Sr. Manager, Sales Compensation Strategy

Toast is driven by building the all-in-one restaurant platform that helps restaurants operate their business, increase sales, engage guests, and keep employees happy. We are seeking a Senior Manager to play a critical role in shaping and managing our global Sales Compensation Strategy and Analytics function. This role will partner closely with Sales Leadership, Finance, Sales Operations, and HR to design, analyze, and optimize sales compensation programs that drive the right behaviors and align with company goals. This is a high-impact role that will partner across teams with the opportunity to drive long-term shareholder value.

About this roll* (Responsibilities)

Sales Compensation Strategy & Program Management

• Lead the Annual Sales Incentive Compensation Design process, including plan design, comp metric selection, plan roll-out, and enablement.
• Program manage the annual compensation planning cycle, ensuring alignment between business priorities and incentive structures.
• Partner with Sales, Finance, and HR leadership to develop compensation plans that drive performance, motivate reps, and ensure pay-for-performance alignment.
• Strategies around compensation structures, accelerators, multipliers, SPIFFs, and short-term incentive programs.
• Maintain and evolve the Sales Compensation Philosophy, ensuring scalability as the company grows.
  
  

Sales Compensation Analytics & Insights

• Deliver monthly and quarterly sales attainment and performance reporting for Sales and Finance leadership.
• Provide data-driven insights on compensation effectiveness, quota attainment trends, and incentive plan KPIs.
• Own commissions expense forecasting and compensation cost modeling.
• Serve as the point of contact for industry benchmarking, ensuring our compensation plans remain competitive.
• Partner with Sales Ops to measure the effectiveness of short-term incentives (e.g., SPIFFs, test pilots, and new incentive structures).
  
  

Do you have the right ingredients*? (Requirements)

• 10+ Years of experience in Sales Compensation Strategy, Sales Compensation Consulting, or a related field.
• Strong strategic thinking and ability to partner with cross-functional teams.
• Excellent data visualization and presentation skills, with the ability to translate complex data into clear business insights.
• Strong executive presence and influencing skills, with experience engaging senior leadership on compensation plan design and quota recommendations.
  
  

Why Join Us?

• Opportunity to lead and shape a critical function within a fast-growing organization.
• High visibility and impact, working closely with senior leadership on strategic initiatives.

Our Spread* of Total Rewards
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 https://careers.toasttab.com/toast-benefits.

Diversity, Equity, and Inclusion is Baked into our Recipe for Success

At Toast, our employees are our secret ingredient—when they thrive, we thrive. The restaurant industry is one of the most diverse, and we embrace that diversity with authenticity, inclusivity, respect, and humility. By embedding these principles into our culture and design, we create equitable opportunities for all and raise the bar in delivering exceptional experiences.

We Thrive Together

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 restaurant community. To learn more about how we work globally and regionally, check out: https://careers.toasttab.com/locations-toast.

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 [email protected].