# Solutions Lead, International Upmarket

**Company**: Toast
**Location**: Remote, USA
**Work arrangement**: remote
**Experience**: senior
**Job type**: full-time
**Salary**: $123,000-$197,000 USD
**Category**: Sales
**Industry**: Technology

**Apply**: https://job-boards.greenhouse.io/toast/jobs/8363046?utm_source=yubhub.co&utm_medium=jobs_feed&utm_campaign=apply
**Canonical**: https://yubhub.co/job/solutions-lead-international-upmarket-ba99b38d-b6a/

## Description

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.

- Writing that product teams act on.

- Executive presence with C-suite and IT leaders.

- International experience across more than one market or regulatory regime.

What success looks like in year one:

- 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.

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## Skills

### Required
- solutions architecture
- solutions engineering
- technical consulting
- REST APIs
- webhooks
- authentication
- data flows
- PCI DSS
- UK GDPR
- PIPEDA
- Australian Privacy Act

### Nice to have
- enterprise POS
- hospitality platforms
- ERP
- HR
- workforce management integration
- MEDDPICC

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Source: [Apply at job-boards.greenhouse.io](https://job-boards.greenhouse.io/toast/jobs/8363046?utm_source=yubhub.co&utm_medium=jobs_feed&utm_campaign=apply)