Sales Development Representative

Toast

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 Hybrid Development Representative (HDR) role is the foundational entry point into our high-performing sales organization, designed specifically to develop the next generation of Account Executives. This is not a static job - it is a dedicated, supportive launchpad and structured path for your professional sales career. We invest in HDRs with the clear expectation that high performers will advance through our specialized sales program, Toast Sales Academy, and become future full-cycle Account Executives.   The Journey of a High Performer: HDR → All Bound Sales Development role → Account Executive (AE) The Timeline of a High Performer: 12-18 months, training to become an Account Executive    What you'll do (Responsibilities): As a Bilingual Hybrid Development Representative (HDR), you serve as the critical first step in our sales pipeline, responsible for building and qualifying the opportunities that drive our growth. You will execute high-volume outreach to a mix of prospective businesses with the strategic goal of determining mutual fit for our all-in-one digital platform, ensuring Account Executives receive high-quality engagements ready for closing. * Complete at least 100 high-quality outreach activities daily (warm/cold calls, emails, and social touch points). * Host qualification calls to develop an understanding of the prospect’s needs and determine how they can benefit from leveraging our all-in-one digital platform. * Schedule meetings for qualified prospects, ensuring a seamless handoff to the appropriate Account Executive. * Learn and execute on various inbound and outbound outreach methods to prepare for specialization into an All-Bound Sales Development Role with the ultimate goal of developing into an Account Executive.   What you'll need to thrive (Requirements): * Bilingual Fluency: Must be fluent in Mandarin and English - able to read, write, and speak. * Career Ambition: Must be driven by a long-term goal of becoming a full-cycle Account Executive (AE) and working in a commissioned closing role. * Proven Drive and Refusal to Fail: Possesses the self-discipline and sustained effort necessary to achieve ambitious daily activity goals and recover quickly from rejection. * Growth Mindset: Actively seeks and immediately applies feedback, while proactively self-assessing performance to identify and vocalize specific areas for growth and development. * High Self-Accountability: Driven by measurable results and takes full ownership of daily performance metrics and pipeline contribution. * High Customer Empathy and Resilience: Demonstrated ability to handle rejection and objections with professionalism while driving positive outcomes for prospective customers. * Aptitude for Critical Thinking: Naturally curious, resourceful, and thrives on quickly processing new information to solve complex problems and qualify prospective customers. * Exceptional Communication Skills: Clear, professional, and persuasive communicator across high-volume calls and written outreach (email/social). * Strong Organizational Skills: Meticulous attention to detail and ability to manage time effectively to balance 100+ daily outreach activities.   What will help you stand out (Nonessential Skills/Nice to Haves): * Previous Sales or Sales Internship experience * Experience participating in Collegiate Sales Competitions * Direct experience working in the hospitality or retail industries   Note: Toast will not sponsor applicants for work visas for this role.   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. The estimated Total Targeted Cash compensation range for this role is listed below. Total Targeted Cash for this role includes base salary, commission, and bonus (if eligible). This role qualifies for uncapped commissions. The starting salary will be determined based on skills, experience, and geographic location. In addition to cash compensation, our total rewards components include benefits and equity (if eligible). You can learn more about how we align pay with local labor markets in our Geographic Pay Zone Philosophy. Zone A $75,000—$120,000 USD Zone B $65,000—$104,000 USD Zone C $59,000—$94,000 USD How Toast Uses AI in its Hiring Process Throughout the hiring process, our goal is to get to know you. We use AI tools to support our recruiters and interviewers with tasks like note-taking, summarization, and documentation of interviews to ensure they can be fully focused on your conversation. All hiring decisions are made by people. To learn more: https://careers.toasttab.com/ai-in-hiring Our Approach to Hybrid Working We embrace a hybrid work model that fosters in-person collaboration while valuing individual needs. Our goal is to build a strong culture of connection as we work together to empower the hospitality community, regardless of location. Please visit the Locations page on our career site to learn more about our in-office expectations by region: https://careers.toasttab.com/locations-toast Diversity, Equity, and Inclusion is Baked into our Recipe for Success At Toast, our employees are our secret ingredient—when they thrive, we thrive. The restaurant industry is one of the most diverse, and we embrace that diversity with authenticity, inclusivity, respect, and humility. By embedding these principles into our culture and design, we create equitable opportunities for all and raise the bar in delivering exceptional experiences. We Thrive Together We embrace a hybrid work model that fosters in-person collaboration while valuing individual needs. Our goal is to build a strong culture of connection as we work together to empower the restaurant community. To learn more about how we work globally and regionally, check out: https://careers.toasttab.com/locations-toast. Apply today! Toast is committed to creating an accessible and inclusive hiring process. As part of this commitment, we strive to provide reasonable accommodations for persons with disabilities to enable them to access the hiring process. If you need an accommodation to access the job application or interview process, please contact candidateaccommodations@toasttab.com. ------ For roles in the United States, it is unlawful in Massachusetts to require or administer a lie detector test as a condition of employment or continued employment. An employer who violates this law shall be subject to criminal penalties and civil liability.

