Senior Manager, International Partnerships

Toast is the global leader in restaurant Point of Sale (POS) and local commerce technology solutions that help merchants operate their business, increase sales, engage guests, and keep employees happy. Our mission is to help restaurants, and other small business owners thrive in what are historically difficult, and challenging industries. With scaled businesses in the US, UK, and Canada, and we're now bringing our platform to Australia as part of a broader, global expansion strategy.

This is a rare opportunity to join as a member of the founding team in a new market and play a pivotal role in launching a new country. You'll help lay the groundwork for Toast's partner ecosystem in Australia from the ground up, working in a scrappy, start-up-like environment while backed by the resources, product, and scale of a larger, established company. Sydney will also serve as a launching point for future regional scaling, so this is your opportunity to scale up a market, while working hand in hand with local and global leadership to plan for the next phases of regional expansion.

We're seeking a highly motivated and commercially minded Senior Manager to build out Toast's integration and channel partner ecosystem across Australia and support our broader expansion into APAC. You'll be responsible for signing and managing the integration partners our Australian and APAC customers need most, while also building Toast's channel partner strategy in the region from the ground up.

About this roll* (Responsibilities)

• Own the sourcing, negotiation, and management of a portfolio of integration partners across Australia and APAC, serving as the primary relationship owner and strategic point of contact.

• Build Toast's integration coverage strategy in a new market from scratch, closing ecosystem gaps that impact deal-win rates and customer satisfaction.

• Design and stand up Toast's channel partner strategy for Australia from the ground up - including identifying, recruiting, and managing resellers, referral partners, and consultants to drive new lead generation.

• Define the channel partner program structure (recruitment criteria, engagement model, incentives, and enablement) in the absence of an existing playbook, adapting global learnings to the local market.

• Manage the end-to-end partner lifecycle for both integration and channel partners - from identification, evaluation, and contracting through onboarding, enablement, and renewal.

• Partner closely with Product, Sales, Customer Success, Legal, and Dev Rel to prioritise the right integrations and ensure a smooth post-integration onboarding experience for customers.

• Develop and track KPIs across both integration and channel partner performance (e.g., deal-loss mitigation, partner adoption, referral volume, partner-sourced pipeline), using data to inform prioritisation and report to leadership.

• Lead regular business reviews with partners to align on goals, share performance insights, and identify opportunities for expansion.

• Negotiate partner contracts confidently, balancing commercial and strategic considerations to drive long-term ecosystem value.

• Collaborate with global International Partnerships leadership to ensure regional priorities stay aligned with broader company strategy, while operating with significant autonomy as the on-the-ground owner in a new market.

Do you have the right ingredients*?(Requirements)

• 5-7 years of experience in business development, partnerships, or strategy-related roles.

• Experience at a large technology company in a BD or partnerships capacity, or a background in investment banking or management consulting.

• Demonstrated success managing partner relationships and negotiating commercial agreements,