Toptal is a network of the world's top talent in business, design, and technology that enables companies to scale their teams, on demand. With $200+ million in annual revenue and over 40% year-over-year growth, Toptal is the largest fully distributed workforce in the world.

toptal

<div>
<h3 id="about-toptal">About Toptal</h3>
<p>Toptal is a global network of top talent in business, design, and technology that enables companies to scale their teams, on-demand. With $200+ million in annual revenue <strong>and team members based around the globe</strong>, Toptal is the <a href="https://www.toptal.com/remote-work-playbook">world’s largest fully remote workforce</a>.</p>
<p>We take the best elements of virtual teams and combine them with a support structure that encourages innovation, social interaction, and fun. We see no borders, move at a fast pace, and are never afraid to break the mold.</p>
<h3 id="job-summary">Job Summary:</h3>
<p>Toptal’s inbound sales team is a driving force behind our growth, converting inbound interest from small- and medium-sized businesses into Toptal clients. As Manager, SMB Sales, you will lead a team of Client Advisors, coaching them towards growth and holding them to a high standard of excellence in a high-velocity, consultative selling role. You will keep the team responsive to new inquiries while ensuring active opportunities continue to move. You will coach advisors through stalled decisions, specialist involvement, and client follow-up, stepping in where your judgement can help secure the next commitment. You will lead a team that is responsible for executing strong discovery, disciplined qualification, portfolio selling across Toptal’s full offering with complete ownership of the client relationship from first conversation through close. Your team’s job is to position Toptal as a strategic services partner, not a single-transaction talent vendor, and you set that standard.</p>
<p>You will be accountable for improving conversion of inbound leads by identifying conversion leakage, bringing accountability to individuals’ performance, hiring Client Advisors with consultative potential, reviewing calls, demonstrating stronger approaches, and coaching each advisor on changes to improve their sales skill and industry knowledge. Internally, this position works closely with leadership across Client Services, Talent Operations, Client Experience, and People to support a team-based approach to best-in-class service.</p>
<p>Our ideal candidate is ambitious, competitive, driven by team success, and pairs that drive with genuine curiosity about what makes a sales team excellent. If you want to sharpen a team’s performance and be recognized for the results, this is the team you want to be part of.</p>
<p>This is a remote position. We do not offer visa sponsorship or assistance. Resumes and communication must be submitted in English.</p>
<h3 id="responsibilities">Responsibilities:</h3>
<p><em>The following information is intended to describe the general nature and level of work being performed. It is not intended to be an exhaustive list of all duties, responsibilities, or required skills.</em></p>
<ul style="list-style-type: initial;">
<li>Coach: Coach Client Advisors on discovery, qualification, portfolio selling, and deal management. Demonstrate how to bring a useful point of view, support recommendations with relevant proof points, address concerns, and ask for commitment.</li>
<li>Develop: Review live and recorded calls, examine active opportunities, and identify specific changes that will improve each Client Advisor’s results. Run focused role-plays, demonstrate stronger approaches, and give clear, actionable feedback.</li>
<li>Hire and Build: Recruit and interview Client Advisors against our Client Advisor Core Competencies, hiring for consultative potential - curiosity, business acumen, and coachability - as well as sales experience.</li>
<li>Playbook Ownership: Own and continuously refine the Client Advisor inbound playbook, using call audit findings and conversion data to keep it current and effective.</li>
<li>Manage Performance: Understand causes of underperformance and agree specific corrective actions and timelines with Client Advisors. Demonstrate sustained improvement in team conversion and sales performance, supported by stronger discovery, qualification, follow-through, and portfolio expansion.</li>
<li>Onboard and Ramp: Manage onboarding for new Client Advisors, ensuring they complete sales training and assessing each new advisor against the skill-based Client Advisor ramp milestones — running discovery unaided, qualifying a live opportunity, surfacing needs beyond the initial request — on the path to independent, quota-carrying performance.</li>
<li>Career Development: Support career development and succession planning for Client Advisors, including the path into leadership.</li>
<li>Pipeline Oversight: Challenge the evidence behind each Client Advisor’s view of an opportunity: why it may proceed, what remains unresolved, when decisions are likely, and use that judgment to improve qualification and prioritize support, and strengthen forecasting discipline..</li>
<li>Operational Excellence: Identify process improvements that increase Client Advisor efficiency, productivity, and scalability.</li>
<li>Cross-Functional Partnership: Work seamlessly with cross-functional partners that include, but are not limited to: Client Services, Talent Operations, Client Experience, and People leadership. Additionally, be able to bring in the right specialists (matching, delivery, HireGlobal, service-offering experts) at the right time.</li>
<li>Reporting: Deliver presentations to cross-departmental partners covering metrics, key takeaways, and action plans based on data analysis.</li>
<li>Motivation and Recognition: Motivate the team through recognition, incentives, and transparent communication of expectations and results.</li>
<li>Culture: Drive a culture of high performance, accountability, and continuous improvement within the team — including a learn-it-all habit of self and peer call review, and a library of strong calls that show the standard.</li>
</ul>
<h4 id="in-the-first-week-expect-to">In the first week, expect to:</h4>
<ul style="list-style-type: initial;">
<li>Onboard and integrate into Toptal leadership.</li>
<li>Learn Toptal’s model, our team members, and our story.</li>
<li>Become acquainted with the team members who will report to you.</li>
</ul>
<h4 id="in-the-first-month-expect-to">In the first month, expect to:</h4>
<ul style="list-style-type: initial;">
<li>Complete Toptal’s leadership/sales training program and build a deep understanding of who our clients are and how Client Advisors sell across our full portfolio.</li>
<li>Understand your team and their current performance levels, the SMB Sales Leadership and expectations, and identify the main causes of conversion leakage.</li>
<li>Begin 1-1 coaching with each team member based on ongoing live and recorded call reviews.</li>
</ul>
<h4 id="in-the-first-three-months-expect-to">In the first three months, expect to:</h4>
<ul style="list-style-type: initial;">
<li>Develop and roll out your strategy to increase team performance and productivity, with individual goals set for each team member.</li>
<li>Run consistent coaching and opportunity-review cadences with specific improvement priorities for each Client Advisor.</li>
<li>Deliver your first cross-departmental presentation covering metrics, key takeaways, and action plans.</li>
</ul>
<h4 id="in-the-first-six-months-expect-to">In the first six months, expect to:</h4>
<ul style="list-style-type: initial;">
<li>Demonstrate measurable commercial improvement in conversion and sales performance from Client Advisors being coached, supported by stronger call quality scores, opportunity progression, and qualified HireGlobal and services opportunities.</li>
