Sales Development Manager

As a Sales Development Manager at Toast, your primary responsibilities include hiring, coaching, and managing a high-performing team of Sales Development Representatives (SDRs). You'll drive day-to-day activities through live coaching, analytics, and performance metrics while aligning closely with Sales, Enablement, Marketing, and Operations to ensure strategic success. You'll also be integral in scouting top-tier talent to strengthen your team, ensuring sustained success in the competitive retail market.

To qualify for the Sales Development Manager position at Toast, you should have proven success in a closing sales role or a background in sales development/management, ideally in a fast-paced environment. Additionally, a strong understanding of prospecting strategies, pipeline generation, and a passion for mentoring early career sales professionals are essential. You’ll need excellent communication and organizational skills and the motivation to exceed sales goals.

Toast places a strong emphasis on diversity, equity, and inclusion within the workplace. We believe our employees are our secret ingredient and thrive in a culture that embraces diverse perspectives and backgrounds. By embedding inclusivity into our hiring processes and company culture, we create equitable opportunities and foster an environment where everyone can grow and succeed together.

At Toast, you can expect a team culture that values collaboration, excellence, and fun. As a Sales Development Manager, you will be part of a niche community that fosters strong relationships, encourages innovation, and prioritizes personal and professional growth. Our hybrid work model balances in-person collaboration with individual needs, creating a robust culture of connection.

Preparing for an interview for the Sales Development Manager position at Toast requires a clear understanding of sales strategies, team coaching, and performance metrics. You should also be ready to discuss your previous experience in sales management and your approach to developing early career professionals. Additionally, learning about Toast's culture and understanding the retail technology landscape can help you stand out as a candidate.

When answering this question, highlight your past leadership roles and experiences specifically related to sales development. Discuss achievements, team performance improvement, and how you fostered a culture of success and collaboration.

Share your coaching techniques and how you tailor your approach to individual team members. Discuss importance of providing constructive feedback, setting clear goals, and leveraging real-time analytics to support their development.

Focus on creating a positive environment that celebrates wins, encourages open communication, and promotes collaboration. Mention activities or initiatives you've implemented to keep team spirits high while working towards achieving sales goals.

Explain the key performance indicators (KPIs) you prioritize, such as lead conversion rates, meeting booking rates, and qualitative feedback from team members about their performance. Discuss how these metrics drive improvement and accountability.

Discuss your approach to identifying performance issues and how you engage with underperforming individuals. Emphasize the importance of providing support, setting development plans, and following up on progress to drive improvement.

Share a specific example of a sales strategy you developed and executed. Explain the reasoning behind it, the key steps taken, results achieved, and any lessons learned during the process.

Discuss your methods for staying informed about the retail technology landscape, such as following industry thought leaders, attending conferences, and participating in relevant courses or webinars.

Talk about your experience in collaborating with various departments and how you ensure that your team's activities support overall company objectives. Use examples to illustrate alignment in strategy, communication, and feedback loops.

Describe your perspective on the critical elements for success in sales development, which may include talent acquisition, effective training practices, persistent motivation, and a focus on continuous improvement.

Articulate your enthusiasm for Toast’s mission, culture, and the opportunity to impact the retail space, along with your personal alignment with the values of collaboration, diversity, and innovation.