Manager, Retail Product Partnerships
Toast
full-time
Posted on:
Location Type: Remote
Location: United States
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Salary
💰 $115,000 - $184,000 per year
About the role
- Manage and grow a portfolio of high-performing Retail partners, serving as the primary relationship owner and strategic point of contact
- Drive measurable business impact by increasing partner-generated ARR, partner referrals, and mutual retention
- Work with Retail leadership to identify and recruit new Retail partners that fill ecosystem gaps, enhance product value, and support key needs across Sales, Customer Success, and Product
- Own the end-to-end partner lifecycle — from initial sourcing, evaluation, and contracting to onboarding, enablement, scaling, and renewal
- Develop and track key KPIs (e.g., partner revenue contribution, referral volume, partner adoption metrics), using data to prioritize investments and surface insights to leadership
- Lead regular business reviews with partners to align on goals, share performance insights, and identify expansion opportunities
- Collaborate cross-functionally with teams across Product, Sales, Marketing, and Legal to ensure partner alignment and integration success
- Negotiate partner contracts confidently, ensuring fair and scalable terms that drive long-term ecosystem value
- Contribute to Retail ecosystem strategy, helping define which partner types are critical to support Toast’s growth and Retail success
Requirements
- 8+ years of experience in partnerships, business development, or ecosystem management
- Demonstrated success managing Retail partner portfolios with measurable impact on ARR or referral growth
- Strong analytical skills and comfort working with data to assess performance, model growth potential, and inform strategy
- Confident contract negotiator, able to balance commercial and strategic considerations
- Excellent relationship management and communication skills, with the ability to engage stakeholders from executives to operational leads
- Experience collaborating across multiple internal teams (Sales, Product, CS, Legal, Marketing)
- Highly organized and self-driven — able to thrive in a fast-paced, evolving environment with minimal oversight
- Experience in the hospitality or Retail technology industry is strongly preferred
- Experience working with geographically dispersed teams and colleagues
- Technically fluent: Technical understanding of integrations (APIs, webhooks, etc), with the ability to translate technical concepts into business solutions
- Willingness to travel as needed (less than 20%)
Benefits
- Competitive compensation and benefits programs
- Health insurance
- Flexible work arrangements
- Paid time off
- Professional development opportunities
Applicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills & Tools
data analysiscontract negotiationKPI trackingpartner lifecycle managementbusiness developmentecosystem managementperformance assessmenttechnical integrationsAPI understandingwebhooks
Soft Skills
relationship managementcommunicationanalytical skillsorganizational skillsself-drivencollaborationstakeholder engagementstrategic thinkingnegotiationadaptability