<li>Regularly assess performance against KPIs, partnering with sales enablement and operations to continuously improve.</li>
<li>Continue building, coaching, and mentoring your team toward greater results.</li>
</ul>
<h4 id="in-the-first-year-expect-to">In the first year, expect to:</h4>
<ul style="list-style-type: initial;">
<li>Run an optimized, well-managed inbound sales function that maximizes Toptal’s ability to capture SMB market demand profitably.</li>
<li>Develop senior Client Advisors who mentor new team members and serve as reference points on discovery quality and portfolio positioning.</li>
<li>Sustain a culture of high performance, continuous improvement, and record-breaking results and client experiences.</li>
</ul>
<h3 id="qualifications-and-job-requirements">Qualifications and Job Requirements:</h3>
<p><strong>Required Qualifications</strong></p>
<ul style="list-style-type: initial;">
<li>Bachelor’s degree required.</li>
<li>Three or more years in business-to-business sales, featuring one to two years direct leadership of inbound, inside, or end-to-end small business sales teams.</li>
<li>Demonstrated record of improving individual and team sales performance through specific coaching, disciplined opportunity management, and clear performance expectations. Ability to learn and coach to a structured sales methodology.</li>
<li>Experience managing pipeline and forecast rigor across a team in a CRM. Genuine, demonstrable passion for AI in the world of work, including using AI to improve how a sales team researches, reviews calls, and coaches.</li>
<li>Outstanding written and verbal communication skills; comfortable presenting metrics and strategy to cross-departmental partners.</li>
<li>Comfortable operating in a dynamic environment with evolving processes and priorities.</li>
<li>Full availability during working hours to support your team and step into client escalations as needed.</li>
<li>Ability to work in a fast-paced, rapidly growing company and handle a wide variety of challenges, deadlines, and a diverse array of contacts.</li>
<li>You must be a world-class individual contributor to thrive at Toptal. You will not be here just to tell other people what to do.</li>
</ul>
<p><strong>Preferred Qualifications</strong></p>
<ul style="list-style-type: initial;">
<li>Experience leading a team that sells more than one product or service line into the same account (portfolio selling).</li>
<li>Experience with a named sales methodology (MEDDPICC, Challenger, SPIN, Sandler, or similar).</li>
<li>Software, tech, or professional-services sales leadership experience.</li>
<li>Fluency with modern sales tooling, including AI-assisted call review, conversation intelligence, and CRM workflows.</li>
</ul>
<h3 id="core-competencies">Core Competencies</h3>
<p>These are the skills we evaluate during interviews and continue to develop with you after you join.</p>
<ul style="list-style-type: initial;">
<li>Consultative sales mastery. You can run and model an excellent discovery call yourself — open-ended discovery, disciplined qualification, and a dated, named next step — and show your team what good looks like.</li>
<li>Coach-first leadership. You develop people through call review, role-play, and specific feedback, not just dashboards. Your team gets better because you are in the details with them.</li>
<li>Talent judgment. You can spot curiosity, business acumen, and coachability in an interview, and you can tell real potential from polish.</li>
<li>Insight-led selling. You can teach Client Advisors to bring a point of view, reframe a client’s thinking when needed, and position Toptal as a strategic services partner rather than a talent marketplace.</li>
<li>Accountable. You take ownership of your team’s results and hold your team accountable to raising their own bar.</li>
<li>Critical thinker. Strong analytical and problem-resolution skills, with a demonstrated ability to develop data-driven solutions.</li>
<li>Proactive, collaborative communicator. You drive toward the mission without being told, and you communicate clearly across your team, cross-functional partners, and clients essential in our remote environment.</li>
</ul>
</div>

Manager, SMB Sales

<div>
<h3 id="about-toptal">About Toptal</h3>
<p>Toptal is a global network of top talent in business, design, and technology that enables companies to scale their teams, on-demand. With $200+ million in annual revenue&nbsp;<strong>and team members based around the globe</strong>, Toptal is the&nbsp;<a href="https://www.toptal.com/remote-work-playbook">world’s largest fully remote workforce</a>.</p>
<p>We take the best elements of virtual teams and combine them with a support structure that encourages innovation, social interaction, and fun. We see no borders, move at a fast pace, and are never afraid to break the mold.</p>
<h3 id="job-summary">Job Summary:</h3>
<p>As an Enterprise Sales Executive on our Banking, Financial Services, and Insurance (BFSI) team, you will build a portfolio of clients by prospecting, pitching, negotiating, and closing new accounts. In this role, you will identify, develop, and close opportunities with enterprise clients by helping them solve complex business challenges across a broad range of capabilities, including technology, marketing, and management consulting. You will develop tailored solutions that help clients accelerate strategic initiatives and achieve measurable business outcomes. This role is designed for true hunters who thrive in a high-performance, client-facing environment. It is ideal for individuals who are passionate about building a territory from the ground up, forging executive relationships, and creating long-term client value.</p>
<p>This is a remote position. We do not offer visa sponsorship or assistance. Resumes and communication must be submitted in English.</p>
<h3 id="responsibilities">Responsibilities:</h3>
<p><em>The following information is intended to describe the general nature and level of work being performed. It is not intended to be an exhaustive list of all duties, responsibilities, or required skills.</em></p>
<p>You will be responsible for building a targeted portfolio of accounts from scratch - identifying, prioritizing, and developing your own book of business rather than inheriting an existing one. Once you have signed net new customers, you will partner with Client Partners to deepen and expand those strategic relationships over time. Net new accounts typically involve mid-level stakeholders across one or two business units and call for a disciplined, transactional approach, matching skills to immediate needs with speed and precision. As relationships mature, accounts become more complex, with deeper engagement across multiple business units and senior executive relationships. These accounts demand a highly consultative, strategic approach that includes navigating cross-functional priorities, aligning to evolving client business objectives, and demonstrating credibility at the C-suite level. Success will require the ability to adapt your engagement style to the maturity and complexity of each account, while consistently driving value and long-term growth.</p>
<ul style="list-style-type: initial;">
<li>Working closely with our Sales Development Representatives (SDRs), you will prospect, pitch, negotiate, and close new opportunities while also expanding existing relationships.</li>
<li>You’ll operate in a highly collaborative, fast-paced environment, working alongside pre-sales experts and delivery teams to craft compelling, tailored solutions for each client.</li>
<li>Your initial portfolio will scale toward an annualized gross sales target of $1M in your first year, with expectations to grow into a $5M book by years 2–3, aligning with our broader portfolio strategies.</li>
