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 International is building its upmarket business across the UK & Ireland, Canada, and Australia, focused on restaurant groups with 16 to 500 locations. We're hiring a solutions leader to own the technical side of every International deal over 15 locations. Your demos and labs are where our deals are won or lost. You'll start as a player-coach, carrying deals yourself, and you'll build the International upmarket solutions team as the business grows. Show a 40-site group their own menu, their own workflows and the systems they already run, in their market's version of the product. Tailor it to each person in the buying group, from the head of ops to the IT lead to finance. Run labs that end in a decision. Agree success criteria with the customer before the lab starts. Build and maintain the lab environment, track every issue, drive escalations and root cause analysis, and close the lab with a clear yes or no. No lab ends without an agreed next step. Own the technical outcome through go-live. The deal isn't won until the customer is live and it matches what we sold. Stay involved through procurement and handoff. Design how Toast fits into a multi-location group's existing stack: ERP, payroll and HR (e.g. Workday) Inventory, loyalty, gift card processors and kiosks Network and hardware Multi-entity and franchise structures, and data migration Lead security, IT and compliance reviews. Own vendor security questionnaires, PCI scoping conversations and the technical sections of RFPs. Speak product's language. Write BRDs that product and engineering can act on: the problem, the customer's own words, workarounds tried,



what's at stake across the segment (not just one account), and options with tradeoffs. Turn one customer's ask into a case for the platform. Walk executive and IT audiences through what exists, what's coming and what isn't, without overpromising. Translate technical fit into the outcomes the economic buyer cares about, such as labor, speed of service and revenue. When a buyer is weighing a feature gap, help them see it against the full value of the platform, and make sure their IT team feels heard along the way. Become the trusted counterpart to the customer's IT lead, head of operations and systems owners, relationships that hold up on their own merit. Give onboarding and implementation a clear record of what was promised, what was configured and why, so delivery matches the sale. Set the engagement model for when and how AEs bring you in, qualify technical fit early and disqualify fast, and build reusable assets: demo environments for each market, reference architectures, an RFP library and BRD standards. Work closely with the International SMB Solutions team on clear lanes, shared tools and cross-coverage. Help define, hire and develop the International upmarket solutions team as the business scales. Feed product gaps, lost-deal reasons and market differences back to product and sales leadership, so the next deal is easier than the last. Demo data, lab configurations and resets are your job,



done fast and adapted for each market. ~7+ years in solutions architecture, solutions engineering or technical consulting, with at least 4 supporting mid-market or enterprise deals with 6 to 12+ month cycles and buying committees. ~ Experience in hospitality, retail or payments technology serving multi-location operators. ~ REST APIs, webhooks, authentication and data flows. Coding isn't required, but you can test your own assumptions. ~ Writing that product teams act on. Executive presence with C-suite and IT leaders, including delivering "no" and keeping the relationship. ~ International experience across more than one market or regulatory regime. Willing to travel across the UK & Ireland, Canada and Australia (30%+). ~ Hands-on experience with enterprise POS or hospitality platforms in these markets AEs know exactly when and how to bring you in, and technical fit is settled early in the cycle, not in week ten. AI at Toast 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; We strive to provide competitive compensation and benefits programs that help to attract, retain, and motivate the best and brightest people in our industry. In addition to base salary, our total rewards components include cash compensation (overtime, bonus/commissions if eligible), equity, and perks. 110,000—$176,000 CAD How Toast Uses AI In Its Hiring Pro

📌 Solutions Engineering Lead, International Upmarket Customers (Canada)
🏢 Toast
📍 Canada