Vice President, Pricing

We are a rapidly growing company that’s revolutionizing the way the restaurant industry does business by pairing technology with an extraordinary commitment to customer success. We help restaurants streamline operations, increase revenue, and deliver amazing guest experiences through our platform that combines restaurant point of sale, guest-facing technology, and award-winning customer support. Join us as we empower the restaurant community to delight guests, do what they love, and thrive.About this roll* (Responsibilities)

About this roll*(Responsibilities)

As the Vice President of Pricing at Toast, you'll be responsible for leading the development and execution of our pricing strategy across our entire product and service portfolio, encompassing both our SaaS solutions and our innovative fintech offerings. You'll work closely with cross-functional teams, including Product, Sales, Marketing, and Finance, to ensure our pricing is aligned with our business objectives and delivers value to our customers. This role reports to Toast’s Chief Marketing Officer.

• Lead the development and execution of Toast's global pricing strategy, considering the unique dynamics of both the SaaS and fintech markets. This includes establishing a framework for pricing software subscriptions, hardware, payment processing fees, and financial services.
• Conduct market research and competitive analysis to inform pricing decisions. Benchmark against other SaaS providers and fintech companies, with a focus on understanding different value propositions and revenue models.
• Collaborate with Product teams to understand product value and develop pricing models. This includes defining value metrics for both software features and financial products, and aligning pricing with those metrics.
• Partner with Sales and Marketing teams to optimize pricing for customer acquisition and retention. Develop pricing strategies that resonate with different customer segments in both the restaurant and broader business markets.
• Work with Finance to model the financial impact of pricing changes and ensure appropriate forecasting, discounts, and allowances to accurately report pricing calculations. This includes understanding the interplay between SaaS recurring revenue and fintech transaction-based revenue.
• Develop and implement pricing tools and processes to support scalable growth. This may include implementing pricing software, usage tracking tools, and dynamic pricing capabilities.
• Guide strategic pricing & contracting deal development based on customer segment offers and bids, ensuring alignment with brand strategy and profitability. This involves navigating complex deals that may include a mix of software, hardware, and financial services.
• Stay abreast of industry trends and best practices in pricing within both the SaaS and fintech sectors. This includes monitoring regulatory changes, emerging technologies, and competitive landscapes.

Do you have the rightingredients*? (Requirements)

• Experience with different pricing models (e.g., subscription, usage-based, transaction-based, tiered pricing)
• Understanding of financial regulations and compliance requirements related to payment processing
• Familiarity with key metrics in both SaaS (e.g., CLTV, churn) and fintech (e.g., transaction volume, average transaction value)
• Strong analytical and modeling skills to evaluate the financial impact of pricing decisions

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.

*Bread puns encouraged but not required

The base salary range for this role is listed below. The starting salary will be determined based on skills and experience. In addition to base salary, our total rewards components include cash compensation (overtime, bonus/commissions, if eligible), benefits, and equity (if eligible).

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].

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