</ul>
<p>We are seeking scrappy, bold, client-obsessed professionals who are energized by face-to-face interaction, inspired by client success, and motivated to close high-impact deals. This is not a “work from your home office” role. We’re looking for professionals who are ready to get in the field, build lasting relationships, and lead with purpose.</p>
<h4 id="in-the-first-week-expect-to">In the first week, expect to:</h4>
<ul style="list-style-type: initial;">
<li>Onboard with Toptal, learning the core of our model, our value proposition, and our deep capabilities.</li>
<li>Familiarize yourself with the tools and resources needed to be successful.</li>
<li>Dive into our sales methods, our selling processes, and playbooks.</li>
<li>Become familiar with our contracting and legal methodologies, templates, tools, and processes.</li>
</ul>
<h4 id="in-the-first-month-expect-to">In the first month, expect to:</h4>
<ul style="list-style-type: initial;">
<li>Work with your Portfolio Leader to establish a portfolio strategy and build account plans.</li>
<li>Begin to meet with clients, articulate Toptal’s capabilities, and identify where we can help organizations in your territory plan.</li>
<li>Meet key Toptal stakeholders who will support your success and the success of the overall team.</li>
<li>Learn about the Industry Go-To-Market Strategy, our key sales plays, and our client engagement model.</li>
<li>Begin prospecting and actively engaging target accounts within your portfolio.</li>
<li>Meet with Sales Development Representatives and Client Partners and cross-functional team members to align on joint account strategies.</li>
<li>Collaborate with Pre-Sales Solutions and Delivery teams to understand how we design engagements.</li>
</ul>
<h4 id="in-the-first-three-months-expect-to">In the first three months, expect to:</h4>
<ul style="list-style-type: initial;">
<li>Conduct research and outreach through multiple channels to uncover new business opportunities within your accounts and drive sales pursuits with cross-functional Toptal teams.</li>
<li>Exercise discretion and independent judgment in the negotiation of contracts, work collaboratively with clients, and help them engage Toptal’s engineering, design, and business specialists.</li>
<li>Provide consultation or advice to management on policies and procedures.</li>
<li>Provide advice and support for the planning of long term or short term business objectives or initiatives.</li>
</ul>
<h4 id="in-the-first-six-months-expect-to">In the first six months, expect to:</h4>
<ul style="list-style-type: initial;">
<li>Have an initial base of active clients, while continuing to build your overall portfolio.</li>
<li>Develop a network of client relationships and build a foundation of advocates and sponsors to expand Toptal’s partnership with existing accounts in alignment with your portfolio strategy.</li>
</ul>
<h4 id="in-the-first-year-expect-to">In the first year, expect to:</h4>
<ul style="list-style-type: initial;">
<li>Have built a list of incredible client accounts, advising them on how to utilize our talent network to build world-class distributed teams and increase efficiency.</li>
<li>Begin to mentor new members of the team, teaching them about Toptal, our model, and how to successfully grow their territory.</li>
<li>Continue to expand your portfolio of accounts, accelerate growth in your region, and use the full suite of capabilities that Toptal has to offer.</li>
</ul>
<h3 id="qualifications-and-job-requirements">Qualifications and Job Requirements:</h3>
<ul style="list-style-type: initial;">
<li>Bachelor’s degree is required.</li>
<li>Extensive experience in engaging and selling Consulting or Managed Services solutions, particularly within Financial Services or Professional Services organizations.</li>
<li>Proven track record in full-cycle sales of large, complex, multi-phase, managed technology projects to enterprise clients with $2B+ in annual revenue.</li>
<li>A well-rounded understanding of emerging technologies and ability to have an informed discussion about software delivery and development concepts with prospective clients.</li>
<li>Ability to build and execute territory plans that lead to consistent portfolio growth and a healthy pipeline.</li>
<li>Proven success in prospecting, running virtual sales calls, and leading sales pursuits backed by a multidisciplinary team.</li>
<li>Experience negotiating complex service agreements with procurement and legal departments within enterprise accounts.</li>
<li>Regular or periodic travel to meet and engage with Toptal clients and customers both inside and outside of your geographic location (25% or less).</li>
<li>Outstanding written and verbal communication skills.</li>
<li>Ability to work in a fast-paced, rapidly growing company and handle a wide variety of challenges, deadlines, and a diverse array of contacts.</li>
<li>You must be a world-class individual contributor to thrive at Toptal. You will not be here just to tell other people what to do.</li>
</ul>
</div>

Enterprise Sales Executive, Banking, Financial Services and Insurance

<div>
<h3 id="about-toptal">About Toptal</h3>
<p>Toptal is a global network of top talent in business, design, and technology that enables companies to scale their teams, on-demand. With $200+ million in annual revenue&nbsp;<strong>and team members based around the globe</strong>, Toptal is the&nbsp;<a href="https://www.toptal.com/remote-work-playbook">world’s largest fully remote workforce</a>.</p>
<p>We take the best elements of virtual teams and combine them with a support structure that encourages innovation, social interaction, and fun. We see no borders, move at a fast pace, and are never afraid to break the mold.</p>
<h3 id="job-summary">Job Summary:</h3>
<p>Toptal prides itself on being a data-driven organization. The primary objective of the Data Analytics Engineer is to help drive business impact and better decision making by laying the data foundation for a world-class analytics function. This role will be critical to fostering trust in our data and confidence in our decisions.</p>
<p>Our Data Analytics Engineers focus on creating a data environment that is conducive to analytics and business decision making. You will own and maintain the data transformation layer. This will require data governance (quality, accuracy, coverage, security), data modeling (structure, relationships, integrity), technical communication (data dictionaries, user training), quality control (code reviews, data validation), raw data analysis, and building AI data systems and pipelines. You will be the product owner for our data warehouse and will coordinate closely with our functional Business Analysts on one side, and Data Engineers on the other.</p>
<p>This role sits within the Business Analytics Center of Excellence and will ensure trustworthy data is available for all downstream data users. Positive relationships with both Data Engineers and Business Analysts will be key, but you must also think independently and bring your own point of view. To be successful in this role you must live and breathe SQL daily and be a critical thinker, problem solver and self-starter.</p>
<p>This role requires an AI-heavy workflow and skillset. We’ve transformed our codebase to be instrumented for agentic development and continue to build our internal AI tooling, and you will be part of this process. Fluency with using LLMs and agentic coding tools is a requirement of this role. The flip side of that is the part machines cannot do: understanding our business and metrics deeply, and making decisions on what matters and what doesn’t in terms of pushing the company’s business objectives forward.</p>
