Principal People Success Partner (GTM and Sales Excellence)

Principal People Success Partner (GTM & Sales Excellence) About this roll 🍞 As a Principal PSP, you are at the intersection of business strategy and talent execution. Reporting to the Director of People Success (GTM), you will primarily be focused on the core Sales organization while "connecting the dots" across Sales, Marketing, Enterprise, and Onboarding. You are a senior-level individual contributor who can navigate a high-growth, matrixed environment with ease. As an enterprise connector, the Principal PSP drives cross-functional talent strategies. Your scope of impact spans Sales, Marketing. You influence senior leaders to align talent priorities with broader business goals and are responsible for leading complex organizational health strategies. You are a systemic thinker, working with other PSPs to shape the overarching talent density of our business units. This role is a senior-level individual contributor who can navigate a high-growth, matrixed environment with ease. Key Responsibilities: Strategic Advisory & Execution: Partner directly with GTM VPs and leadership teams to align cross-functional talent strategies with long-term business goals. Executive Coaching: Serve as a "Culture Mirror" and trusted coach for senior leadership, providing courageous feedback on team effectiveness and leadership capability. People Process Architect: Lead the multi-year transformation of our global Sales organization, standardizing excellence in hiring, coaching, and performance culture. AI & Scalability Pioneer: Proactively experiment with AI technology to automate people processes and evolve AE attrition models from "backward-looking" to "predictive". Organizational Health & Design: Diagnose current health and design future-ready structures, focusing on role scoping, spans/layers, and territory-driven retention. COE Collaboration: 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. Operational Detective: Marry quantitative trends (attrition trackers, quota attainment) with qualitative insights to pressure-test root causes of business gaps. Do you have the right ingredients? Strategic Execution: 10+ years of HRBP/PSP experience, specifically supporting high-pressure Sales and Marketing organizations in a hyper-growth SaaS environment. Sales Fluency: Deep understanding of "classic sales" mechanics, including accelerators, booked vs. live "haircuts," and sales leadership scorecards. The AI "Builder" Mindset: A proactive interest in adopting and experimenting with AI to solve for scale. You are comfortable using data to identify gaps and drive solutions. Programmatic Heft: Proven success leading "Big Rock" initiatives . Ability to marry quantitative trends (attrition trackers, quota attainment) with qualitative leadership coaching. Communication & Influence: Exceptional ability to influence through complex/matrix structures and tell the truth to senior leadership, even when it’s uncomfortable. #LI-Hybrid The base salary range for this role is listed below. The starting salary will be determined based on skills, experience, and geographic location. In addition to base salary, our total rewards components include cash compensation (overtime, bonus/commissions if eligible), equity, and benefits. You can learn more about how we align pay with local labor markets in our Geographic Pay Zone Philosophy. Pay Range $159,000—$254,000 USD How Toast Uses AI in its Hiring Process Throughout the hiring process, our goal is to get to know you. We use AI tools to support our recruiters and interviewers with tasks like note-taking, summarization, and documentation of interviews to ensure they can be fully focused on your conversation. All hiring decisions are made by people. Diversity, Equity, and Inclusion is Baked into our Recipe for Success At Toast, our employees are our secret ingredient—when 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. To learn more about how we work globally and regionally, check out: https://careers.toasttab.com/locations-toast. Apply today! 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. ------ For roles in the United States, it is unlawful in Massachusetts to require or administer a lie detector test as a condition of employment or continued employment. An employer who violates this law shall be subject to criminal penalties and civil liability.