Toast

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 Hybrid Development Representative (HDR) role is the foundational entry point into our high-performing sales organization, designed specifically to develop the next generation of Account Executives. This is not a static job - it is a dedicated, supportive launchpad and structured path for your professional sales career. We invest in HDRs with the clear expectation that high performers will advance through our specialized sales program, Toast Sales Academy, and become future full-cycle Account Executives.   The Journey of a High Performer: HDR → All Bound Sales Development role → Account Executive (AE) The Timeline of a High Performer: 12-18 months, training to become an Account Executive    What you'll do (Responsibilities): As a Bilingual Hybrid Development Representative (HDR), you serve as the critical first step in our sales pipeline, responsible for building and qualifying the opportunities that drive our growth. You will execute high-volume outreach to a mix of prospective businesses with the strategic goal of determining mutual fit for our all-in-one digital platform, ensuring Account Executives receive high-quality engagements ready for closing. * Complete at least 100 high-quality outreach activities daily (warm/cold calls, emails, and social touch points). * Host qualification calls to develop an understanding of the prospect’s needs and determine how they can benefit from leveraging our all-in-one digital platform. * Schedule meetings for qualified prospects, ensuring a seamless handoff to the appropriate Account Executive. * Learn and execute on various inbound and outbound outreach methods to prepare for specialization into an All-Bound Sales Development Role with the ultimate goal of developing into an Account Executive.   What you'll need to thrive (Requirements): * Bilingual Fluency: Must be fluent in Thai and English - able to read, write, and speak. * Career Ambition: Must be driven by a long-term goal of becoming a full-cycle Account Executive (AE) and working in a commissioned closing role. * Proven Drive and Refusal to Fail: Possesses the self-discipline and sustained effort necessary to achieve ambitious daily activity goals and recover quickly from rejection. * Growth Mindset: Actively seeks and immediately applies feedback, while proactively self-assessing performance to identify and vocalize specific areas for growth and development. * High Self-Accountability: Driven by measurable results and takes full ownership of daily performance metrics and pipeline contribution. * High Customer Empathy and Resilience: Demonstrated ability to handle rejection and objections with professionalism while driving positive outcomes for prospective customers. * Aptitude for Critical Thinking: Naturally curious, resourceful, and thrives on quickly processing new information to solve complex problems and qualify prospective customers. * Exceptional Communication Skills: Clear, professional, and persuasive communicator across high-volume calls and written outreach (email/social). * Strong Organizational Skills: Meticulous attention to detail and ability to manage time effectively to balance 100+ daily outreach activities.   What will help you stand out (Nonessential Skills/Nice to Haves): * Previous Sales or Sales Internship experience * Experience participating in Collegiate Sales Competitions * Direct experience working in the hospitality or retail industries   Note: Toast will not sponsor applicants for work visas for this role.   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. The estimated Total Targeted Cash compensation range for this role is listed below. Total Targeted Cash for this role includes base salary, commission, and bonus (if eligible). This role qualifies for uncapped commissions. The starting salary will be determined based on skills, experience, and geographic location. In addition to cash compensation, our total rewards components include benefits and equity (if eligible). You can learn more about how we align pay with local labor markets in our Geographic Pay Zone Philosophy. Zone A $75,000—$120,000 USD Zone B $65,000—$104,000 USD Zone C $59,000—$94,000 USD How Toast Uses AI in its Hiring Process Throughout the hiring process, our goal is to get to know you. We use AI tools to support our recruiters and interviewers with tasks like note-taking, summarization, and documentation of interviews to ensure they can be fully focused on your conversation. All hiring decisions are made by people. To learn more: https://careers.toasttab.com/ai-in-hiring Our Approach to Hybrid Working We embrace a hybrid work model that fosters in-person collaboration while valuing individual needs. Our goal is to build a strong culture of connection as we work together to empower the hospitality community, regardless of location. Please visit the Locations page on our career site to learn more about our in-office expectations by region: https://careers.toasttab.com/locations-toast Diversity, Equity, and Inclusion is Baked into our Recipe for Success At Toast, our employees are our secret ingredient—when they thrive, we thrive. The restaurant industry is one of the most diverse, and we embrace that diversity with authenticity, inclusivity, respect, and humility. By embedding these principles into our culture and design, we create equitable opportunities for all and raise the bar in delivering exceptional experiences. We Thrive Together We embrace a hybrid work model that fosters in-person collaboration while valuing individual needs. Our goal is to build a strong culture of connection as we work together to empower the restaurant community. To learn more about how we work globally and regionally, check out: https://careers.toasttab.com/locations-toast. Apply today! Toast is committed to creating an accessible and inclusive hiring process. As part of this commitment, we strive to provide reasonable accommodations for persons with disabilities to enable them to access the hiring process. If you need an accommodation to access the job application or interview process, please contact candidateaccommodations@toasttab.com. ------ For roles in the United States, it is unlawful in Massachusetts to require or administer a lie detector test as a condition of employment or continued employment. An employer who violates this law shall be subject to criminal penalties and civil liability.