<p>This is a remote position. We do not offer visa sponsorship or assistance. Resumes and communication must be submitted in English.</p>
<h3 id="responsibilities">Responsibilities:</h3>
<p><em>The following information is intended to describe the general nature and level of work being performed. It is not intended to be an exhaustive list of all duties, responsibilities, or required skills.</em></p>
<ul style="list-style-type: initial;">
<li>Design, write, review and ship SQL models across our repositories that transform raw data into usable data products for all organizational stakeholders. Own and maintain the transformation layer.</li>
<li>Proactively work with the Data Engineers to ensure new data sources are added and available, and then modeled and published in our data warehouse.</li>
<li>Proactively monitor the data warehouse and extract insights to identify opportunities to improve data operations, data accuracy and quality, coverage, integrity, structure, and general usability.</li>
<li>Turn ambiguous business asks into modeled data. Run requirements gathering with stakeholders. Establish the grain, surface the edge cases, write down the business rules, and push back when the request would produce a misleading number.</li>
<li>Implement measures and processes to improve data quality, accuracy, coverage, lineage, access and retention across dozens of source production databases.</li>
<li>Own the data dictionary. Write table and column documentation that traces each field to its true origin. This documentation is consumed by AI agents as well as humans, and is an integral part of the semantic layer.</li>
<li>Diagnose and resolve data incidents.</li>
<li>Review your teammates’ code and provide feedback to maintain the hygiene of the data warehouse production environment.</li>
<li>Work closely with Business Analysts, Data Engineers, Data Scientists, and business process owners to empower data-driven decision making.</li>
<li>Enable end users to better use data, understand complexities, nuances, and limitations.</li>
<li>Help make the team faster. Improve the agent playbooks, documentation, and tooling the team uses to work with the warehouse.</li>
</ul>
<h4 id="in-the-first-week-expect-to">In the first week, expect to:</h4>
<ul style="list-style-type: initial;">
<li>Onboard and integrate into Toptal, and begin learning our history, culture and vision.</li>
<li>Get your environment running end to end: GCP access, BigQuery, the Dataform repositories, and our agentic development tooling.</li>
<li>Shadow the teams whose data you will own to learn the core of Toptal’s operations and capabilities, including Growth, Talent Operations, Enterprise, and SMB.</li>
</ul>
<h4 id="in-the-first-month-expect-to">In the first month, expect to:</h4>
<ul style="list-style-type: initial;">
<li>Understand the data generated through company operations and activities and where/how that data is stored.</li>
<li>Understand our ETL processes, timing, tools, monitoring, roadmap, and pain points.</li>
<li>Understand our source systems, and where they fit into our business processes.</li>
<li>Start receiving and researching inbound data questions from Business Analysts.</li>
<li>Build your first Dataform pull request independently and start reviewing your teammates’ PRs.</li>
</ul>
<h4 id="in-the-first-three-months-expect-to">In the first three months, expect to:</h4>
<ul style="list-style-type: initial;">
<li>Develop a mastery of our core data elements and entities.</li>
<li>Begin standardizing definitions and creating SQL logic to push definitions into the data layer.</li>
<li>Be a first responder for data incidents, diagnosing root cause with evidence and a methodical approach.</li>
<li>Begin documenting data flows, definitions, calculation methodologies, and data elements to continuously build and improve the semantic layer.</li>
</ul>
<h4 id="in-the-first-six-months-expect-to">In the first six months, expect to:</h4>
<ul style="list-style-type: initial;">
<li>Contribute architectural ideas that impact our data environment and pipelines. Exercise discretion and independent judgment.</li>
<li>Be an integral part of the analytics team that ensures a world-class data warehouse service to our stakeholders.</li>
</ul>
<h4 id="in-the-first-year-expect-to">In the first year, expect to:</h4>
<ul style="list-style-type: initial;">
<li>Play a critical part in setting up the Business Analytics Center of Excellence for success.</li>
<li>Be the person the organization trusts about what a number means and whether it can be believed.</li>
<li>Have made the warehouse meaningfully more usable by both analysts and AI agents.</li>
</ul>
<h3 id="qualifications-and-job-requirements">Qualifications and Job Requirements:</h3>
<ul style="list-style-type: initial;">
<li>Bachelor’s degree is required, preferably in Engineering or a related technical field.</li>
<li>4+ years of experience in an Analytics Engineer, Data Engineer, or Data Analyst role where you personally shipped production data models.</li>
<li>Expert-level SQL skills and a working knowledge of Python.</li>
<li>Fluency with LLMs and agentic coding tools. You already use tools such as Claude Code, Cursor or equivalent as part of your daily working practice. You know where they are reliable, where they should not be used, and how to verify their output.</li>
<li>Experience with cloud data warehousing, such as BigQuery or Snowflake.</li>
<li>Good understanding of a modern transformation framework (dbt, Dataform, SQLMesh or similar). You understand dependency graphs, refs, incremental strategies, tests and environment promotion as concepts, not just as commands.</li>
<li>Git fluency. Branching, pull requests, code review, conflict resolution and generally working with a critical production environment.</li>
<li>Strong familiarity with orchestration tools such as Airflow, Cloud Composer, Dagster or Prefect. You can read a DAG, understand its schedule and dependencies, and find out why a task failed.</li>
<li>Process discipline. Jira, ticket hygiene, and code review etiquette. It’s mandatory you understand how to avoid shipping unverified LLM-generated code.</li>
<li>Experience in doing exploratory/raw data analysis, data modeling, and data governance (quality, accuracy, coverage, security, etc.).</li>
<li>Experience translating business logic and objectives into SQL code and linking data and analytics to business strategy and operations to drive real impact.</li>
<li>Familiarity with BI tools (Tableau, Power BI, etc.).</li>
<li>Detail oriented, methodical, and thorough.</li>
<li>Team player who builds strong relationships and collaborates with others.</li>
<li>Outstanding written and verbal communication skills, including the ability to explain complex issues in a simple and intuitive way.</li>
<li>Ability to work collaboratively and independently; take ownership of quality, accuracy, and timeliness of deliverables.</li>
<li>You must be a world-class individual contributor to thrive at Toptal. You will not be here just to tell other people what to do.</li>
</ul>
</div>

Data Analytics Engineer

<div>
<h3 id="about-toptal">About Toptal</h3>
<p>Toptal is a global network of top talent in business, design, and technology that enables companies to scale their teams, on-demand. With $200+ million in annual revenue&nbsp;<strong>and team members based around the globe</strong>, Toptal is the&nbsp;<a href="https://www.toptal.com/remote-work-playbook">world’s largest fully remote workforce</a>.</p>
<p>We take the best elements of virtual teams and combine them with a support structure that encourages innovation, social interaction, and fun. We see no borders, move at a fast pace, and are never afraid to break the mold.</p>
<h3 id="job-summary">Job Summary:</h3>
