Principal HR Business Partner (Sales)

Toast is a technology company focused on helping restaurants and local businesses succeed in a digital world. The Principal HR Business Partner will work closely with the Sales organization, driving talent strategies and organizational health initiatives while partnering with senior leaders to align talent priorities with business goals.

Responsibilities:

• Partner directly with GTM VPs and leadership teams to align cross-functional talent strategies with long-term business goals
• Serve as a "Culture Mirror" and trusted coach for senior leadership, providing courageous feedback on team effectiveness and leadership capability
• Lead the multi-year transformation of our global Sales organization, standardizing excellence in hiring, coaching, and performance culture
• Proactively experiment with AI technology to automate people processes and evolve AE attrition models from "backward-looking" to "predictive"
• Diagnose current health and design future-ready structures, focusing on role scoping, spans/layers, and territory-driven retention
• Serve as a primary contact and partner for Center of Excellence (COE) teams, ensuring global programs (such as annual review cycles) are scalable for GTM without creating bespoke solutions
• Marry quantitative trends (attrition trackers, quota attainment) with qualitative insights to pressure-test root causes of business gaps

Requirements:

• 10+ years of HRBP experience, specifically supporting high-pressure Sales and Marketing organizations in a hyper-growth SaaS environment
• Deep understanding of 'classic sales' mechanics, including accelerators, booked vs. live 'haircuts,' and sales leadership scorecards
• A proactive interest in adopting and experimenting with AI to solve for scale
• Comfort using data to identify gaps and drive solutions, with the ability to marry quantitative trends (attrition trackers, quota attainment) with qualitative leadership coaching
• Proven success leading 'Big Rock' initiatives
• Exceptional ability to influence through complex/matrix structures and tell the truth to senior leadership, even when it's uncomfortable