Twilio

Who we are  At Twilio, we’re shaping the future of communications, all from the comfort of our homes. We deliver innovative solutions to hundreds of thousands of businesses and empower millions of developers worldwide to craft personalized customer experiences. Our dedication to remote-first work, and strong culture of connection and global inclusion means that no matter your location, you’re part of a vibrant team with diverse experiences making a global impact each day. As we continue to revolutionize how the world interacts, we’re acquiring new skills and experiences that make work feel truly rewarding. Your career at Twilio is in your hands. We use Artificial Intelligence (AI) to help make our hiring process efficient. That said, every hiring decision is made by real Twilions! . See yourself at Twilio Join the team as Twilio’s next Digital Sales Representative 2 (Activate). About the job This position is needed to play a key role in further growing the business. As our new Digital Sales Representative, you will be responsible for net new customer acquisition, solution selling, and closing deals within our Self Service accounts. Responsibilities In this role, you’ll: * BE AN OWNER: Responsible for net new customer acquisition and driving new revenue for a specific territory while maintaining the highest levels of customer satisfaction * WEAR THE CUSTOMER’S SHOES: Work with customers across all verticals to understand their business and technical requirements. You will need to understand the capabilities of Twilio’s communications API platform so that, together, you can design a solution for their specific use case needs * EMPOWER OTHERS: Work diligently with cross-functional internal teams (Sales Development, Marketing, Product, Engineering, Support) to address customer requirements, advise on digital communication strategies, and help customers get started on the Twilio platform * DON'T SETTLE: Passionate about what you do, able to think outside of the box, and have world-class interpersonal and communication skills to make complex technical and financial details sound simple * RUTHLESSLY PRIORITIZE: Ability to balance competing priorities and manage multiple projects/deals at the same time * DRAW THE OWL: Passion and ability for thinking outside the box, building out new processes, and helping the team to build a playbook along the way Qualifications  Twilio values diverse experiences from all kinds of industries, and we encourage everyone who meets the required qualifications to apply. If your career is just starting or hasn't followed a traditional path, don't let that stop you from considering Twilio. We are always looking for people who will bring something new to the table! Required: * At least 1 year of sales development/business development experience at a technology company or 1+ years of closing experience in another industry * An understanding (or interest to understand) the cloud computing/communications business model and excitement for selling to a technical audience while utilizing a solution-oriented approach to selling * Strong written and verbal communication skills, with the ability to effortlessly make complex technical and financial details sound simple * Technical solutions selling experience and enjoys working with real customers-- listening to them and solving problems * High adaptability, with comfort trying new things and building within a rapid-paced environment Location This role will be remote, but is not eligible to be hired in CA, CT, IL, MA, MD, NJ, NY, OR, PA, RI, TX, VA, WA, or Washington DC. Travel We prioritize connection and opportunities to build relationships with our customers and each other. For this role, you may be required to travel occasionally to participate in project or team in-person meetings. What We Offer Working at Twilio offers many benefits, including competitive pay, generous time off, ample parental and wellness leave, healthcare, a retirement savings program, and much more. Offerings vary by location. Compensation *Please note this role is open to candidates outside of California, Colorado, Hawaii, Illinois, Maryland, Massachusetts, Minnesota, New Jersey, New York, Vermont, Washington D.C., and Washington State. The information below is provided for candidates hired in those locations only. The estimated pay ranges for this role are as follows: * Based in Colorado, Hawaii, Minnesota or Vermont : $30.09/hr - $37.61/hr. * Based in Washington D.C., Illinois, Maryland, Massachusetts or California (outside of the San Francisco Bay Area): $31.77/hr - $39.71/hr. * Based in New York, New Jersey, Washington State, or the San Francisco Bay area, California: $33.44/hr - $41.80/hr. * This role may be eligible to participate in Twilio’s equity plan. All roles are generally eligible for the following benefits: health care insurance, 401(k) retirement account, paid sick time, paid personal time off, paid parental leave. * This role is eligible to earn commissions.  The successful candidate’s starting salary will be determined based on permissible, non-discriminatory factors such as skills, experience, and geographic location.  Application deadline information  Applications for this role are intended to be accepted until June 29th, 2026, but may change based on business needs.  Twilio thinks big. Do you? We like to solve problems, take initiative, pitch in when needed, and are always up for trying new things. That's why we seek out colleagues who embody our values — something we call Twilio Magic. Additionally, we empower employees to build positive change in their communities by supporting their volunteering and donation efforts. So, if you're ready to unleash your full potential, do your best work, and be the best version of yourself, apply now! If this role isn't what you're looking for, please consider other open positions. Twilio is proud to be an equal opportunity employer. We do not discriminate based upon race, religion, color, national origin, sex (including pregnancy, childbirth, reproductive health decisions, or related medical conditions), sexual orientation, gender identity, gender expression, age, status as a protected veteran, status as an individual with a disability, genetic information, political views or activity, or other applicable legally protected characteristics. We also consider qualified applicants with criminal histories, consistent with applicable federal, state and local law. Qualified applicants with arrest or conviction records will be considered for employment in accordance with the Los Angeles County Fair Chance Ordinance for Employers and the California Fair Chance Act. Additionally, Twilio participates in the E-Verify program in certain locations, as required by law.