GTM Strategy & Operations Territory Analyst

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. About The Role Toast is looking for a Territory Analyst to own all things territory for one of our fastest growing verticals. This is not a generalist analytics role. You will be the operational and strategic owner of the full territory design — responsible for carving and maintaining territories, building the data models that underpin headcount decisions, and partnering closely with sales leadership to ensure every rep has a fair, well-structured territory. Day-to-day, that means hands-on territory drawing, TAM analysis by cuisine type and geography, SOT maintenance, and fielding the operational requests that come from a fast-moving, high-complexity sales team. Longer term, you’ll be a key contributor to how we scale territories and headcount — building the analytical case for new headcount, designing the territory model as Toast expands into new markets and cuisine segments, and helping shape the systems that make all of it run. Our team is collaborative and low-ego. We take the work seriously, move quickly, and have fun doing it. If you want to see your work directly shape how a national sales org goes to market, this is the role. A day in the life (Responsibilities) Territory Design & Maintenance Own the end-to-end territory carving process — drawing, adjusting, and validating territories for your supported team. Manage territory change requests and triage operational asks (territory flips, rep transitions, etc.) from sales leadership/RVPs Coordinate territory rollouts, including DM/AE alignment, pre-launch validation, and post-launch monitoring TAM Analysis & Headcount Planning Analyze the total addressable market (TAM) — by cuisine type, geography, and GPV potential — using internal data and third-party sources Build the analytical case for new headcount: sizing territories, modeling coverage gaps, and translating TAM data into hiring recommendations for sales leadership and Finance Evaluate territory equity using historical performance metrics, forecasted projections, and market specific data Support expansion decisions — new markets, international opportunities, and potential sub-segmentation opportunity — with data-driven analysis and scenario modeling Strategy & Cross-Functional Partnership Serve as the primary territory ops partner to sales leadership, translating business questions into analysis and fielding strategic asks as they come up Collaborate with the Data team on Sigma/Snowflake reporting, territory performance dashboards, and ongoing data quality work Work with Sales, RevOps and Finance on headcount planning and quota alignment What you'll need to thrive (Requirements) 3+ years of experience in an analytical or operations role — business operations, strategy, sales ops, management consulting, or similar Strong Excel/Google Sheets skills; comfort manipulating and analyzing large datasets Experience working Salesforce (CRM) Excellent written and verbal communication — you’ll regularly present findings to sales leadership and write up recommendations that drive real decisions High comfort with ambiguity and fast-changing business context; SC is a dynamic vertical A bias toward action — you don’t wait to be handed a perfect data set before drawing a conclusion What will help you stand out (Nonessential Skills/Nice to Haves) SQL fluency and experience querying data warehouses (Snowflake or similar) Experience with BI/analytics tools like Sigma, Hex, or Tableau Experience with leveraging AI Tools (e.g. Claude, Gemini, Chat, etc.) to drive productivity and more efficient workflows Familiarity with territory management systems or geographic analysis Background or interest in go-to-market strategy, sales planning, or workforce design AI at Toast At Toast, one of our company values is that we're hungry to build and learn. We believ