Hybrid Development Representative

About the Role

Toast creates technology to help restaurants and local businesses succeed in a digital world. The Hybrid Development Representative (HDR) role is a foundational entry point into our sales organization, designed to develop future Account Executives. This is a structured path for your professional sales career, with the expectation that high performers will advance through the Toast Sales Academy to become 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 to become an Account Executive.

Key Responsibilities

As a Hybrid Development Representative (HDR), you will build and qualify opportunities that drive growth. You will execute high-volume outreach to prospective businesses to determine 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 understand prospect needs and determine benefits of our all-in-one digital platform.
• Schedule meetings for qualified prospects, ensuring a seamless handoff to the appropriate Account Executive.
• Learn and execute inbound and outbound outreach methods to prepare for specialization into an All-Bound Sales Development Role, with the goal of becoming an Account Executive.

Requirements & Tech Stack

• Career Ambition: 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: Self-discipline and sustained effort to achieve ambitious daily activity goals and recover quickly from rejection.
• Growth Mindset: Actively seeks and applies feedback, proactively self-assesses performance to identify and vocalize areas for growth.
• High Self-Accountability: Driven by measurable results and takes ownership of daily performance metrics and pipeline contribution.
• High Customer Empathy and Resilience: Ability to handle rejection and objections professionally while driving positive outcomes for prospects.
• Aptitude for Critical Thinking: Naturally curious, resourceful, and thrives on processing new information to solve complex problems and qualify prospects.
• 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.

Nice to Haves

• Previous Sales or Sales Internship experience
• Experience participating in Collegiate Sales Competitions
• Direct experience working in the hospitality or retail industries