experience in a closing or closing support role (ex. Solutions Engineering or similar pre-sales function).
• 1+ years of people leadership experience managing a quota-aligned or revenue-influencing team
• Experience applying and coaching to a structured sales methodology (e.g., Sandler, MEDDICC, Challenger, etc.)
• Demonstrated track record of driving measurable performance outcomes (activity, revenue impact, win rates, attach, etc.)
• Proven ability to coach individuals to improve consultative selling skills and business acumen
• Strong ability to enforce process and performance standards while maintaining strong cross-functional relationships
• Experience leveraging data and performance metrics to diagnose gaps and implement improvement plans
• Ability to operate independently, prioritize effectively, and lead through ambiguity

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

• Expertise in Toast POS products and the capacity for rapid acquisition of new product knowledge.
• Proven ability to effectively coach and develop the team on that expertise, which is essential for ramping new hires and driving product specialization.
• Direct experience working in the hospitality industry, providing a foundational understanding of the challenges our customers face.
• Demonstrated executive presence and strong presentation skills, including the ability to clearly articulate complex products and ideas.