Hybrid Development Representative

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 training and become full-cycle Account Executives.

The Journey of a High Performer: HDR → Specialized xDR (SDR/BDR/ADR) → 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 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 outreach methods to prepare for specialization into a Restaurant Sales Development Representative (SDR), Account Development Representative (ADR), or Business Development Representative (BDR) role.

What you’ll need to thrive (Requirements):

• 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

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.