Solutions Lead, International Upmarket
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Job Description
Solutions Lead owning demos, labs, integrations and technical outcomes for Toast’s international restaurant technology deals. Supporting upmarket customers across the UK, Ireland, Canada and Australia.
Responsibilities:
- Run tailored demos for multi-stakeholder buying committees
- Build and maintain demo and lab environments, including market-specific data, configurations and resets
- Define lab success criteria, track issues, drive escalations and root cause analysis, and close labs with clear decisions
- Own technical outcomes through procurement, handoff and go-live
- Architect Toast solutions within customers’ existing technology stacks and market payment rules
- Lead vendor security questionnaires, PCI scoping conversations and technical RFP sections
- Write business requirements documentation for product and engineering teams
- Present product roadmaps to executive and IT audiences
- Partner with sales to build business cases and sell business outcomes
- Design and document workarounds while managing technical debt
- Build relationships with customer IT, operations and systems stakeholders
- Provide onboarding and implementation teams with accurate handoff documentation
- Define the solutions engagement model and build reusable demos, reference architectures, RFP libraries and BRD standards
- Partner with the International SMB Solutions team
- Help define, hire and develop the International upmarket solutions team
- Automate repetitive work such as RFP responses, security questionnaires, discovery notes and demo resets
- Feed product gaps, lost-deal reasons and market differences to product and sales leadership
Requirements:
- 7+ years in solutions architecture, solutions engineering or technical consulting
- At least 4 years supporting mid-market or enterprise deals with 6 to 12+ month cycles and buying committees
- Experience in hospitality, retail or payments technology serving multi-location operators
- Experience taking complex deals through lab or pilot to go-live
- REST APIs, webhooks, authentication and data flows
- Ability to read API documentation and sketch architectures
- PCI DSS scope and privacy regimes such as UK GDPR, PIPEDA and the Australian Privacy Act
- Ability to own security reviews
- Ability to produce actionable requirements documents, solution designs or BRDs
- Executive presence with C-suite and IT leaders
- International experience across more than one market or regulatory regime
- Willingness to travel across the UK & Ireland, Canada and Australia (30%+)
- Comfort working in build mode and shaping territory definition, processes and tooling
- Nice to have: enterprise POS or hospitality platform experience in relevant markets
- Nice to have: ERP, HR or workforce management integration experience
- Nice to have: MEDDPICC
Benefits:
- Competitive compensation and benefits programs
- Healthy lifestyle support
- Flexibility to meet changing needs
- Hybrid work model supporting in-person collaboration and individual needs
- AI tools provided across disciplines to support work
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