Hybrid Development Representative

<p><em><strong>Note:</strong> We are excited to kick off recruitment for our January and February cohorts! We are currently accepting and reviewing new applications for both start dates.</em></p> <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 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 program, <a href="https://careers.toasttab.com/sales-academy" target="_blank">Toast Sales Academy</a>, and become future full-cycle Account Executives.</p> <p>&nbsp;</p> <p><strong>The Journey of a High Performer:</strong> HDR → All Bound Sales Development role → Account Executive (AE)</p> <p><strong>The Timeline of a High Performer:</strong> 12-18 months, training to become an Account Executive&nbsp;</p> <p>&nbsp;</p> <p><strong>What you'll do (Responsibilities):</strong></p> <p>As a Hybrid Development Representative (HDR), you serve as the critical first step in our sales pipeline, responsible for building and qualifying the opportunities that drive our growth. You will execute high-volume outreach to a mix of prospective businesses with the strategic goal of determining mutual fit for our all-in-one digital platform, ensuring Account Executives receive high-quality engagements ready for closing.</p> <ul> <li>Complete at least 100 high-quality outreach activities daily (warm/cold calls, emails, and social touch points).</li> <li>Host qualification calls to develop an understanding of the prospect’s needs and determine how they can benefit from leveraging our all-in-one digital platform.</li> <li>Schedule meetings for qualified prospects, ensuring a seamless handoff to the appropriate Account Executive.</li> <li>Learn and execute on various inbound and outbound outreach methods to prepare for specialization into an All-Bound Sales Development Role with the ultimate goal of developing into an Account Executive.</li> </ul> <p>&nbsp;</p> <p><strong>What you'll need to thrive (Requirements):</strong></p> <ul> <li><em>Career Ambition: </em>Must be driven by a long-term goal of becoming a full-cycle Account Executive (AE) and working in a commissioned closing role.</li> <li><em>Proven Drive and Refusal to Fail</em>: Possesses the self-discipline and sustained effort necessary to achieve ambitious daily activity goals and recover quickly from rejection.</li> <li><em>Growth Mindset: </em>Actively seeks and immediately applies feedback, while proactively self-assessing performance to identify and vocalize specific areas for growth and development.</li> <li><em>High Self-Accountability</em>: Driven by measurable results and takes full ownership of daily performance metrics and pipeline contribution.</li> <li><em>High Customer Empathy and Resilience:</em> Demonstrated ability to handle rejection and objections with professionalism while driving positive outcomes for prospective customers.</li> <li><em>Aptitude for Critical Thinking</em>: Naturally curious, resourceful, and thrives on quickly processing new information to solve complex problems and qualify prospective customers.</li> <li><em>Exceptional Communication Skills</em>: Clear, professional, and persuasive communicator across high-volume calls and written outreach (email/social).</li> <li><em>Strong Organizational Skills</em>: Meticulous attention to detail and ability to manage time effectively to balance 100+ daily outreach activities.</li> </ul> <p>&nbsp;</p> <p><strong>What will help you stand out (Nonessential Skills/Nice to Haves):</strong></p> <ul> <li>Previous