The role
*Bilingual Mandarin-speaking position.
This is a remote opportunity.
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.
As a Strategic Cuisines Business Development Manager, you will hire, build, and coach a multilingual team of Business Development Representatives who are transforming the way restaurants operate. You will report into the Senior Manager, Strategic Cuisines. This is a top-of-funnel leadership role — your team creates the qualified pipeline that Strategic Cuisines Account Executives close. Mandarin is the team’s primary market and the language we’re asking you to speak, but your reps also work in Korean and Thai, with Vietnamese and additional languages ahead. You’ll work closely with your team on how to understand restaurants’ unique needs and position Toast’s platform accordingly, and you’ll partner with the Senior Manager on helping Toast size and scope the opportunity as we accelerate our go-to-market motion in these markets.
A day in the life (Responsibilities)
- Directly manage [6-10] Business Development Representatives and own the productivity of these reps and their pipelines
- Coach reps to conduct efficient discovery and qualification, and to craft a solution that best meets the prospect’s needs — in Mandarin, directly, for the Mandarin-speaking segment of your team
- Build the systems, peer review structures, and outcome-based feedback loops that let you develop every rep on the team, including those selling in languages you don’t speak
- Run consistent operating rhythms — 1:1s, call reviews, and pipeline inspection — with disciplined forecast accuracy
- Partner with Strategic Cuisines Account Executives on clean handoffs and pipeline that converts
- Support the Senior Manager by gathering front-line feedback and helping determine where we should invest resources across these strategic cuisine markets
- Find opportunities to make the funnel for each market more efficient by having an entrepreneurial mindset
- Work with Enablement and Marketing to adapt messaging and sequences for each community the team serves
- Hire, onboard, and ramp new reps, including coverage for new languages as the team expands
- Develop your people toward their next role — Strategic Cuisines AE and beyond
What you’ll need to thrive (Requirements)
- Must be able to fluently speak, read, and write Mandarin Chinese and English, and will be expected to coach reps and communicate with prospects in Mandarin
- 2+ years of sales experience in a closing role, with a proven track record of quota attainment — this is non-negotiable; you’ll be coaching to outcomes you’ve personally owned
- Genuine coaching instinct — you get more out of a rep’s breakthrough than your own
- Metrics driven for optimum sales performance for the team, with strong forecasting and pipeline rigor
- Cultural humility and real curiosity about communities and selling contexts that aren’t your own
- Passionate with the ability to inspire and motivate those around them
- Entrepreneurial, self-motivated, creative, and flexible with the ability to perform well under pressure
What will help you stand out (Nice to Haves/Nonessential Skills)
- Leadership experience of any kind — team lead, mentor, or informal player-coach
- Experience leading a multilingual or multicultural team
- Additional language skills — Cantonese, Korean, Thai, or Vietnamese
- Prior BDR or SDR experience
- Experience working in a fast-paced, high growth environment
- Restaurant industry experience
- Proven track record of creating a winning culture that performs at a high level
AI at Toast
At Toast, one of our company values is that we’re hungry to build and learn. We believe learning new AI tools empowers us to build for our customers faster, more independently, and with higher quality. We provide these tools across all disciplines, from Engineering and Product to Sales and Support, and are inspired by how our Toasters are already driving real value with them. The people who thrive here are those who embrace changes that let us build more for our customers; it’s a core part of our culture.
Our Total Rewards Philosophy
We strive to provide competitive compensation and benefits programs that help to attract, retain, and motivate the best and brightest people in our industry. Our total rewards package goes beyond great earnings potential and provides the means to a healthy lifestyle with the flexibility to meet Toasters’ changing needs. Learn more about our benefits at https://careers.toasttab.com/toast-benefits.
The estimated Total Targeted Cash compensation range for this role is listed below. Total Targeted Cash for this role includes base salary, commission, and bonus (if eligible). This role qualifies for uncapped commissions. The starting salary will be determined based on skills, experience, and geographic location. In addition to cash compensation, our total rewards components include benefits and equity (if eligible). You can learn more about how we align pay with local labor markets in our Geographic Pay Zone Philosophy.
Zone A
$137,000—$219,000 USD
Zone B
$119,000—$190,000 USD
Zone C
$107,000—$171,000 USD
How Toast Uses AI in its Hiring Process
Throughout the hiring process, our goal is to get to know you. We use AI tools to support our recruiters and interviewers with tasks like note-taking, summarization, and documentation of interviews to ensure they can be fully focused on your conversation. All hiring decisions are made by people. We ask that you complete interviews and assessments on your own, without real-time AI tools, recording, or transcription bots, unless we tell you otherwise in advance. To learn more: https://careers.toasttab.com/ai-in-hiring
Our Approach to Hybrid Working
We embrace a hybrid work model that fosters in-person collaboration while valuing individual needs. Our goal is to build a strong culture of connection as we work together to empower the hospitality community, regardless of location. Please visit the Locations page on our career site to learn more about our in-office expectations by region: https://careers.toasttab.com/locations-toast
People Are the Secret Ingredient in Our Recipe for Success
At Toast, our employees are our secret ingredient—when they thrive, we thrive. The restaurant industry brings together people with a wide range of backgrounds, experiences, and perspectives, and we value that same breadth at Toast. We strive to build a culture grounded in authenticity, respect, and humility, where every Toaster has a real opportunity to grow, contribute, and do their best work—raising the bar in delivering exceptional experiences for our customers and each other.
Apply today!
Toast is committed to creating an accessible and inclusive hiring process. As part of this commitment, we strive to provide reasonable accommodations for persons with disabilities to enable them to access the hiring process. If you need an accommodation to access the job application or interview process, please contact candidateaccommodations@toasttab.com.
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For roles in the United States, it is unlawful in Massachusetts to require or administer a lie detector test as a condition of employment or continued employment. An employer who violates this law shall be subject to criminal penalties and civil liability.