# Solutions Lead, International Upmarket at Toast > United States · Staff · Other · open. Source: https://alderhq.app/jobs/greenhouse%3Atoast%3A8349013 (read 2026-11-07). ## Facts (observed) - Company: [Toast](https://alderhq.app/companies/toast) - Location text: Boston, Massachusetts, USA; Toronto, Canada - Where it can be done from (inferred): United States (evidence: "Location: Boston, Massachusetts, USA; Toronto, Canada") - Posted: 2026-11-03 (4 days ago) - First seen by alder: 2026-11-03 · last verified: 2026-11-04 - Reposted: 0 times · edited: 0 times - Apply on the employer's site: https://careers.toasttab.com/jobs?gh_jid=8349013 ## Pay and sponsorship - Posted pay: $123k–$197k per year (from the listing's pay field) - Market band for similar posted roles (Boston, n 77): p25 $147k, median $160k, p75 $190k - H-1B filings at this company for similar roles, FY26: 1 ([US DOL OFLC LCA disclosure data](https://www.dol.gov/agencies/eta/foreign-labor/performance)) - Licensed UK sponsor: registered as "Toast (Mail Order) Limited" (checked 2026-11-03, [register](https://www.gov.uk/government/publications/register-of-licensed-sponsors-workers)) ## Description (the employer's text) 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. 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. Your demos and labs are where our deals are won or lost. ### A day in the life (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. Tailor it to each person in the buying group, from the head of ops to the IT lead to finance. Leave each of them with a reason to champion Toast. - 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. No lab ends without an agreed next step. - Own the technical outcome through go-live. The deal isn't won until the customer is live and it matches what we sold. Stay involved through procurement and handoff. - Architect the solution. Design how Toast fits into a multi-location group's existing stack: All of it within what's actually available, and what payments rules allow, in each market. - 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: the problem, the customer's own words, workarounds tried, what's at stake across the segment (not just one account), and options with tradeoffs. Turn one customer's ask into a case for the platform. - Present the roadmap with credibility. Walk executive and IT audiences through what exists, what's coming and what isn't, without overpromising. Keep their trust when the answer is "not yet." - Sell outcomes, not features. Partner with sales to build the business case. Translate technical fit into the outcomes the economic buyer cares about, such as labor, speed of service and revenue. When a buyer is weighing a feature gap, help them see it against the full value of the platform, and make sure their IT team feels heard along the way. - Engineer workarounds, and know when to hold the line. Design and document solutions to complex gaps, and judge when a workaround creates debt we'll pay for at go-live. - Build real relationships outside the sales thread. Become the trusted counterpart to the customer's IT lead, head of operations and systems owners, relationships that hold up on their own merit. - Hand off cleanly. Give onboarding and implementation a clear record of what was promised, what was configured and why, so delivery matches the sale. - Help build the function. Set the engagement model for when and how AEs bring you in, qualify technical fit early and disqualify fast, and build reusable assets: demo environments for each market, reference architectures, an RFP library and BRD standards. - 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 (RFP answers, security questionnaires, discovery notes, demo resets) 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, so the next deal is easier than the last. ### What you'll need to thrive (Requirements) - An elite demo and lab track record. You've run tailored demos for multi-stakeholder buying committees and taken complex labs or pilots to a signed decision. In the interview, you'll run a demo for us and walk us through a lab you ran end to end. --- Data: alder (https://alderhq.app). Cite https://alderhq.app/jobs/greenhouse%3Atoast%3A8349013 and the date you read it. Observed facts come from the employer's own listing; location reach, level, family and skills are inferences.