Why This Job is Featured on The SaaS Jobs
This Hybrid Development Representative role sits at a common proving ground in SaaS go to market: the top of funnel position where pipeline quality is created before deals ever reach closing. In a product-led, subscription environment like Toast’s, early conversations shape how value is framed, how objections are surfaced, and how segments are qualified. The bilingual Mandarin focus also signals a deliberate approach to reaching specific customer communities, a recurring theme in SaaS expansion strategies.
For someone building a SaaS sales career, the role offers concentrated exposure to the operating cadence that underpins predictable revenue: activity discipline, qualification rigor, and tight coordination with Account Executives. It is also one of the clearest ways to learn how messaging, targeting, and discovery translate into downstream outcomes, which is transferable across SaaS companies regardless of vertical. The presence of a defined internal progression path suggests structured development that aligns with how many SaaS sales orgs build future closers.
This position tends to suit early career professionals who prefer measurable goals, frequent customer interaction, and iterative improvement through feedback. It is a strong match for candidates who want to develop commercial fluency in SaaS while using language skills as a practical advantage in prospecting and discovery.
The section above is editorial commentary from The SaaS Jobs, provided to help SaaS professionals understand the role in a broader industry context.
Job Description
Recruiter: Madison Phillips
Hiring Manager: Hunter Lombardi
Job Level: S1
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):
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Bilingual Fluency: Must be fluent in Mandarin and English - able to read, write, and speak.
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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.
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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.
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Growth Mindset: Actively seeks and immediately applies feedback, while proactively self-assessing performance to identify and vocalize specific areas for growth and development.
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High Self-Accountability: Driven by measurable results and takes full ownership of daily performance metrics and pipeline contribution.
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High Customer Empathy and Resilience: Demonstrated ability to handle rejection and objections with professionalism while driving positive outcomes for prospective customers.
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Aptitude for Critical Thinking: Naturally curious, resourceful, and thrives on quickly processing new information to solve complex problems and qualify prospective customers.
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Exceptional Communication Skills: Clear, professional, and persuasive communicator across high-volume calls and written outreach (email/social).
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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.
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
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.
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