Principal HR Business Partner (Sales)

About the Role

As a Principal People Success Partner (more commonly referred to as "HR Business Partner"), you'll be at the intersection of business strategy and talent execution. Reporting to the Director of People Success (GTM), this role will primarily focus on the core Sales organization while connecting the dots across Sales, Marketing, Enterprise, and Onboarding.

This role will operate as a senior-level individual contributor navigating a high-growth, matrixed environment. Acting as an enterprise connector, this role will drive cross-functional talent strategies across Sales and Marketing while influencing senior leaders to align talent priorities with broader business goals. Additionally, this role will lead complex organizational health strategies and act as a systemic thinker, partnering with other People Success Partners (PSPs) to shape and elevate the overarching talent density of our business units.

A day in the life (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.

What you'll need to thrive (Requirements)

• Strategic Execution: 10+ years of HRBP 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.
• Comfort using data to identify gaps and drive solutions, with the ability to marry quantitative trends (attrition trackers, quota attainment) with qualitative leadership coaching.
• Programmatic Heft: Proven success leading "Big Rock" initiatives.
• Communication & Influence: Exceptional ability to influence through complex/matrix structures and tell the truth to senior leadership, even when it's uncomfortable.

Why Toast?

This is a meaningful opportunity to shape the future of People Technology at Toast during an important phase of growth and transformation. You will inherit a talented team and a critical platform ecosystem, with the opportunity to bring clarity, structure, innovation, and scale to how Toast supports employees, managers, and the broader organization.