Manager, UK Product Partnerships

About the role

You will own the strategic portfolio of integration partners that power the Toast ecosystem for UK and EMEA merchants. The role requires you to negotiate and manage high-value agreements that directly influence customer retention and expansion within the region. You will act as the primary relationship owner for key platform allies, ensuring alignment between their capabilities and the needs of our international customers. You will close critical ecosystem gaps that currently inhibit deal momentum and increase win rates across the UK and EMEA markets. This position demands a commercially astute individual who can balance strategic vision with the execution of partner agreements. You will collaborate daily with Product, Sales, and Customer Success to refine the integration roadmap based on real-world feedback. Ultimately, you will shape the direction of Toast's partner-led growth strategy in the region from initial contact through long-term lifecycle management.

Key facts

What you'll do

Identify and source prospective integration partners that address current gaps in the UK and EMEA Toast merchant ecosystem.

Negotiate commercial terms and partner agreements that balance revenue targets with long-term strategic ecosystem value.

Manage the full partner lifecycle, including evaluation, contracting, onboarding, and ongoing renewal management for key relationships.

Develop and maintain key performance indicators to track partner success, using analytics to drive prioritization and inform leadership decisions.

Collaborate with Product and Engineering teams to close integration gaps that are blocking enterprise customer commitments in the region.

Lead business reviews with existing partners to surface new opportunities and align on shared growth objectives.

Evaluate and manage a pipeline of channel partners, including resellers, referral partners, and consultants across UK and EMEA markets.

Work closely with Sales and Customer Success to ensure partners are equipped to support deal execution and post-sale implementation.

Represent Toast in external partner forums and industry events to strengthen the regional ecosystem presence.

Analyse market trends and competitor partnerships to identify strategic opportunities that enhance merchant value on the Toast platform.

Support the development of regional channel partner strategy in conjunction with global leadership and Dev Rel teams.

Ensure all partner activities comply with legal and contractual standards managed by the Legal team during onboarding and renewal.

Provide clear reporting and insights to executive stakeholders on partner performance and market opportunities.

Act as the central coordination point between internal teams and external partners to streamline workflows and reduce friction.

Requirements

You possess 5-7 years of experience in business development, partnerships, or strategy-focused roles within a professional setting.

You have a background working at a large technology company in business development or partnerships, or you bring experience from investment banking or management consulting.

You have a proven track record of managing complex partner relationships and negotiating commercial agreements in a technology or platform environment.

You have direct experience with, or exposure to, channel partner strategies including resellers, referral networks, and consulting practices.

You demonstrate strong analytical capabilities and are comfortable using data to evaluate partner performance and guide strategic priorities.

You exhibit excellent relationship management and communication skills, able to engage effectively with executives and operational leads both internally and externally.

You have a history of collaborating successfully across multiple internal teams, including Sales, Product, Customer Success, Legal, and Development Relations.

You are highly organised, self-driven, and capable of thriving in a fast-paced, evolving environment with minimal direct supervision.

You have experience working with geographically dispersed and international teams across different time zones and cultural contexts.

You are based in London, UK, which is a mandatory requirement for this position.

You are willing to travel as needed, with an expected commitment of less than 20% of your time.

Nice to have

You have specific experience within the UK or EMEA hospitality, restaurant, or retail technology sectors.

You already maintain an existing network of integration or channel partners across UK and EMEA markets.

You have experience using tools such as Salesforce, Monday.com, Ironclad, or Snowflake to handle partner pipelines and contractual agreements.

You have a deep understanding of UK and EMEA go-to-market dynamics and how strategic partnerships accelerate adoption and customer success.

Practical notes

This is a Hybrid role requiring 2 days a week in the central London office.

Willingness to travel is required, with an expectation of less than 20% travel frequency.