Business Development Manager

Who you are

• Must be able to fluently speak, read, and write Mandarin Chinese and English, and will be expected to coach reps and communicate with prospects in Mandarin
• 2+ years of sales experience in a closing role, with a proven track record of quota attainment — this is non-negotiable; you’ll be coaching to outcomes you’ve personally owned
• Genuine coaching instinct — you get more out of a rep’s breakthrough than your own
• Metrics driven for optimum sales performance for the team, with strong forecasting and pipeline rigor
• Cultural humility and real curiosity about communities and selling contexts that aren’t your own
• Passionate with the ability to inspire and motivate those around them
• Entrepreneurial, self-motivated, creative, and flexible with the ability to perform well under pressure
• Leadership experience of any kind — team lead, mentor, or informal player-coach
• Experience leading a multilingual or multicultural team
• Additional language skills — Cantonese, Korean, Thai, or Vietnamese
• Prior BDR or SDR experience
• Experience working in a fast-paced, high growth environment
• Restaurant industry experience
• Proven track record of creating a winning culture that performs at a high level

What the job involves

• As a Strategic Cuisines Business Development Manager, you will hire, build, and coach a multilingual team of Business Development Representatives who are transforming the way restaurants operate. You will report into the Senior Manager, Strategic Cuisines
• This is a top-of-funnel leadership role — your team creates the qualified pipeline that Strategic Cuisines Account Executives close. Mandarin is the team’s primary market and the language we’re asking you to speak, but your reps also work in Korean and Thai, with Vietnamese and additional languages ahead
• You’ll work closely with your team on how to understand restaurants’ unique needs and position Toast’s platform accordingly, and you’ll partner with the Senior Manager on helping Toast size and scope the opportunity as we accelerate our go-to-market motion in these markets
• Directly manage [6-10] Business Development Representatives and own the productivity of these reps and their pipelines
• Coach reps to conduct efficient discovery and qualification, and to craft a solution that best meets the prospect’s needs — in Mandarin, directly, for the Mandarin-speaking segment of your team
• Build the systems, peer review structures, and outcome-based feedback loops that let you develop every rep on the team, including those selling in languages you don’t speak
• Run consistent operating rhythms — 1:1s, call reviews, and pipeline inspection — with disciplined forecast accuracy
• Partner with Strategic Cuisines Account Executives on clean handoffs and pipeline that converts
• Support the Senior Manager by gathering front-line feedback and helping determine where we should invest resources across these strategic cuisine markets
• Find opportunities to make the funnel for each market more efficient by having an entrepreneurial mindset
• Work with Enablement and Marketing to adapt messaging and sequences for each community the team serves
• Hire, onboard, and ramp new reps, including coverage for new languages as the team expands
• Develop your people toward their next role — Strategic Cuisines AE and beyond

Benefits

• Peer and company recognition programs
• Unlimited Vacation
• Sabbatical opportunity after five years
• Professional Development Reimbursement Program
• Commitment to Employee Wellness through resources such as a quarterly Wellness Stipend
• Various peer and company recognition programs
• 401(k) and matching
• Medical, Dental, & Vision Coverage
• Mental Health Benefits
• Subsidized backup childcare