Associate, Sales Compensation Strategy and Operations

Toast creates technology to help restaurants and local businesses succeed in a digital world helping business owners operate increase sales engage customers and keep employees happy.

Toast is looking for an Associate to support how we run and scale compensation for our sales organization.

Youll work closely with the Sales Compensation Strategy & Operations Manager and partner with the Commissions and Territory teams from day one. Youll own opportunity credit adjustments applying sales policy and rules of engagement to get crediting right and youll own quarterly MBO consolidation and reporting. Reps rely on getting paid accurately so precision and judgment matter here.

This role also has a builder side. Much of sales compensation work is still manual and reactive. Youll help redesign it into scalable proactive processes using AI tools and automation. As you grow youll take on more analytical work: attainment reporting quota analysis and the insights Sales leaders use to make compensation decisions.

About the GTM Strategy & Operations Team

Were a small collaborative team that sits at the intersection of data sales strategy and go-to-market systems. Our work shapes how Toasts sales org is structured how territories and quotas are set and how reps are paid. We move fast stay close to the business and take pride in building things that actually get used.

A day in the life (Responsibilities)

Sales Compensation Operations

• Manage a high volume of opportunity credit adjustments applying sales policy and rules of engagement (ROE) to get crediting right and escalate exceptions with a clear recommendation
• Process recurring data loads throughout the month
• Lead quarterly MBO (management by objectives) consolidation and reporting for sales managers from collecting inputs to delivering final results
• Be a trusted point of contact for sales leaders and reps on crediting questions explaining decisions clearly and consistently

Process Scalability & AI Enablement

• Design build and test AI-assisted workflows and automations such as data cleanup and recurring reports that cut manual effort on your projects
• Help shift sales compensation from reactive to proactive by building automated checks and alerts that surface issues early
• Write and maintain SOPs and sales comp policy documentation so processes are consistent auditable and not dependent on any one person
• Spot repetitive work across the team and propose better ways to do it

Planning & Analysis

• Support monthly attainment reporting and leadership-facing decks
• Help scale and elevate compensation reporting by standardizing recurring reports improving dashboards and automating manual refreshes
• Support plan design and quota analysis such as modeling scenarios and pulling data for Sales leadership recommendations
• Partner with the Territory team to support the rollout of territory-based quotas including data preparation validation and rep-level quota reporting

What youll need to thrive (Requirements)

• 02 years of experience in an analytical or operations role such as sales ops revenue ops finance payroll business operations or consulting
• Strong Excel/Google Sheets skills and comfort working with large datasets
• High attention to detail with ownership of accuracy when deadlines are tight
• Curiosity about AI tools and a habit of looking for a better way to do repetitive work
• Clear written and verbal communication
• A bias toward action and comfort with a fast-moving high-volume environment
• Experience with Salesforce (CRM) or similar systems or willing to learn quickly

What will help you stand out (Nonessential Skills/Nice to Haves):

• Experience with sales compensation software (e.g. Xactly CaptivateIQ Spiff Varicent)
• Hands-on experience using AI tools to build workflows automations or reusable prompts
• SQL fluency or experience with Snowflake Sigma or similar BI tools
• Familiarity with sales compensation concepts like quotas accelerators crediting rules and pay mix

Note: Toast will not sponsor applicants for work visas for this role.

AI at Toast

At Toast one of our company values is that were hungry to build and learn. We believe learning new AI tools empowers us to build for our customers faster more independently and with higher quality. We provide these tools across all disciplines from Engineering and Product to Sales and Support and are inspired by how our Toasters are already driving real value with them. The people who thrive here are those who embrace changes that let us build more for our customers; its a core part of our culture.

Our Total Rewards Philosophy
We strive to provide competitive compensation and benefits programs that help to attract retain and motivate the best and brightest people in our industry. Our total rewards package goes beyond great earnings potential and provides the means to a healthy lifestyle with the flexibility to meet Toasters changing needs. Learn more about our benefits at Toast Uses AI in its Hiring Process

Throughout the hiring process our goal is to get to know you. We use AI tools to support our recruiters and interviewers with tasks like note-taking summarization and documentation of interviews to ensure they can be fully focused on your conversation. All hiring decisions are made by people. We ask that you complete interviews and assessments on your own without real-time AI tools recording or transcription bots unless we tell you otherwise in advance. To learn more: Approach to Hybrid Working

We embrace a hybrid work model that fosters in-person collaboration while valuing individual needs. Our goal is to build a strong culture of connection as we work together to empower the hospitality community regardless of location. Please visit the Locations page on our career site to learn more about our in-office expectations by region: Are the Secret Ingredient in Our Recipe for Success

At Toast our employees are our secret ingredientwhen they thrive we thrive. The restaurant industry brings together people with a wide range of backgrounds experiences and perspectives and we value that same breadth at Toast. We strive to build a culture grounded in authenticity respect and humility where every Toaster has a real opportunity to grow contribute and do their best workraising the bar in delivering exceptional experiences for our customers and each other.

Apply today!

Toast is committed to creating an accessible and inclusive hiring process. As part of this commitment we strive to provide reasonable accommodations for persons with disabilities to enable them to access the hiring process. If you need an accommodation to access the job application or interview process please contact .

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