<p>As an Enterprise Sales Executive at Toptal, you will be a key driver of growth within our AI Solutions business. In this role, you will identify, develop, and close opportunities with enterprise clients by helping them solve complex business challenges through forward-deployed AI solutions, AI software and platforms, AI services, and AI-enabled transformation.</p>
<p>You will develop tailored solutions that help clients move from AI strategy and experimentation into production, combining Toptal’s capabilities across AI Strategy &amp; Transformation, Agentic Solutions, Data Services, AI Platforms, Industry Solutions, Joint Partner Solutions, and Managed Services to achieve measurable business outcomes.</p>
<p>This role is designed for true hunters who thrive in a high-performance, client-facing environment. It is ideal for individuals who have successfully sold enterprise AI solutions and are passionate about building a book of business from the ground up, forging executive relationships, and creating long-term client value. Success in this role is measured by your ability to convert new enterprise relationships into durable revenue and establish Toptal as a core AI services provider embedded in your clients’ most critical initiatives.</p>
<p>Enterprise AI has shifted rapidly from experimentation to execution. Companies are investing in models, agents, AI platforms, data infrastructure, and AI-enabled applications, but many are struggling to translate those investments into production systems and measurable business outcomes.</p>
<p>The challenge is no longer simply selecting an AI model or platform. Enterprises must identify the right workflows, connect AI to their proprietary data and knowledge, integrate existing systems, build and deploy agents and applications, establish evaluation and control frameworks, drive adoption, and continuously operate and improve AI in production.</p>
<p>Toptal brings together world-class AI and domain talent, forward-deployed solution delivery, AI platforms and capabilities, strategic technology partners, expert-in-the-loop operations, and managed services to help enterprises move from AI promise to production.</p>
<p>This role exists to convert that market opportunity into new enterprise relationships and position Toptal as a strategic partner for companies deploying AI across their organizations.</p>
<p>This is a remote position with significant client-facing fieldwork across the US. Applicants who reside within commutable distance of a major metropolitan area are strongly preferred. We do not offer visa sponsorship or assistance. Applicants must be authorized to work in the US at the time of hire. Resumes and communication must be submitted in English.</p>
<h3 id="responsibilities">Responsibilities:</h3>
<p><em>The following information is intended to describe the general nature and level of work being performed. It is not intended to be an exhaustive list of all duties, responsibilities, or required skills.</em></p>
<p>You will be responsible for building a targeted portfolio of accounts via identifying, prioritizing, and developing your own book of business rather than inheriting an existing one. Once you have signed net new customers, you will partner with Client Partners to deepen and expand those strategic relationships over time.</p>
<p>Net new accounts may begin with a specific AI initiative, workflow, platform implementation, or business problem requiring a disciplined approach to defining the opportunity and matching the right Toptal capabilities to the client’s needs. As relationships mature, accounts become more complex, with deeper engagement across multiple business units, workflows, technology platforms, and senior executive relationships.</p>
<p>These accounts demand a highly consultative, strategic approach that includes navigating cross-functional priorities, understanding the client’s AI and technology environment, aligning solutions to evolving business objectives, and demonstrating credibility at the C-suite level. Success will require the ability to adapt your engagement style to the maturity and complexity of each account while consistently driving measurable client value and long-term growth.</p>
<ul style="list-style-type: initial;">
<li>Own and build a portfolio of enterprise AI accounts, with direct accountability for new logo acquisition, revenue growth, and client outcomes.</li>
<li>Prospect, pitch, negotiate, and close new opportunities in close partnership with our Sales Development Representatives (SDRs), while expanding the relationships you establish.</li>
<li>Define and execute account strategy, including opportunity creation, pipeline development, and multi-year growth planning.</li>
<li>Lead AI solution development and deal execution in partnership with AI Services leadership, Industry GMs, Practice Leaders, Pursuits, Partnerships, and Delivery teams.</li>
<li>Partner with Client Partners to drive coordinated account expansion and maximize total account value as accounts mature.</li>
<li>Shape AI solutions that apply Toptal’s capabilities across AI Strategy &amp; Transformation, Agentic Solutions, Data Services, AI Platforms, Industry Solutions, Joint Partner Solutions, and Managed Services to clients’ most important business and operating challenges.</li>
<li>Maintain disciplined pipeline and account intelligence to support accurate forecasting and informed decision-making.</li>
<li>Lead strategic conversations with prospective and existing clients, while exercising discretion and independent judgment.</li>
</ul>
<h4 id="in-the-first-week-expect-to">In the first week, expect to:</h4>
<ul style="list-style-type: initial;">
<li>Onboard with Toptal and meet your TopPal.</li>
<li>Learn the core of Toptal’s model, our value proposition, and our deep capabilities.</li>
<li>Familiarize yourself with the tools and resources needed to be successful.</li>
<li>Dive into our sales methods, our selling processes, and playbooks.</li>
<li>Become familiar with our contracting and legal methodologies, templates, tools, and processes.</li>
</ul>
<h4 id="in-the-first-month-expect-to">In the first month, expect to:</h4>
<ul style="list-style-type: initial;">
<li>Meet key Toptal stakeholders who will support your success and the success of the overall team.</li>
<li>Learn about the Toptal AI Go-To-Market Strategy, our key sales plays, solution portfolio, partner ecosystem, and client engagement model.</li>
<li>Work with AI Services leadership to establish a portfolio strategy and build account plans.</li>
<li>Shadow key calls and client meetings.</li>
<li>Begin to meet with clients, leveraging your existing enterprise AI network and relationships, to articulate Toptal’s capabilities and identify where we can help organizations move AI into production.</li>
<li>Begin prospecting and actively engaging target accounts within your portfolio.</li>
<li>Meet with SDRs, Client Partners, and cross-functional team members to align on joint account strategies.</li>
<li>Collaborate with Pursuits and Delivery teams to understand how we design AI engagements.</li>
</ul>
<h4 id="in-the-first-three-months-expect-to">In the first three months, expect to:</h4>
<ul style="list-style-type: initial;">
<li>Exercise discretion and independent judgment in the negotiation of contracts, work collaboratively with clients, and help them engage with Toptal’s AI capabilities and specialists.</li>
<li>Begin shaping AI solutions that resonate with your target accounts, including forward-deployed AI solutions, Outcome Agents, agentic workflows, enterprise data and knowledge solutions, AI platforms, and managed AI services, demonstrating your comfort and ability in working with ambiguity and directly innovating alongside your clients.</li>
<li>Establish credibility with client stakeholders through informed, consultative engagement tied to their AI priorities, business workflows, existing technology investments, and desired outcomes.</li>
