Solutions Engineering Lead, International Upmarket Customers

Toast International is building its upmarket business across the UK & Ireland, Canada, and Australia, focused on restaurant groups with 16 to 500 locations. We're hiring a solutions leader to own the technical side of every International deal over 15 locations.

Responsibilities:

• Run demos that win the room. Build every demo from discovery. Show a 40-site group their own menu, their own workflows and the systems they already run, in their market's version of the product.
• Run labs that end in a decision. Agree success criteria with the customer before the lab starts. Build and maintain the lab environment, track every issue, drive escalations and root cause analysis, and close the lab with a clear yes or no.
• Own the technical outcome through go-live. The deal isn't won until the customer is live and it matches what we sold.
• Architect the solution. Design how Toast fits into a multi-location group's existing stack: ERP, payroll and HR, inventory, loyalty, gift card processors and kiosks, delivery and custom integrations, network and hardware, multi-entity and franchise structures, and data migration.
• Lead security, IT and compliance reviews. Own vendor security questionnaires, PCI scoping conversations and the technical sections of RFPs.
• Speak product's language. Write BRDs that product and engineering can act on.
• Present the roadmap with credibility. Walk executive and IT audiences through what exists, what's coming and what isn't, without overpromising.
• Sell outcomes, not features. Partner with sales to build the business case.
• Engineer workarounds, and know when to hold the line.
• Build real relationships outside the sales thread.
• Hand off cleanly.
• Build the function.
• Partner across Solutions.
• Grow the team.
• Own your own leverage.
• Close the loop on what's broken.

Requirements:

• An elite demo and lab track record.
• 7+ years in solutions architecture, solutions engineering or technical consulting, with at least 4 supporting mid-market or enterprise deals with 6 to 12+ month cycles and buying committees.
• Experience in hospitality, retail or payments technology serving multi-location operators.
• Integration fluency: REST APIs, webhooks, authentication and data flows.
• Security and compliance fluency: PCI DSS scope, and privacy regimes such as UK GDPR, PIPEDA and the Australian Privacy Act.
• Writing that product teams act on.
• Executive presence with C-suite and IT leaders.
• International experience across more than one market or regulatory regime.

Nice to Have:

• Hands-on experience with enterprise POS or hospitality platforms in these markets.
• ERP, HR or workforce management integration experience.

What Success Looks Like:

• Every 16+ location deal gets a tailored demo, and every lab has agreed success criteria and ends in a decision.
• Deals we win go live on the timeline we agreed.
• AEs know exactly when and how to bring you in, and technical fit is settled early in the cycle.
• Product changes a decision because of a BRD you wrote.
• A clear plan for the next upmarket solutions hire.