Enterprise Business Development Representative

<p>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.</p> <p>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 16-40 locations.&nbsp; 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 &amp; Marketing. You will have the opportunity to work in a fast paced team with varied future customers and personalized training and career opportunities.</p> <p>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 &amp; Support, etc.&nbsp; You will also work closely with seasoned Account Executives to develop targeted prospecting strategies in their assigned markets.</p> <p><strong>A day in the life (Responsibilities)&nbsp;&nbsp;</strong></p> <ul> <li>Generate new business pipeline primarily through outbound prospecting (3+ new business qualified sales opportunities per month + 7 meetings monthly)</li> <li>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)</li> <li>Schedule discovery calls, demos, on-sites and follow-up calls (owning the process until calls or meetings occur)</li> <li>Leverage existing tools and research to find new contacts to develop your call-base</li> <li>Focused efforts promoting new products to prospects</li> <li>Multi-threading and account mapping within large restaurant brands corporate teams and franchisees&nbsp;</li> <li>Persistent, organized follow-up with nurture contacts/accounts to re-engage on a next step (bring them back to the table!)</li> <li>Entering activity, notes, company account info and updating opportunities in Salesforce</li> <li>Work effectively with assigned AEs on a daily/weekly/monthly basis on maintaining target account lists and prospecting strategies</li> <li>Provide input in the design of &amp; help in the execution of enterprise marketing efforts (campaigns, trade-shows, etc)</li> </ul> <p><strong>What you'll need to thrive (Requirements):</strong></p> <ul> <li>Software/SaaS experience or other related tech space business experience in an outbound or closing role</li> <li>Previous outbound and inbound sales experience</li> <li>Fearless on the phone and persistent in initial reach out &amp; follow-up with accounts over time&nbsp;</li> <li>Ability to identify key decision makers within new accounts, while aligning with internal account reps</li> <li>Well organized, self-motivated to make calls everyday and communicate effectively with internal teams and prospects in a productive manner</li> <li>Adaptable to new processes and ability to work cross-functionally and develop relationships with both internal and external stakeholders&nbsp;</li> <li>High customer empathy and the ability to handle objections</li> <li>Attention to detail and ability to thrive in a changing and evolving environment</li> <li>Demonstrate verbal and written skill sets in communication</li> </ul> <p><strong>Special Skills (Nonessential Skills/Nice to Haves):</strong></p> <ul> <li>Restaurant experience&nbsp;</li> <li>MEDDPICC certified</li> <li>Command of the Message</li> <li>Experience using Nooks, Salesforce, Zoominfo, LeadIQ, Claude/Gemini, Linkedin Sales Navigator&nbsp;</li> </ul> <p><strong>AI at Toast</strong></p> <p>At Toast, one of our company values is that we're hungry to build and learn. We believe learning new AI to