<li>Own your pipeline and forecast with confidence.</li>
<li>Develop proposals and close your first set of deals.</li>
<li>Actively contribute to team rituals, best practice sharing, and win/loss reviews.</li>
</ul>
<h4 id="in-the-first-six-months-expect-to">In the first six months, expect to:</h4>
<ul style="list-style-type: initial;">
<li>Have an initial base of active clients while continuing to build your overall portfolio.</li>
<li>Expand your buyer network and deepen executive engagement across your accounts.</li>
<li>Drive net new opportunities by introducing additional AI capabilities, platforms, solutions, partners, and managed services and displacing incumbent providers.</li>
<li>Shape and influence client priorities, aligning Toptal’s AI solutions to critical business objectives and measurable, validated outcomes.</li>
<li>Execute against a defined growth plan tied to measurable outcomes.</li>
</ul>
<h4 id="in-the-first-year-expect-to">In the first year, expect to:</h4>
<ul style="list-style-type: initial;">
<li>Have built a list of incredible client accounts, advising them on how to utilize Toptal’s AI capabilities to address their priorities and key business challenges.</li>
<li>Establish and expand a strong executive network across your portfolio, building a foundation of advocates and sponsors.</li>
<li>Begin to mentor new members of the team, teaching them about Toptal, our AI model, and how to successfully grow their territory.</li>
<li>Be recognized for your subject matter expertise in enterprise AI solutions, leveraging your existing network and relationships as well as your proven consultative selling skills to drive meaningful results for your clients and the overall AI Services team.</li>
</ul>
<h3 id="qualifications-and-job-requirements">Qualifications and Job Requirements:</h3>
<ul style="list-style-type: initial;">
<li>Bachelor’s degree is required.</li>
<li>7-10+ years of experience in enterprise technology, AI software, professional services, or consulting sales, with a strong foundation in enterprise account development and complex solution selling.</li>
<li>Direct experience selling enterprise AI solutions is required, ideally including forward-deployed AI solutions, AI software or platforms, AI consulting and professional services, or managed AI services.</li>
<li>Extensive experience in consultative customer engagement and selling service-oriented, technology-enabled, or outcome-based solutions to enterprise clients.</li>
<li>Demonstrated success building a book of business from the ground up, i.e. self-sourcing, prospecting, and developing new enterprise relationships rather than relying on an inherited portfolio.</li>
<li>Proven track record managing a $5M+ annualized gross portfolio and closing $250K-$1M+ complex, multi-phase deals with enterprise clients with $2B+ in annual revenue.</li>
<li>Must be comfortable engaging C-level executives on how AI is changing their business, technology environment, operating model, workforce, and competitive landscape.</li>
<li>A well-rounded understanding of enterprise AI challenges and trends, including generative AI, agentic AI, AI applications and platforms, enterprise data and knowledge, models, workflow automation, governance, evaluation, controls, and managed AI operations.</li>
<li>Ability to have informed discussions about how AI moves from strategy and experimentation into real enterprise workflows and production environments, including the importance of context, data, integration, validation, governance, adoption, and ongoing operations.</li>
<li>Experience selling solutions involving leading AI, cloud, data, or enterprise technology platforms, and the ability to work in a platform-flexible environment across client technology ecosystems.</li>
<li>Exposure to hybrid talent models, forward-deployed delivery models, or alternative consulting delivery models.</li>
<li>Ability to build and execute account plans that lead to consistent portfolio growth and a healthy pipeline.</li>
<li>Proven success in collaborative prospecting, running virtual and on-site sales calls, and leading sales pursuits backed by a multidisciplinary team.</li>
<li>Experience negotiating complex service agreements with procurement and legal departments within enterprise accounts.</li>
<li>Ability to partner effectively across multiple internal teams to shape innovative solutions that drive client success.</li>
<li>Willingness and ability to travel to client sites, conferences, and team events (up to 25%).</li>
<li>Passion for solving client problems with creativity and urgency.</li>
<li>Regular or periodic travel to meet and engage with Toptal clients and customers both inside and outside of your geographic location.</li>
<li>Outstanding written and verbal communication skills.</li>
<li>Ability to work in a fast-paced, rapidly growing company and handle a wide variety of challenges, deadlines, and a diverse array of contacts.</li>
<li>You must be a world-class individual contributor to thrive at Toptal. You will not be here just to tell other people what to do.</li>
</ul>
<h4 id="essential-job-functions">Essential Job Functions</h4>
<ul style="list-style-type: initial;">
<li>Regularly and reliably attend scheduled virtual team meetings on camera.</li>
<li>Work independently with minimal supervision.</li>
<li>Use all required digital collaboration tools.</li>
<li>Prioritize and self-manage workflows and deadlines.</li>
</ul>
<h3 id="us-flsa-classification--full-timeexempt">US FLSA Classification: Full-Time/Exempt</h3>
<p>&nbsp;</p>
<p><em>This position receives a base salary and is also eligible to earn monthly commissions based on revenue generated from engagements sold. For candidates who meet the qualifications and job requirements listed above, Individual pay is determined by work location and additional factors, including job-related skills, experience, and relevant education or training.</em></p>
<p><em>Applications are accepted on an ongoing basis. In the US, Toptal’s benefit offerings include participation in a 401(k) retirement plan; medical, dental, and vision health insurance plans; basic life insurance coverage and short-term and long-term disability coverage; access to flexible spending, dependent care, and health savings accounts; access to telehealth virtual doctors; an employee assistance program; and flexible paid time off.</em></p>
</div>

Enterprise Sales Executive, AI Solutions - US-Based

<div>
<h3 id="about-toptal">About Toptal</h3>
<p>Toptal is a global network of top talent in business, design, and technology that enables companies to scale their teams, on-demand. With $200+ million in annual revenue&nbsp;<strong>and team members based around the globe</strong>, Toptal is the&nbsp;<a href="https://www.toptal.com/remote-work-playbook">world’s largest fully remote workforce</a>.</p>
<p>We take the best elements of virtual teams and combine them with a support structure that encourages innovation, social interaction, and fun. We see no borders, move at a fast pace, and are never afraid to break the mold.</p>
<h3 id="job-summary">Job Summary:</h3>
<p>As an Enterprise Sales Executive at Toptal, you will be a key driver of growth within our AI Solutions business. In this role, you will identify, develop, and close opportunities with enterprise clients by helping them solve complex business challenges through forward-deployed AI solutions, AI software and platforms, AI services, and AI-enabled transformation.</p>
<p>You will develop tailored solutions that help clients move from AI strategy and experimentation into production, combining Toptal’s capabilities across AI Strategy &amp; Transformation, Agentic Solutions, Data Services, AI Platforms, Industry Solutions, Joint Partner Solutions, and Managed Services to achieve measurable business outcomes.</p>
