Recruiter: Madison Phillips Hiring Manager: Hunter Lombardi Job Level: S1 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. 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, Toast Sales Academy, and become future full-cycle Account Executives. The Journey of a High Performer: HDR → All Bound Sales Development role → Account Executive (AE) The Timeline of a High Performer: 12-18 months, training to become an Account Executive What you'll do (Responsibilities): As a Bilingual 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. - Complete at least 100 high-quality outreach activities daily (warm/cold calls, emails, and social touch points). - 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. - Schedule meetings for qualified prospects, ensuring a seamless handoff to the appropriate Account Executive. - 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. What you'll need to thrive (Requirements): - Bilingual Fluency: Must be fluent in Mandarin and English - able to read, write, and speak. - Career Ambition: Must be driven by a long-term goal of becoming a full-cycle Account Executive (AE) and working in a commissioned closing role. - Proven Drive and Refusal to Fail: Possesses the self-discipline and sustained effort necessary to achieve ambitious daily activity goals and recover quickly from rejection. - Growth Mindset: Actively seeks and immediately applies feedback, while proactively self-assessing performance to identify and vocalize specific areas for growth and development. - High Self-Accountability: Driven by measurable results and takes full ownership of daily performance metrics and pipeline contribution. - High Customer Empathy and Resilience: Demonstrated ability to handle rejection and objections with professionalism while driving positive outcomes for prospective customers. - Aptitude for Critical Thinking: Naturally curious, resourceful, and thrives on quickly processing new information to solve complex problems and qualify prospective customers. - Exceptional Communication Skills: Clear, professional, and persuasive communicator across high-volume calls and written outreach (email/social). - Strong Organizational Skills: Meticulous attention to detail and ability to manage time effectively to balance 100+ daily outreach activities. What will help you stand out (Nonessential Skills/Nice to Haves): - Previous Sales or Sales Internship experience - Experience participating in Collegiate Sales Competitions - Direct experience working in the hospitality or retail industries Note: Toast will not sponsor applicants for work visas for this role. 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 $75,000—$120,000 USD Zone B $65,000—$104,000 USD Zone C $59,000—$94,000 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. To learn more: https://careers.toasttab.com/ai-in-hiring Diversity, Equity, and Inclusion is Baked into our Recipe for Success At Toast, our employees are our secret ingredient—when they thrive, we thrive. The restaurant industry is one of the most diverse, and we embrace that diversity with authenticity, inclusivity, respect, and humility. By embedding these principles into our culture and design, we create equitable opportunities for all and raise the bar in delivering exceptional experiences. We Thrive Together 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 restaurant community. To learn more about how we work globally and regionally, check out: https://careers.toasttab.com/locations-toast. 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. ------ 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.

• Execute outbound prospecting initiatives to generate qualified meetings and pipeline in your assigned territory. • Conduct high-level discovery conversations with target accounts to understand business needs, qualify opportunities, and create Sales Accepted Opportunities (SAOs). • Meet or exceed monthly and quarterly BDR-sourced Sales Accepted Opportunity (SAO) targets by consistently converting qualified prospects into opportunities. • Research and prioritize target accounts using business and industry knowledge to identify key players, uncover compelling events, and develop tailored outreach strategies. • Execute a multi-touch outreach cadence (call, email, social, etc.) to all prospects in your assigned territory using Outreach.io to maximize engagement and conversion rates. • Manage, track, and accurately report all prospecting activities and pipeline in Salesforce to provide clear visibility into performance and forecast. • Collaborate with Field, Corporate, and Digital Marketing, Sales, and Customer Success teams to build targeted account lists, campaigns, and call strategies, and attend regional marketing events to engage participants, generate leads, and drive qualified Sales Accepted Opportunities (SAOs). • Document and continuously improve Business Development Representative processes in the GitLab handbook, in partnership with your Business Development Manager, and mentor new BDR hires to help them ramp quickly and navigate key accounts.

Role Description DQE is looking for a Business Development Representative dedicated to the Spanish market. This is a unique opportunity to be the first BDR on this territory — shaping the approach, building the pipeline, and growing with the business. Key Responsibilities - Prospecting & Lead Qualification - Quickly and efficiently qualify inbound leads from marketing and partners. - Generate new business opportunities through multi-channel prospecting: email, phone, social selling, automated sequences, and events - with a strong focus on the Spanish market. - Master cold calling and engage meaningful conversations with senior decision-makers (CRM, Data, Digital, IT) at Spanish enterprises. - Build, manage, and continuously enrich a high-quality pipeline of Iberian accounts. - Personalize messaging, sequences, and call scripts based on persona, industry, local business culture, and prospect maturity. - Meet and exceed monthly and quarterly targets (activity & SQLs). - Internal Collaboration & Sales/Marketing Alignment - Work closely with Account Executives to ensure smooth handover of qualified leads and maximize conversion. - Provide continuous feedback to Marketing on lead quality, campaign performance, and content effectiveness - with specific insights from the Spanish market. - Contribute to improving outbound sequences, email templates, call scripts, ICP definition, targeting, and messaging adapted to the Iberian context. - Stay up to date with market trends, competitive dynamics, and digital transformation initiatives in Spain. - Tools & Sales Process Excellence - Use Salesforce CRM rigorously to log, track, and report all interactions. - Leverage sales automation and prospecting tools (e.g., Lemlist, LinkedIn Sales Navigator, HubSpot, Cognism). - Monitor key KPIs: activity volume, response rates, conversion rates, and pipeline generated. - Continuously improve BDR processes and contribute to overall sales operational excellence. - Compliance & Data Security - Ensure strict adherence to confidentiality, GDPR. - Follow best practices in handling prospect and customer data. - Apply all security guidelines related to tools and sensitive commercial information. Qualifications - 1–2 years of proven experience as a BDR/SDR in a B2B SaaS environment. - Demonstrated success in cold calling and structured outbound campaigns. - Ideally experienced with complex / mid-market / enterprise sales cycles. - Proven track record as a consistent top performer. - Comfortable working in a fast-paced, high-performance environment. - Native or fluent Spanish speaker - English proficiency is a strong plus. - Knowledge of the Spanish business landscape and enterprise sales culture is highly valued; an existing network in Spain or Portugal is a bonus. Benefits - A ground-floor opportunity to build and own a new territory with full company backing. - A high-growth environment with a clear path to Account Executive. - Innovative, data-driven products with strong and growing demand across Spanish enterprises. - An international mindset with the agility of a scale-up. - A collaborative and entrepreneurial culture where your impact is visible from day one.

• Identify, engage, and close new logo opportunities across targeted industries using Microsoft Data and AI solutions. • Lead consultative sales cycles focused on business transformation enabled by Microsoft technologies, including Azure Data, AI, and analytics platforms. • Build and maintain strong relationships with Microsoft account teams, Partner Development Managers, and solution specialists to Co-Sell and drive joint success. • Work with Account Directors to identify and deliver cross-sell and upsell opportunities within existing customers to expand Microsoft solution adoption. • Work with marketing, pre-sales, and delivery teams to design and execute targeted go-to-market strategies, campaigns, and solution offerings. • Deliver compelling solution presentations and demonstrations to business and technical audiences. • Own the sales cycle from prospecting to closure, including qualification, solution shaping, commercial negotiation, and handover to delivery.