Director, Payments Partnerships

As the Director, Payments Partnerships at Toast, your primary responsibilities will include managing strategic partnerships with key payment partners, overseeing contract negotiations with enterprise customers, and leading business development efforts with wallets and payment networks in the US. You will also foster relationships, negotiate joint initiatives to improve products, and work cross-functionally with various internal teams to ensure that partnership strategies align with our goals.

The ideal candidate for the Director, Payments Partnerships position at Toast will have over 10 years of experience in business development and partner management, with a focus on fintech. Additionally, at least 4 years of experience in the payments industry is preferred. Candidates should have strong negotiation abilities, the capacity to manage complex problems, and a proven track record of working effectively in a tech-savvy environment that emphasizes customer-first values.

The Director, Payments Partnerships role is pivotal in supporting Toast's mission of empowering restaurants. By developing and managing essential partnerships in the payments landscape, you will help refine our product offerings, enhance customer experience, and drive innovative solutions that meet the evolving needs of our enterprise merchants. This role directly contributes to creating a seamless financial experience for clients using the Toast platform.

The salary range for the Director, Payments Partnerships position at Toast is between $165,000 and $264,000, depending on your skills and experience. Beyond salary, our total rewards package includes cash compensation components such as bonuses and commissions, equity options, and a comprehensive benefits program designed to support our employees’ well-being.

At Toast, our company culture is characterized by inclusivity and respect for diversity. As the Director, Payments Partnerships, you will be part of a team that values every employee's input and fosters an authentic environment. We believe in leading with humility and providing equitable opportunities for all, which enhances our ability to be leaders in the restaurant technology space.

When answering this question, reflect on specific instances where you've successfully managed partnerships, particularly those relevant to the fintech and payments sectors. Discuss your role in driving strategic initiatives, negotiating deals, and how you measured success in these partnerships. Providing quantifiable achievements can be very persuasive.

In your response, outline your strategic approach to negotiations, emphasizing preparation, understanding the partner's needs, and creating win-win situations. Discuss any specific tactics you've employed in past negotiations that helped you secure favorable terms while maintaining relationships.

When discussing metrics, highlight both quantitative and qualitative measures. Examples include revenue growth generated from the partnership, customer satisfaction scores, user engagement levels, and strategic alignment with business objectives. Showing a comprehensive understanding of how to evaluate partnership success strengthens your credibility.

This question invites you to showcase your problem-solving skills. Share a specific challenge, the actions you took to address it, and the outcome. Focus on how you communicated with stakeholders, adjusted strategies, and ultimately turned the challenge into a success.

Highlight your organizational skills and ability to assess urgency and impact. Discuss any tools or methods you use to keep track of partner needs and how you align priorities with company objectives, demonstrating your capacity for strategic thinking in managing multiple partnerships.

To answer this effectively, you should research Toast's offerings and articulate how their technology empowers restaurants. Discuss elements such as streamlined payments, enhanced customer experiences, and how Toast leverages technology to stay competitive in the fintech landscape.

Demonstrate your commitment to staying informed by mentioning specific resources, such as industry publications, podcasts, or networking events. Discuss how you apply this knowledge in your role, showing that you're proactive in adapting to industry changes.

In your answer, emphasize the importance of building trust and maintaining open lines of communication. Discuss specific strategies like regular check-ins, collaborative projects, and feedback mechanisms that can strengthen and sustain partnerships over time.

Choose a project that highlights your leadership and collaboration skills. Outline your role, the team's dynamics, how you facilitated communication between various functions, and the strategies you employed that led to project success.

Your answer should detail how you identify customer needs, collaborate with product teams, and leverage market insights to develop innovative payment solutions. Discuss any frameworks or processes you follow, emphasizing your focus on customer-first strategies.