<p>This role is designed for true hunters who thrive in a high-performance, client-facing environment. It is ideal for individuals who have successfully sold enterprise AI solutions and are passionate about building a book of business from the ground up, forging executive relationships, and creating long-term client value. Success in this role is measured by your ability to convert new enterprise relationships into durable revenue and establish Toptal as a core AI services provider embedded in your clients’ most critical initiatives.</p>
<p>Enterprise AI has shifted rapidly from experimentation to execution. Companies are investing in models, agents, AI platforms, data infrastructure, and AI-enabled applications, but many are struggling to translate those investments into production systems and measurable business outcomes.</p>
<p>The challenge is no longer simply selecting an AI model or platform. Enterprises must identify the right workflows, connect AI to their proprietary data and knowledge, integrate existing systems, build and deploy agents and applications, establish evaluation and control frameworks, drive adoption, and continuously operate and improve AI in production.</p>
<p>Toptal brings together world-class AI and domain talent, forward-deployed solution delivery, AI platforms and capabilities, strategic technology partners, expert-in-the-loop operations, and managed services to help enterprises move from AI promise to production.</p>
<p>This role exists to convert that market opportunity into new enterprise relationships and position Toptal as a strategic partner for companies deploying AI across their organizations.</p>
<p>This is a remote position with significant client-facing fieldwork across the US. Applicants who reside within commutable distance of a major metropolitan area are strongly preferred. We do not offer visa sponsorship or assistance. Resumes and communication must be submitted in English.</p>
<h3 id="responsibilities">Responsibilities:</h3>
<p>*The following information is intended to describe the general nature and level of work being performed. It is not intended to be an exhaustive list of all duties, responsibilities, or required skills.</p>
<p>You will be responsible for building a targeted portfolio of accounts via identifying, prioritizing, and developing your own book of business rather than inheriting an existing one. Once you have signed net new customers, you will partner with Client Partners to deepen and expand those strategic relationships over time.</p>
<p>Net new accounts may begin with a specific AI initiative, workflow, platform implementation, or business problem requiring a disciplined approach to defining the opportunity and matching the right Toptal capabilities to the client’s needs. As relationships mature, accounts become more complex, with deeper engagement across multiple business units, workflows, technology platforms, and senior executive relationships.</p>
<p>These accounts demand a highly consultative, strategic approach that includes navigating cross-functional priorities, understanding the client’s AI and technology environment, aligning solutions to evolving business objectives, and demonstrating credibility at the C-suite level. Success will require the ability to adapt your engagement style to the maturity and complexity of each account while consistently driving measurable client value and long-term growth.</p>
<ul style="list-style-type: initial;">
<li>Own and build a portfolio of enterprise AI accounts, with direct accountability for new logo acquisition, revenue growth, and client outcomes.</li>
<li>Prospect, pitch, negotiate, and close new opportunities in close partnership with our Sales Development Representatives (SDRs), while expanding the relationships you establish.</li>
<li>Define and execute account strategy, including opportunity creation, pipeline development, and multi-year growth planning.</li>
<li>Lead AI solution development and deal execution in partnership with AI Services leadership, Industry GMs, Practice Leaders, Pursuits, Partnerships, and Delivery teams.</li>
<li>Partner with Client Partners to drive coordinated account expansion and maximize total account value as accounts mature.</li>
<li>Shape AI solutions that apply Toptal’s capabilities across AI Strategy &amp; Transformation, Agentic Solutions, Data Services, AI Platforms, Industry Solutions, Joint Partner Solutions, and Managed Services to clients’ most important business and operating challenges.</li>
<li>Maintain disciplined pipeline and account intelligence to support accurate forecasting and informed decision-making.</li>
<li>Lead strategic conversations with prospective and existing clients, while exercising discretion and independent judgment.</li>
</ul>
<h4 id="in-the-first-week-expect-to">In the first week, expect to:</h4>
<ul style="list-style-type: initial;">
<li>Onboard with Toptal and meet your TopPal.</li>
<li>Learn the core of Toptal’s model, our value proposition, and our deep capabilities.</li>
<li>Familiarize yourself with the tools and resources needed to be successful.</li>
<li>Dive into our sales methods, our selling processes, and playbooks.</li>
<li>Become familiar with our contracting and legal methodologies, templates, tools, and processes.</li>
</ul>
<h4 id="in-the-first-month-expect-to">In the first month, expect to:</h4>
<ul style="list-style-type: initial;">
<li>Meet key Toptal stakeholders who will support your success and the success of the overall team.</li>
<li>Learn about the Toptal AI Go-To-Market Strategy, our key sales plays, solution portfolio, partner ecosystem, and client engagement model.</li>
<li>Work with AI Services leadership to establish a portfolio strategy and build account plans.</li>
<li>Shadow key calls and client meetings.</li>
<li>Begin to meet with clients, leveraging your existing enterprise AI network and relationships, to articulate Toptal’s capabilities and identify where we can help organizations move AI into production.</li>
<li>Begin prospecting and actively engaging target accounts within your portfolio.</li>
<li>Meet with SDRs, Client Partners, and cross-functional team members to align on joint account strategies.</li>
<li>Collaborate with Pursuits and Delivery teams to understand how we design AI engagements.</li>
</ul>
<h4 id="in-the-first-three-months-expect-to">In the first three months, expect to:</h4>
<ul style="list-style-type: initial;">
<li>Exercise discretion and independent judgment in the negotiation of contracts, work collaboratively with clients, and help them engage with Toptal’s AI capabilities and specialists.</li>
<li>Begin shaping AI solutions that resonate with your target accounts, including forward-deployed AI solutions, Outcome Agents, agentic workflows, enterprise data and knowledge solutions, AI platforms, and managed AI services, demonstrating your comfort and ability in working with ambiguity and directly innovating alongside your clients.</li>
<li>Establish credibility with client stakeholders through informed, consultative engagement tied to their AI priorities, business workflows, existing technology investments, and desired outcomes.</li>
<li>Own your pipeline and forecast with confidence.</li>
<li>Develop proposals and close your first set of deals.</li>
<li>Actively contribute to team rituals, best practice sharing, and win/loss reviews.</li>
</ul>
<h4 id="in-the-first-six-months-expect-to">In the first six months, expect to:</h4>
<ul style="list-style-type: initial;">
<li>Have an initial base of active clients while continuing to build your overall portfolio.</li>
<li>Expand your buyer network and deepen executive engagement across your accounts.</li>
