Toast builds technology that helps restaurants, hotels, and hospitality brands run more efficiently, grow revenue, and deliver great guest experiences. Enterprise, which consists of the world's largest hospitality brands across restaurants, hotels, entertainment, and institutional foodservice, is one of our biggest growth opportunities, and how we tell our product story to that audience is critical to our segment success. Product Marketing at Toast sits between Product, Sales, Brand, and Marketing, shaping how we bring products and platform innovation to market. We're hiring a Director to lead that work for Enterprise: go-to-market and go-to-customer strategy for our full product suite, including newer AI-driven capabilities, tailored to how large hospitality operators actually buy and evaluate technology.
You'll report to the Head of Enterprise Marketing, build out the team, and work closely with Enterprise Product, Sales, and Customer Success. You'll also spend real time with PMM peers across our other business verticals. Enterprise needs its own story and strategy while remaining cohesive with the broader business.
A day in the life (Responsibilities)
- Set positioning, personas and messaging for Enterprise segments: what makes Toast the right platform for large, multi-location and multi-brand operators, and why
- Work with Enterprise Product leadership to feed customer and market insight back into roadmap and long-term strategy
- Run point on product launches for the Enterprise segment, from early planning through go-to-market
- Weigh in on pricing and packaging with Pricing, Product, and Finance, grounded in what we're hearing from customers about willingness to pay and deal dynamics
- Plan campaigns with Demand Gen, Field Marketing, and Content that drive real Enterprise pipeline
- Build out the customer stories and proof points that carry weight in long, multi-stakeholder sales cycles
- Create the sales tools reps and pre-sales engineers need, including pitch decks, ROI/business cases, objection handling, and competitive battlecards, and run the training and enablement sessions that make sure those tools actually get used well in the field and stay close to performance in the field to understand what is landing
- Hire and grow the Enterprise PMM team as the business scales
- Coordinate with PMM leads on other verticals so Enterprise product strategy and positioning doesn't drift from the broader Toast strategy
- Represent Enterprise product strategy externally with customers, analysts, at industry events
- Keep a scorecard on what's working: pipeline influence, win rate, sales cycle length
What you'll need to thrive (Requirements)
- 8+ years in product marketing, most of it in enterprise or complex B2B settings
- Experience building and growing a team. You'll inherit a small one and be expected to scale it
- A track record of owning GTM/GTC strategy for a broad product line or platform, not just a single product
- Comfort working long, multi-stakeholder enterprise sales cycles alongside sales teams
- Experience shaping pricing or packaging decisions using customer and market input
- Experience running sales enablement and training, not just producing collateral
- Working knowledge of how enterprise software gets built and integrated (APIs, data, systems architecture) so you can speak credibly to technical buyers and partner effectively with engineering
- Genuinely AI-native. You default to asking "could AI do this better" before defaulting to how things have always been done, and you have a track record of using AI to displace slow or manual processes, not just layering it on top of existing workflows
- Strong writing and speaking skills. This role will be in front of executives and customers regularly
- Ability to turn research and customer insight into actual GTM strategy, not just decks
- A data-driven bias. You should be able to show how your work moved pipeline or revenue
Nice to have
- Experience in restaurant, hospitality, or vertical SaaS (POS, payments, back-office, labor management)
- Experience marketing AI-driven or platform products
- Familiarity with multi-brand or multi-location enterprise buyers, whether in hospitality, retail, or elsewhere
AI at Toast
At Toast, one of our company values is that we're 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; it’s 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 https://careers.toasttab.com/toast-benefits.
#LI-REMOTE
The base salary range for this role is listed below. The starting salary will be determined based on skills, experience, and geographic location. In addition to base salary, our total rewards components include cash compensation (overtime, bonus/commissions if eligible), equity, and benefits. You can learn more about how we align pay with local labor markets in our Geographic Pay Zone Philosophy.
How 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: https://careers.toasttab.com/ai-in-hiring
Our 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: https://careers.toasttab.com/locations-toast
People Are the Secret Ingredient in Our Recipe for Success
At Toast, our employees are our secret ingredient—when 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 work—raising 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 [email protected].
------
For roles in the United States, it is unlawful in Massachusetts to require or administer a lie detector test as a condition of employment or continued employment. An employer who violates this law shall be subject to criminal penalties and civil liability.
Toast San Francisco, California, USA Office
Our first west coast office, opened in 2022, is just a few blocks from the water and the Bay Bridge. Surrounded by restaurants, shopping, and tech companies alike, San Francisco is the place to be!
Similar Jobs at Toast
What you need to know about the San Francisco Tech Scene
Key Facts About San Francisco Tech
- Number of Tech Workers: 365,500; 13.9% of overall workforce (2024 CompTIA survey)
- Major Tech Employers: Google, Apple, Salesforce, Meta
- Key Industries: Artificial intelligence, cloud computing, fintech, consumer technology, software
- Funding Landscape: $50.5 billion in venture capital funding in 2024 (Pitchbook)
- Notable Investors: Sequoia Capital, Andreessen Horowitz, Bessemer Venture Partners, Greylock Partners, Khosla Ventures, Kleiner Perkins
- Research Centers and Universities: Stanford University; University of California, Berkeley; University of San Francisco; Santa Clara University; Ames Research Center; Center for AI Safety; California Institute for Regenerative Medicine
