• Establish an extensive pipeline of sales opportunities, manage the development of the pipeline and accurately forecast sales to senior management. • Develop new sales strategy and identify high value prospects. • Present large scale technical products and innovative solutions to prospects at C-level. • Directly identify and develop new sales partnerships programs with large merchants with strong presence across LATAM. • International mindset and ability to coordinate cross countries projects and intercepting new opportunities from partners and industry regulatory changes. • Strong pipeline management via SalesForce to ensure accurate forecast of performance and deliver consistent results among Tier1 prospects

Role Description Are you a results-driven sales hunter who thrives on building strong business relationships and closing deals? We're a fast-growing merchandising services company looking for a motivated experienced B2B Business Development professional to expand our base of clients, retailers, and brands across North America. - Hunt and Drive Growth: Prospect, cold call, and network to identify decision-makers and open new doors and close deals. - Own the Sales Cycle: Build and manage a strong pipeline, from lead generation to contract closure. - Win Business: Present tailored merchandising solutions, negotiate terms, and consistently exceed targets. - Represent Our Brand: Attend trade shows and industry events to generate leads and boost visibility. - Collaborate For Success: Partner with operations, account teams, and other internal teams to ensure effective onboarding and client satisfaction. Qualifications - Proven Sales Experience: 3–5+ years of proven B2B sales success, ideally in merchandising, retail services, or related industries. - A True "Hunter" Mentality: Tenacious, proactive, and resourceful in creating opportunities. - Excellent Communicator: The ability to articulate clearly, build trust quickly, and to influence. - Confident Negotiator: Secure favorable terms while fostering long-term relationships. - A Collaborator: A team player who thrives in a fast-moving, entrepreneurial environment. Requirements - This Role Requires Travel (10-15%): Occasional visits to conferences and trade fairs as well as potential and existing customers across North America. Benefits - Base salary of $80,000-$100,000 plus uncapped commission potential (total target income 180k plus). - Comprehensive benefits: health, dental, PTO, and more. - The opportunity to make a real and significant impact in a growing company where your contributions are highly valued and visible. - A supportive and collaborative culture with room to grow. - The ideal candidate resides in the Atlanta metro area or in the central or eastern US residing near a major airport.

• Lead generation of inbound and outbound sales efforts to develop a sales pipeline. Develop relationships, become a self-employed business expert, and ultimately bring in new members. • Drive calls with self-employed entrepreneurs across verticals where you’ll understand our prospects’ business needs, articulate Collective’s unique value proposition in relation to that customer, and ultimately book meetings that drive revenue. • Problem solve: provide feedback and recommendations that improve our products, services and position in the competitive marketplace. • Member experience – ensure all prospective Members are provided with the service of a <24-hour response time as well as creating strategies to surprise and delight throughout the outbound process. • Partner with the Marketing team on GTM strategies, vertical strategy, and provide insight from your daily conversations with prospective members. • Perform other essential duties as assigned.

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 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.