Solutions Lead, International Upmarket

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 lead 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.
• Lead security, IT and compliance reviews. Own vendor security questionnaires, PCI scoping conversations and the technical sections of RFPs.
• Speak product's language. Write business requirement documentation 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.
• Sell outcomes, not features. Partner with sales to build the business case.
• Engineer workarounds, and know when to hold the line. Design and document solutions to complex gaps.
• Build real relationships outside the sales thread. Become the trusted counterpart to the customer's IT lead, head of operations and systems owners.
• Hand off cleanly. Give onboarding and implementation a clear record of what was promised, what was configured and why.
• Help build the function. Set the engagement model for when and how AEs bring you in, qualify technical fit early and disqualify fast.
• Partner across Solutions. Work closely with the International SMB Solutions team on clear lanes, shared tools and cross-coverage.
• Grow the team. Help define, hire and develop the International upmarket solutions team as the business scales.
• Own your own leverage. Continuously find the repetitive parts of the role and systematically get them off your plate.
• Close the loop on what's broken. Feed product gaps, lost-deal reasons and market differences back to product and sales leadership.

Requirements:

• An elite demo and lab track record.
• You build and maintain your own environments.
• 7+ years in solutions architecture, solutions engineering or technical consulting.
• Experience in hospitality, retail or payments technology serving multi-location operators.
• You've taken complex deals through lab or pilot to go-live.
• 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.

Special Skills:

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