GTM Strategy and Operations Analyst

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.  Our GTM Strategy & Operations team drives accelerated growth by analyzing market dynamics, shaping strategic initiatives, and optimizing sales methodologies. This strategic execution directly impacts Toast's trajectory in a rapidly evolving industry. 

As a GTM Strategy & Operations Analyst, you'll work closely with leadership to identify and capitalize on high-potential growth opportunities within our diverse verticals. You'll drive strategic sales initiatives by leveraging in-depth market analysis and translating insights into actionable plans, ultimately influencing key business decisions and accelerating growth across Toast. 

This is a strategic role for a data-driven individual to shape the future of our Go-to-Market (GTM) approach. This role demands a blend of analytical rigor, strategic thinking, and the ability to translate data into impactful operational frameworks.

NOTE: This role operates under a hybrid work model for those near a Toast office, offering a blend of in-office collaboration and remote flexibility.

About this roll* (Responsibilities) 

• Analyze key market data and explore internal/external data sources to influence Total Addressable Market (TAM) within various sales verticals, identifying untapped opportunities and informing long-term market growth strategies. 
• Drive solutions for complex sales operations challenges by executing technical analytical tasks and structuring insights into tangible outcomes.
• Own TAM segmentation with a focus on Product Market Fit and Ideal Customer Profile analysis.
• Conduct rigorous data-driven analysis on complex, ambiguous topics to pinpoint growth opportunities and enhance sales methodologies across various regions.
• Collaborate with cross-functional leadership to spearhead the development and implementation of data-driven Go-to-Market (GTM) and sales strategies tailored to specific customer segments. 
• Optimize sales methodologies, opportunity qualification, pipeline management, and forecast accuracy to accelerate growth within these strategic   f initiatives.
• Present compelling findings and strategic recommendations to senior leadership, acting as an internal consultant to directly impact future investment and strategic decisions. 
• Engineer and deploy scalable operational frameworks and tools that accommodate distinct market needs, owning and tracking key business metrics through detailed monitoring, regular dashboards, and ad-hoc reports. 
• Partner directly with senior management to develop essential headcount and productivity plans aligned with organizational objectives.

Do you have the right ingredients*? (Requirements)

• 5+ years of experience in sales, strategy, consulting, finance, analytics, or operations within a dynamic, high-growth tech environment.
• A self-starter who thrives solving ambiguous problems and is eager to undertake brand-new, often ambiguous,  analyses that no one at Toast has tackled before. 
• Advanced analytical skills with the ability to derive meaningful insights from complex datasets. 
• Proficiency in BI visualization tools such as Sigma, Power BI, Tableau, or Looker. 
• Advanced Excel or Google Sheets skills, with a focus on data modeling and forecasting as a core function.
• Ability to explore data tables, join multiple datasets, and build sales performance analyses (e.g. pipeline, bookings, conversion rates) in SQL.
• Ability to influence and align diverse stakeholders through exceptional communication, partnering effectively with senior leaders to drive strategic operational outcomes.

Secret Sauce* (Nice to Haves)

• Preference for candidates in EST or CST time zones.
• Experience in a Go-to-Market organization or experience directly supporting a Sales organization.
• Advanced SQL skills: experience with window functions, cohort analysis, and advanced GTM analysis (e.g. per rep metrics, revenue retention). 

*We love a great bread/food pun

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.