• Manage and grow a portfolio of high-performing Retail partners, serving as the primary relationship owner and strategic point of contact • Drive measurable business impact by increasing partner-generated ARR, partner referrals, and mutual retention • Work with Retail leadership to identify and recruit new Retail partners that fill ecosystem gaps, enhance product value, and support key needs across Sales, Customer Success, and Product • Own the end-to-end partner lifecycle — from initial sourcing, evaluation, and contracting to onboarding, enablement, scaling, and renewal • Develop and track key KPIs (e.g., partner revenue contribution, referral volume, partner adoption metrics), using data to prioritize investments and surface insights to leadership • Lead regular business reviews with partners to align on goals, share performance insights, and identify expansion opportunities • Collaborate cross-functionally with teams across Product, Sales, Marketing, and Legal to ensure partner alignment and integration success • Negotiate partner contracts confidently, ensuring fair and scalable terms that drive long-term ecosystem value • Contribute to Retail ecosystem strategy, helping define which partner types are critical to support Toast’s growth and Retail success