Why Toast Salespeople Are Hungry to Tackle Each Day

Built In SF chatted with one sales leader about his role within the company and his favorite parts of the job.

Written by Mia Goulart
Published on Mar. 29, 2024
Why Toast Salespeople Are Hungry to Tackle Each Day
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California has the highest grocery prices in the United States.

Per a new report by HelpAdvisor, Golden State residents spend an average of $298 a week, or $1190 a month, on groceries alone. At this price point, many have found it costs just the same to eat out. 

While this news is equally disturbing and disappointing for those aspiring to perfect their coq au vin, it’s a positive revelation for restaurants and digital technology platforms like Toast — its revenue in 2023 grew 42 percent year over year to $3.9 billion.



Toast’s all-in-one point-of-sale platform integrates online ordering, delivery, e-gift cards, marketing tools and more to simplify systems and empower restaurants.


To meet this demand, numerous employees are needed to fill a variety of roles, each with unique responsibilities to ensure all runs smoothly. For Territory Account Executive Kenneth Marshall, this includes meeting with existing clients and prospecting new ones, while making sure to set aside time for professional development. 

Built In San Francisco recently reserved a seat at the table to learn more about his favorite parts of the job and what drives him to serve up sales. 


Kenneth Marshall
Territory Account Executive • Toast

Toast provides a single platform of SaaS products and financial technology solutions that give restaurants everything they need to run their business.


Describe your current role. What does a typical day look like for you?

As an outside account executive, my work varies daily. Interestingly enough, it often feels like my week begins on Friday since I spend Friday afternoons planning for the week ahead. Prospecting, managing opportunities through the sales cycle and customer check-ins take up the majority of my days week to week. I’m newer to the team, so I’m still building my book of business. I’m meeting with existing customers just as much as I’m meeting with prospects so that I can become the face of Toast in my territory. I also try to set aside at least two hours a week for personal development, reviewing product knowledge or taking online courses. Toast offers an array of on-demand professional development opportunities, so there’s never a shortage of ways to grow my skills.

There’s never a shortage of ways to grow my skills.”


What is your favorite part about your job? What about the most challenging aspect? 

I love what I do. First, I’m a huge foodie and love discovering new restaurants and hidden gems in the city. Combine that with a love for helping people and learning other people’s stories, and you have a role that feels created for me. The excitement of not knowing what each day will look like keeps things fresh and adventurous. 

The biggest challenge is developing and maintaining a healthy pipeline and balancing prospecting with getting customers live and completing the sales cycle. Most challenges come from being in the role for less than half a year, but the amount of tools the company provides, along with the wisdom and mentorship of my district manager and other account executives who have been thriving in this role for longer have helped tremendously. 

I’ve never been a part of a team quite like this one. The culture and support and the resources and reward potential are unmatched. We work hard, but I love what I get to do, and joining the team has been a blessing. This, paired with people who have taken the time to help me, makes this company stand out amongst other places I’ve been.


What opportunities for advancement are there in your position? 

Toast does an incredible job of providing resources, opportunities and clear directions on how to grow and advance in my career. During my time here, I’ve taken advantage of continuous training opportunities, breakout sessions on growing your career and the generous annual personal development stipend. My district manager and the regional vice president have also been intentional about asking about my goals and helping me create a game plan to achieve those milestones. I know the different path options for my career at the company, and I feel confident in which steps to take to pursue them.


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