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. Retail is Toast's biggest bet and we are growing rapidly. The opportunity is massive, and the category is ours to define. You'll have the backing of Toast's scale, brand, and resources but you'll be on the team architecting how we operate, scale, and win. The decisions you make in this role will shape how Toast competes in retail for years to come.

As a Senior Analyst, Retail Revenue Operations: GTM Analytics & Operations you will build the analytics, systems, and infrastructure helping Toast’s Retail sales organization scale. This role sits at the intersection of analytics, GTM strategy, sales operations, and data infrastructure, translating ambiguous needs into scalable tools, insights, and workflows improving decision-making.

You will own a portfolio of Retail GTM analytics and operational priorities: performance reporting, market intelligence, account prioritization, data quality, workflow automation, and decision-support tools. A critical focus is managing Retail’s territory motion, migrating planning and coverage workflows from spreadsheets into scalable systems across Salesforce, Snowflake, and Sigma.

This autonomous role reports to the Senior Manager, Analytics. You will identify high-impact opportunities, develop a point of view, align stakeholders, and drive initiatives from ambiguity through implementation. While territory analytics/operations are key, you will operate across the broader Retail analytics agenda, building foundations for how the business measures, plans, and executes growth.

A day in the life (Responsibilities)

Analytics, Reporting & Decision Support

Build and maintain reporting, dashboards, and analytics tools helping sales leaders and frontline teams understand performance, prioritize work, and identify growth opportunities.
Develop scalable analyses across sales execution, pipeline health, account prioritization, market coverage, territory performance, sales productivity, and growth planning.
Translate ambiguous business questions into structured approaches, insights, and recommendations for stakeholders.
Create decision support tools surfacing whitespace, high-priority accounts, coverage gaps, outreach penetration, funnel performance, and execution opportunities.
Conduct TAM, segment, and coverage analyses guiding leadership investments and scaling.

Territory Infrastructure, Design & Operations

Own Retail’s territory analytics and operating infrastructure: design, account coverage, reporting, and maintenance.
Migrate manual workflows into scalable systems across Salesforce, Snowflake, and Sigma.
Develop territory visualization and mapping tools giving sales teams visibility into market coverage, prospect density, whitespace, and prioritization opportunities.
Partner with sales leadership to evaluate territory models, coverage, capacity, equity, and expansion opportunities.
Develop coverage strategies for new Retail segments and geographies as the business expands.
Build SQL/Python automations improving data quality and reducing manual work across data flows, scoring models, monitoring, and reporting.
Manage territory data loads, mapping configurations, and system updates with central operations and tech teams.

Enrichment, Scoring & Data Infrastructure

Build and maintain scalable enrichment workflows cleaning, classifying, and enhancing prospect and account data using LLMs.
Develop territory and account prioritization models using sales performance, volume potential, market characteristics, business attributes, and field capacity.
Own third-party market data strategy: vendor evaluation, procurement support, relationship management, and data quality oversight.

Governance & Cross-Functional Leadership

Build automated tools monitoring Rules of Engagement (ROE) exceptions, partnering with central governance to improve compliance workflows and automate resolutions.
Represent Retail’s territory data and infrastructure needs with cross-functional GTM partners across adjacent Business Technology, Data Infrastructure, and Finance.
Manage a roadmap of territory infrastructure enhancements based on impact and scalability.
Serve as Retail SME on territory operations, market coverage, account prioritization, and territory analytics.

What you'll need to thrive (Requirements)

5+ years of experience in sales operations, revenue operations, GTM operations, analytics, data infrastructure, or a related function.
Demonstrated ownership of complex operational processes, territory programs, market intelligence, or analytics initiatives.
Advanced SQL skills and experience in modern cloud data warehouses (Snowflake, BigQuery, or Redshift).
Experience building dashboards, reports, analytics tools, or workflows supporting decision-making (Tableau, Sigma, Hex, or equivalent).
Salesforce or comparable CRM experience, including data management, reporting, or territory tools (Enterprise Territory Management) a strong plus.
Experience using AI or LLMs for data enrichment, classification, workflow automation, prospecting, or decision support tools.
Strong stakeholder management skills, influencing senior leaders and driving cross-functional alignment.
Ability to independently structure ambiguous problems, prioritize high-impact work, and drive initiatives through implementation.
Bachelor's degree in a quantitative field or equivalent experience.

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

Experience migrating territory or operational data from spreadsheet-based workflows into scalable data infrastructure.
Proficiency in Python for data automation, pipeline development, workflow tooling, or analytical applications.
Experience managing third-party data vendors.

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 base salary range for this role is listed below. The starting salary will be determined based on skills, experience, and geographic location. In addition to base salary, our total rewards components include cash compensation (overtime, bonus/commissions if eligible), equity, and benefits. You can learn more about how we align pay with local labor markets in our Geographic Pay Zone Philosophy.

Zone A

$142,000—$227,000 USD

Zone B

$123,000—$197,000 USD

Zone C

$111,000—$178,000 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.

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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.

Senior Analyst, Retail Revenue Operations: GTM Analytics & Operations

Job Description