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 the next generation of Account Executives. This is a structured path for professional sales careers, with the expectation that high performers will advance through the Toast Sales Academy and become future full-cycle Account Executives.

The journey is: HDR → All Bound Sales Development role → Account Executive (AE)

The timeline to become an Account Executive is 12-18 months.

Key Responsibilities

As a Hybrid Development Representative (HDR), you will:

• 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 leveraging the all-in-one digital platform.
• Schedule meetings for qualified prospects, ensuring a seamless handoff to the appropriate Account Executive.
• Learn and execute various inbound and outbound outreach methods to prepare for specialization into an All-Bound Sales Development Role, with the ultimate goal of developing into an Account Executive.

Requirements

• 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: Possesses 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, and vocalizes specific 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: Demonstrated ability to handle rejection and objections professionally while driving positive outcomes for prospective customers.
• Aptitude for Critical Thinking: Naturally curious, resourceful, and thrives on processing new information to solve complex problems and qualify prospective customers.
• 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