Senior Manager, International Partnerships at Toast

About the role Toast is seeking a Senior Manager for International Partnerships to spearhead our expansion efforts in Australia. This position is a unique chance to be part of the founding team in a new market, where you will play a crucial role in establishing Toast's partner ecosystem. You will operate in a agile, start-up-like setting, supported by the resources and expertise of an established company. As we expand our operations in Australia, your contributions will be vital in shaping the future of our regional strategy.

Key facts Location: Sydney, Australia Engagement: Full-time Team: International Partnerships

What you'll do

- Take the lead in identifying, negotiating, and managing a diverse portfolio of integration partners throughout Australia and the broader APAC region. You will serve as the main point of contact and strategic liaison for these relationships.
- Develop and implement a comprehensive integration coverage strategy tailored to the Australian market, addressing gaps in our ecosystem that could affect customer satisfaction and our success in closing deals.
- Create and execute a channel partner strategy specifically for Australia, which includes recruiting and managing resellers, referral partners, and consultants to enhance lead generation efforts.
- Establish the framework for the channel partner program, including criteria for recruitment, engagement models, incentive structures, and enablement strategies, drawing from global best practices while adapting to local market needs.
- Oversee the entire partner lifecycle for both integration and channel partners, from initial identification and evaluation to contracting, onboarding, and renewal processes.
- Collaborate closely with teams across Product, Sales, Customer Success, Legal, and Developer Relations to prioritize essential integrations and ensure a smooth onboarding experience for customers post-integration.
- Set and monitor key performance indicators for both integration and channel partners, analyzing data to inform strategic decisions and provide updates to leadership.
- Conduct regular business reviews with partners to align on objectives, share performance insights, and identify potential growth opportunities.
- Negotiate partnership contracts effectively, balancing commercial interests with strategic goals to maximize the long-term value of our ecosystem.
- Work in conjunction with global leadership in International Partnerships to ensure that regional initiatives align with the overall company strategy,



while exercising significant autonomy as the local market owner.

Do you have the right ingredients? (Requirements)

- A minimum of 5 to 7 years of experience in business development, partnerships, or related strategic roles.
- Background in a large technology organization in a business development or partnerships role, or experience in investment banking or management consulting.
- Proven track record in managing partner relationships and negotiating commercial agreements, preferably within a technology or platform environment.
- Experience in developing or scaling a channel partner program, as this role will be responsible for that strategy in Australia from the outset.
- Ability to navigate ambiguity and adapt to the fast-paced demands of an emerging market, creating processes and structures where they do not currently exist.
- Strong analytical capabilities, with a focus on using data to evaluate partner performance and shape strategic direction.
- Exceptional relationship management and communication skills, capable of engaging with stakeholders at all levels, from executives to operational leads, both internally and externally.
- Experience working collaboratively with various internal teams, including Sales, Product, Customer Success, Legal, and Developer Relations.
- Highly organized and self-motivated, thriving in a dynamic environment with minimal supervision.
- Experience working with teams that are geographically dispersed and international in nature.
- Must be based in Sydney, Australia.
- Willingness to travel as needed, estimated at less than 20%.

Secret Sauce? (Nice to Haves)

- Familiarity with the hospitality, restaurant, or retail technology sectors in the Australian or APAC markets.
- Existing network of integration or channel partners within Australia and APAC.
- Previous experience in a start-up or founding team role, particularly in establishing a new market or business line.
- Proficiency in tools such as Salesforce, Monday.com, Ironclad, or Snowflake for managing partner pipelines and agreements.
- Insight into the go-to-market dynamics in Australia and APAC, particularly how partnerships can facilitate customer adoption and success.

AI at Toast

At Toast,



we value a culture of continuous learning and growth. We believe that utilizing AI tools enhances our ability to serve our customers more efficiently and effectively. We provide access to these tools across all departments, empowering our team members to drive real value in their roles. Our ideal candidates are those who embrace change and innovation as part of their work ethos.

Our Total Rewards Philosophy

We aim to offer competitive compensation and benefits that attract and retain top talent in our industry. Our total rewards package includes not only competitive salaries but also support for a healthy lifestyle, with flexibility to meet the evolving needs of our team members. For more details about our benefits, please visit our careers page.

How Toast Uses AI in its Hiring Process

Our hiring process focuses on getting to know you as an individual. We utilize AI tools to assist our recruiters and interviewers with tasks such as note-taking and summarizing discussions, ensuring that they can concentrate fully on your conversation. All hiring decisions are made by our team members.

Our Approach to Hybrid Working

Toast embraces a hybrid work model that promotes in-person collaboration while respecting individual preferences. We strive to build a strong culture of connection as we work together to empower the hospitality community, regardless of where our team members are located. For more information on our global and regional working practices, please visit our careers page.

Diversity, Equity, and Inclusion is Baked into our Recipe for Success

At Toast, our employees are our most valuable asset. We recognize that the restaurant industry is inherently diverse, and we celebrate this diversity through authenticity, inclusivity, and respect. By embedding these principles into our culture, we create equitable opportunities for all and enhance the experiences we provide.

We Thrive Together

We believe in the power of collaboration and connection, regardless of location. Our hybrid work model supports this vision, allowing us to work together effectively while empowering the restaurant community.

For more information on our global and regional working practices, please visit our careers page.

Toast is dedicated to ensuring an accessible and inclusive hiring process. We are committed to providing reasonable accommodations for individuals with disabilities to facilitate their access to our application and interview processes. If you require assistance, please contact us at

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📌 Senior Manager, International Partnerships (City of Sydney)
🏢 Toast
📍 City of Sydney