Program Manager - Sales Commercialization

Toast creates technology to help restaurants and local businesses succeed in a digital world, helping business owners operate, increase sales, engage customers, and keep employees happy.

The Program Manager - Sales Commercialization role is responsible for leading the strategy, development, and execution of Toast’s “pilot team.” This leader will own both the strategy of how Toast tests the sale of new products in the market but also how Toast drives new revenue growth with its testing strategy. This role operates in a highly ambiguous, fast-moving environment with minimal predefined structure, requiring both strategic ownership and hands-on execution. As the owner of innovation “cells,” this Program Manager is responsible for designing, running, and evolving product and go-to-market tests within Sales.

Working directly with a dedicated group of pilot Account Executives and a Sales Manager, this individual will lead a series of experiments on the company’s most promising new products. They will define what to test, determine the appropriate strategies and tactics, and ensure each pilot is executed with rigor and clear learning objectives.

Beyond owning individual tests, this role also helps shape how the broader team operates—establishing processes, driving alignment, and continuously refining the testing approach. Success in this role requires strong strategic instincts, the ability to translate ideas into actionable plans, and proven experience running complex, cross-functional programs. This person must be comfortable building and leading working groups, influencing without authority, and operating effectively in a space where direction is not always clearly defined.

A day in the life (Responsibilities) 

• Define pilot strategy, including mission, goals, success metrics, and alignment with company growth objectives
• Build and manage pilot roadmaps, timelines, milestones, and success criteria
• Identify key hypotheses, business questions, and performance thresholds for each initiative
• Lead cross-functional teams (Sales, Marketing, Product, Operations, Finance, Customer Success) and establish clear ownership and accountability
• Stand up pilot working groups, set meeting cadence, and ensure alignment across all stakeholders
• Partner with Sales to develop prospecting strategy, funnel tracking, and performance visibility
• Ensure pilots are properly resourced with tools, training, enablement materials, pricing, and operational workflows
• Monitor execution, track performance via dashboards, and ensure on-time delivery against goals
• Analyze results (conversion, adoption, retention, revenue impact) and translate insights into actionable recommendations
• Lead executive readouts and deliver clear, data-driven recommendations on scaling, iterating, or discontinuing pilots
• Build repeatable pilot playbooks, data strategies, and scalable processes
• Drive operational efficiency through tooling, AI, and optimized organizational structures

What you'll need to thrive (Requirements)

• 3+ years of experience in program management, revenue strategy, sales operations, or go-to-market roles in product marketing 
• Experience leading cross-functional initiatives in fast-paced, customer-facing environments
• Strong project management and organizational skills with the ability to manage multiple pilots simultaneously
• Experience communicating complex initiatives to executive stakeholders
• Strong analytical and problem-solving skills

What will help you stand out (Nonessential Skills/Nice to Haves)

• Experience in restaurant technology, hospitality, SaaS, or related industries
• Familiarity with restaurant operations, POS systems, online ordering, or delivery platforms
• Experience with sales performance metrics, dashboards, and revenue analytics
• Experience supporting go-to-market or sales innovation programs
• Program management certification (e.g., PMP, Agile)
• Bachelor’s degree in Business, Marketing, Operations, or a related field, or equivalent experience

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.