Associate, Sales Compensation Strategy and Operations

About the Role

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 is looking for an Associate to support how we run and scale compensation for our sales organization. You'll work closely with the Sales Compensation Strategy & Operations Manager and partner with the Commissions and Territory teams from day one. You'll own opportunity credit adjustments, applying sales policy and rules of engagement to get crediting right, and you'll own quarterly MBO consolidation and reporting. Reps rely on getting paid accurately, so precision and judgment matter here. This role also has a builder side. Much of sales compensation work is still manual and reactive. You'll help redesign it into scalable, proactive processes using AI tools and automation. As you grow, you'll take on more analytical work: attainment reporting, quota analysis, and the insights Sales leaders use to make compensation decisions. About the GTM Strategy & Operations Team We’re a small, collaborative team that sits at the intersection of data, sales strategy, and go-to-market systems. Our work shapes how Toast’s sales org is structured, how territories and quotas are set, and how reps are paid. We move fast, stay close to the business, and take pride in building things that actually get used. A day in the life (Responsibilities) Sales Compensation Operations Manage a high volume of opportunity credit adjustments, applying sales policy and rules of engagement (ROE) to get crediting right, and escalate exceptions with a clear recommendation Process recurring data loads throughout the month Lead quarterly MBO (management by objectives) consolidation and reporting for sales managers, from collecting inputs to delivering final results Be a trusted point of contact for sales leaders and reps on crediting questions, explaining decisions clearly and consistently Process Scalability & AI Enablement Design, build, and test AI-assisted workflows and automations, such as data cleanup and recurring reports, that cut manual effort on your projects Help shift sales compensation from reactive to proactive by building automated checks and alerts that surface issues early Write and maintain SOPs and sales comp policy documentation so processes are consistent, auditable, and not dependent on any one person Spot repetitive work across the team and propose better ways to do it Planning & Analysis Support monthly attainment reporting and leadership-facing decks Help scale and elevate compensation reporting by standardizing recurring reports, improving dashboards, and automating manual refreshes Support plan design and quota analysis, such as modeling scenarios and pulling data for Sales leadership recommendations Partner with the Territory team to support the rollout of territory-based quotas, including data preparation, validation, and rep-level quota reporting What you'll need to thrive (Requirements) 0–2 years of experience in an analytical or operations role, such as sales ops, revenue ops, finance, payroll, business operations, or consulting Strong Excel/Google Sheets skills and comfort working with large datasets High attention to detail, with ownership of accuracy when deadlines are tight Curiosity about AI tools and a habit of looking for a better way to do repetitive work Clear written and verbal communication A bias toward action and comfort with a fast-moving, high-volume environment Experience with Salesforce (CRM) or similar systems or willing to learn quickly What will help you stand out (Nonessential Skills/Nice to Haves): Experience with sales compensation software (e.g. Xactly, CaptivateIQ, Spiff, Varicent) Hands-on experience using AI tools to build workflows, automations, or reusable prompts SQL fluency or experience with Snowflake, Sigma, or similar BI tools Familiarity with sales compensation concepts like quotas, accelerators, crediting rules, and pay mix 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. We ask that you complete interviews and assessments on your own, without real-time AI tools, recording, or transcription bots, unless we tell you otherwise in advance. To learn more: https://careers.toasttab.com/ai-in-hiring Our Approach to Hybrid WorkingWe 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 People Are the Secret Ingredient in Our Recipe for Success At Toast, our employees are our secret ingredient—when they thrive, we thrive. The restaurant industry brings together people with a wide range of backgrounds, experiences, and perspectives, and we value that same breadth at Toast. We strive to build a culture grounded in authenticity, respect, and humility, where every Toaster has a real opportunity to grow, contribute, and do their best work—raising the bar in delivering exceptional experiences for our customers and each other. 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.