Product Lead, Toast Partner Ecosystem

Product Lead For Partner Ecosystem

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.

As the Product Lead for Partner Ecosystem, you will define and execute Toast's partner ecosystem strategy. This is a highly strategic, senior IC role responsible for crafting the platform vision, formalizing our governance and monetization models, and driving cross-functional execution across R&D, DevRel, BD, Legal, and GTM teams. You will shape how partners build on Toast, how we create mutually beneficial integrations, and how we unlock new value for customers in an AI-accelerating world.

This role is ideal for a product leader who thrives in complex platform ecosystems, has deep experience building developer programs or partner marketplaces, understands data governance and AI-driven competitive dynamics, and excels at balancing openness with control. You will work directly with senior executives to make foundational decisions about the future of Toast's ecosystem.

A Day In The Life (Responsibilities)

Own Toast's partner ecosystem product strategy, including governance guardrails for data access, write permissions, AI model protections, and monetization tiers.

Build and maintain the long-term product vision for developer experience, Toast's Partner Marketplace, APIs and API reporting / logging tools, sandbox environments, and developer tooling that enables self-service onboarding and scalable throughput.

Translate the partner ecosystem strategy into a multi-year roadmap aligned with Toast's broader product and business goals.

Prioritize investments that unlock partner throughputfrom test environments to developer tooling to credentialing systemswhile sequencing delivery to maximize revenue upside.

Partner closely with R&D leadership (Infra, DevRel, Data, AI) to scope, resource, and execute core platform capabilities.

Work with Business Development to define the overall commercialization and governance models, integration categories, partner tiers, and high-value segments

Collaborate with Legal and Privacy to operationalize new API terms of service, AI restrictions, and data protection frameworks.

Ensure GTM teams (Partner Marketing, Support, Customer Success) have clarity on partner programs, benefits, and economic models.

Define monetization frameworks across API access fees, per-location scale fees, revenue share, and premium partner tiersensuring that partner success increases ARPU and profitability. Partner with BD and Corporate Development to create new processes for driving clarity on which capabilities Toast should build, buy, or partner forincluding identifying when partners become M&A candidates through traction and ecosystem signal.

Represent the ecosystem vision internally with senior leadership and externally with partners, customers, and the broader industry.

What You'll Need To Thrive (Requirements)

10+ years of product management experience with deep expertise in platform ecosystems, developer programs, or marketplace products.

Proven success defining strategy and shipping products that involve APIs, partner integrations, or complex multi-stakeholder environments.

Experience designing governance frameworksespecially around data access, permissions, AI constraints, monetization, or contractual controls.

Demonstrated ability to lead cross-functional initiatives without direct authority, influencing executives and technical leaders to drive alignment.

Strong strategic and analytical skills, with experience building multi-year product visions and detailed economic models.

A customer-centric mindset with deep empathy for developers, partners, and operators who depend on integrations to run their businesses.

Experience with SaaS platforms in commerce, fintech, marketplaces, or AI-driven systems.

Familiarity with restaurant, retail, or hospitality technology landscapes. Background working with BD teams, legal teams, and AI / ML product surfaces.

Experience in high-scale environments, highly competitive platform environments

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.

The base salary range for this role is listed below. The starting salary will be determined based on skills and experience. In addition to base salary, our total rewards components include cash compensation (overtime, bonus / commissions, if eligible), benefits, and equity (if eligible).

Pay Range : $155,000$248,000 USD

Diversity, Equity, and Inclusion Is Baked Into Our Recipe For Success

At Toast, our employees are our secret ingredientwhen 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.

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.