Senior Manager, Pricing Strategy

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 seeking a Senior Manager of Pricing Strategy to build, test, and scale pricing, packaging, discounting, and promotional systems across Toast’s portfolio for both new and existing customers. You will accomplish this by continually integrating AI-based tooling and applications into everything you do. This role sits within the Pricing team and owns a set of highly visible, high-leverage pricing systems that directly impact business performance.

This is a builder role that requires a growth mindset. You will design, pilot experiments , ship them into sales and product workflows, while owning adoption and outcomes. You will operate with autonomy, influence senior stakeholders, and translate data, experimentation, and learning velocity into clear commercial decisions. The ideal candidate brings a consultant’s rigor and an operator’s bias to action—someone who wants to build durable pricing engines, not just recommend initiatives.

A day in the life (Responsibilities)

• Build and own pricing systems end-to-end, from problem definition and strategy through experimentation, launch, adoption, and ongoing optimization
• Design and run growth experiments (tests, cohorts, pilots) to rapidly learn what drives win-rates, retention, and profitability—and scale what works
• Create clear, data-driven crawl / walk / run roadmaps that deliver near-term impact while building toward scalable, long-term pricing infrastructure
• Lead initiatives through their full lifecycle, from scrappy early pilots to operationalized, automated programs embedded in sales and product workflows
• Drive measurable commercial outcomes, including pricing realization, discount discipline, promotions effectiveness, competitive positioning, and long-term margin health
• Partner cross-functionally with Product Marketing, Sales, Finance, Customer Success, and Competitive Intelligence to ship solutions, not just align on plans
• Apply AI-first strategies to pricing decision support, automation, insights, and tooling—improving speed, consistency, and decision quality
• Build and improve systems, tools, and reporting that enable frontline teams to execute pricing confidently at scale
• Operate with agility and ownership—rolling up your sleeves, adapting quickly as priorities evolve, and holding yourself accountable for results

What you'll need to thrive (Requirements)

• 10+ years of experience with the following items below
• Cross Functional Project Management: Pricing is a highly cross-functional role. You’re experienced and comfortable driving projects that engage Toasters across pricing, product marketing, finance, sales, and systems operations. Collaboration is your default setting.
• Project management: You are an outstanding project manager and know how to roll up your sleeves to get things done. You aren’t discouraged if you hit a roadblock or dead end, and you work tirelessly to find another way.
• Strategic thinking: You have experience exercising strong business judgement and intuition. You can operate at different altitudes; you are comfortable diving deep into analysis in gSheets, HEX, etc. but you also know how to zoom out to the highest level, and tailor insights for the right audience (e.g., working team vs. Senior Team)
• AI-first application experience: Experience applying AI to significantly accelerate GTM initiatives (e.g., building AI workflows via Python, Zapier, or native AI agents that connect with tools like Salesforce CPQ)
• Analytical mindset: Experience with analytical platforms and tools (e.g., SQL, snowflake) and/or ability to extract key insights from data
• Strong Communicator: You have strong written and verbal communication skills. You can build succinct, clear, and persuasive data-backed recommendations for what Toast should do next with confidence.
• Comfort with Ambiguity: You thrive in undefined environments where there is no playbook. You are comfortable building as you go, leading from the front, and taking an iterative approach to break down blockers. You find creative solutions with limited resources, navigate complexity with ease, and adapt quickly to new challenges
• MBA preferred

Nice to Haves:

• Experience deploying machine learnings models directly into CRM environments (e.g., Salesforce, CPQ)
• Familiarity with workflow automation platforms (e.g., Make, Zapier, n8n) connected to AI APIs
• Experience with pricing and/or profitability / deal economics and/or customer retention
• Experience working with core B2B teams (Sales, Finance, Marketing, Biz Ops)
• Experience with SQL and analytical platforms (Snowflake, HEX)

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.