• Execute a territory plan focused on net‑new logo acquisition and account growth across a defined set of SLED/Public Sector accounts • Build, manage, and progress a qualified sales pipeline, including opportunities you source directly and those supported through channel partners • Work within complex customer organizations, including state, local, and education entities, by identifying key stakeholders, building relationships, and engaging with senior decision‑makers • Support and lead customer engagements through discovery, evaluation, proposal development, and solution alignment, with guidance from Sales Engineers and leadership • Develop and deliver clear, value‑based proposals that connect Cohesity’s platform to customer security, resilience, compliance, and operational needs • Navigate public sector procurement cycles, including RFP/RFI responses, contract vehicles, and purchasing frameworks • Collaborate closely with channel partners and technology alliances (including NVIDIA, IBM, HPE, and AWS) to support deal execution and expand market reach • Maintain accurate opportunity tracking and forecasting, and contribute to consistent quarterly performance • Share customer insights and competitive feedback with the wider sales and product teams to support continuous improvement

• Build customer relationships by providing integrated technology, training, and technical service solutions. • Identify, develop, and manage sales opportunities with K-12 school districts and educational organizations. • Achieve assigned revenue and gross profit goals through prospecting and account management. • Work closely with Noble IQ subject matter experts and vendor partners to develop solutions. • Prospect for and create new sales opportunities within K-12 and higher education markets. • Manage a sales pipeline using Salesforce CRM. • Conduct customer discovery meetings to identify operational challenges. • Develop and present integrated solutions that include technology and training. • Collaborate with internal teams to develop proposals and presentations. • Attend educational conferences and networking events.

• Answer customer questions about products, prices, availability, product uses, and credit terms using various communication tools • Recommend products to customers, based on a customer’s mission type, needs, and interests • Quote prices, credit or contract terms, warranties, and delivery dates • Utilize ERP system for processing orders • Enter all quotes, customers, and opportunities into Salesforce and maintain a pipeline • Consult with clients after sales or contract signings to resolve problems and to provide ongoing support • Provide customers with product samples and catalogs • Develop a marketing strategy to access new contacts within the existing account base • Achieve sales and margin objectives set by your Director • Conduct continuing market research on specific channels of business and assist in developing territory strategy, vendor relations, and dealer of record • Respond to undriven-preferred vendor opportunities on the TLS SOE and FESE contracts • Communicate with the Regional Sales team to provide them with leads in their areas from bid boards or incoming inquiries • Monitor all bid boards for opportunities within the assigned market segment. Sites to include DIBBS, GSA Ebuy, Unison, and SAM.gov

This is a fully remote bilingual Mandarin sales opportunity based out of a personal home office. You must live within a PST time zone. 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 Account Executive, you will help grow Toast’s presence within Mandarin cuisine restaurants. Using a consultative sales approach, you will convert inbound demand, generate new opportunities through referrals, and build trusted relationships with restaurateurs. By delivering a high-quality, language-inclusive experience, you will identify each restaurant’s needs and recommend how Toast’s end-to-end platform helps their business run better. Your role will focus on driving new customer growth through calls, demos, and closing contracts in the customer’s preferred language. A day in the life (Responsibilities) - Following up on marketing qualified leads in the market you support - Conducting discovery calls & product demonstrations in your customer’s preferred language - Creating and reviewing quotes and contracts in your customer’s preferred language - Ensure our onboarding team and customer are set up for success post sale - Understand the competitive landscape in your market (strengths, weaknesses, benefits) to best position Toast. Your Mandarin skills will be used on the job to communicate with Mandarin-speaking customers and prospective customers, while your English language skills will be used primarily for communicating with other employees at Toast. As with most internal business at Toast, the job application and interview process for this role will be conducted primarily in English.Toast will not sponsor applicants for work visas for this role What you'll need to thrive (Requirements) Fluency in both oral and written English and Mandarin is required for this role - 1+ years of experience in a sourcing or closing sales role, restaurant operations, or a relatable field and industry - Strong communication, organizational and presentation skills with the ability to sell and negotiate at all decision-making levels - Proven track record of success in meeting and exceeding goals - Ability to work in a fast-paced, entrepreneurial and team environment - Self-motivated, creative, and flexible - General technical proficiency with software What will help you stand out (Nice to Haves/Nonessential Skills) - Experience using Salesforce to keep track of Sales activities - Sandler Sales Training 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 $148,000—$237,000 USD Zone B $128,000—$205,000 USD Zone C $115,000—$185,000 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 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 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.