<li>Drive net new opportunities by introducing additional AI capabilities, platforms, solutions, partners, and managed services and displacing incumbent providers.</li>
<li>Shape and influence client priorities, aligning Toptal’s AI solutions to critical business objectives and measurable, validated outcomes.</li>
<li>Execute against a defined growth plan tied to measurable outcomes.</li>
</ul>
<h4 id="in-the-first-year-expect-to">In the first year, expect to:</h4>
<ul style="list-style-type: initial;">
<li>Have built a list of incredible client accounts, advising them on how to utilize Toptal’s AI capabilities to address their priorities and key business challenges.</li>
<li>Establish and expand a strong executive network across your portfolio, building a foundation of advocates and sponsors.</li>
<li>Begin to mentor new members of the team, teaching them about Toptal, our AI model, and how to successfully grow their territory.</li>
<li>Be recognized for your subject matter expertise in enterprise AI solutions, leveraging your existing network and relationships as well as your proven consultative selling skills to drive meaningful results for your clients and the overall AI Services team.</li>
</ul>
<h3 id="qualifications-and-job-requirements">Qualifications and Job Requirements:</h3>
<ul style="list-style-type: initial;">
<li>Bachelor’s degree is required.</li>
<li>7-10+ years of experience in enterprise technology, AI software, professional services, or consulting sales, with a strong foundation in enterprise account development and complex solution selling.</li>
<li>Direct experience selling enterprise AI solutions is required, ideally including forward-deployed AI solutions, AI software or platforms, AI consulting and professional services, or managed AI services.</li>
<li>Extensive experience in consultative customer engagement and selling service-oriented, technology-enabled, or outcome-based solutions to enterprise clients.</li>
<li>Demonstrated success building a book of business from the ground up, i.e. self-sourcing, prospecting, and developing new enterprise relationships rather than relying on an inherited portfolio.</li>
<li>Proven track record managing a $5M+ annualized gross portfolio and closing $250K-$1M+ complex, multi-phase deals with enterprise clients with $2B+ in annual revenue.</li>
<li>Must be comfortable engaging C-level executives on how AI is changing their business, technology environment, operating model, workforce, and competitive landscape.</li>
<li>A well-rounded understanding of enterprise AI challenges and trends, including generative AI, agentic AI, AI applications and platforms, enterprise data and knowledge, models, workflow automation, governance, evaluation, controls, and managed AI operations.</li>
<li>Ability to have informed discussions about how AI moves from strategy and experimentation into real enterprise workflows and production environments, including the importance of context, data, integration, validation, governance, adoption, and ongoing operations.</li>
<li>Experience selling solutions involving leading AI, cloud, data, or enterprise technology platforms, and the ability to work in a platform-flexible environment across client technology ecosystems.</li>
<li>Exposure to hybrid talent models, forward-deployed delivery models, or alternative consulting delivery models.</li>
<li>Ability to build and execute account plans that lead to consistent portfolio growth and a healthy pipeline.</li>
<li>Proven success in collaborative prospecting, running virtual and on-site sales calls, and leading sales pursuits backed by a multidisciplinary team.</li>
<li>Experience negotiating complex service agreements with procurement and legal departments within enterprise accounts.</li>
<li>Ability to partner effectively across multiple internal teams to shape innovative solutions that drive client success.</li>
<li>Willingness and ability to travel to client sites, conferences, and team events (up to 25%).</li>
<li>Passion for solving client problems with creativity and urgency.</li>
<li>Regular or periodic travel to meet and engage with Toptal clients and customers both inside and outside of your geographic location.</li>
<li>Outstanding written and verbal communication skills.</li>
<li>Ability to work in a fast-paced, rapidly growing company and handle a wide variety of challenges, deadlines, and a diverse array of contacts.</li>
<li>You must be a world-class individual contributor to thrive at Toptal. You will not be here just to tell other people what to do.</li>
</ul>
</div>

Enterprise Sales Executive, AI Solutions

<div>
<h3 id="about-toptal">About Toptal</h3>
<p>Toptal is a global network of top talent in business, design, and technology that enables companies to scale their teams, on-demand. With $200+ million in annual revenue&nbsp;<strong>and team members based around the globe</strong>, Toptal is the&nbsp;<a href="https://www.toptal.com/remote-work-playbook">world’s largest fully remote workforce</a>.</p>
<p>We take the best elements of virtual teams and combine them with a support structure that encourages innovation, social interaction, and fun. We see no borders, move at a fast pace, and are never afraid to break the mold.</p>
<h3 id="job-summary">Job Summary:</h3>
<p>As a Sales Development Representative (SDR) on our Staffing team, you will drive business growth by identifying opportunities with target clients. You’ll play a pivotal role in identifying potential customers, generating new business opportunities, and providing support to both customers and our team. You will set the stage for successful sales interactions through cold outreach efforts and nurturing relationships to secure qualified meetings for our sales team. If you’re a self-motivated individual with a passion for sales, we encourage you to join our team!</p>
<p>This is a remote position. We do not offer visa sponsorship or assistance. Applicants must be authorized to work in the US at the time of hire. Resumes and communication must be submitted in English.</p>
<h3 id="responsibilities">Responsibilities:</h3>
<p><em>The following information is intended to describe the general nature and level of work being performed. It is not intended to be an exhaustive list of all duties, responsibilities, or required skills.</em></p>
<ul style="list-style-type: initial;">
<li><strong>Sales:</strong>&nbsp;Understand current and future demand. Enable, educate, and directly support the sales force to best position this practice with Toptal clients and win new business. Lead client conversations, presenting Toptal’s perspective on innovation and experience topics, and ask exploratory questions to better understand client needs.</li>
<li><strong>Begin the Relationship:</strong>&nbsp;Through lead-generation activities and cold-calling, you will prospect, educate, qualify, and develop sales-ready leads and opportunities from unsigned clients and accounts. You will enthusiastically explain Toptal’s vision, pinpoint opportunities, and generate interest.</li>
<li><strong>Client and Industry Knowledge:</strong>&nbsp;Clients are at the heart of everything we do. As the first point of contact for future Enterprise and SMB clients, you will be building rapport through strategic outreach and a well-rounded client and industry knowledge. Researching clients and staying informed on industry trends will be key to your success.</li>
<li><strong>Collaborate with Team Members:</strong>&nbsp;You will collaborate with your team and Staffing Sales Executive to pursue opportunities, recommend appropriate follow-up actions, and schedule qualified meetings. Communicating via Zoom and Slack is critical to maintaining a high level of collaboration and clear communication within the team.</li>
<li><strong>Growth and Development:</strong>&nbsp;Our team has an aversion to complacency. We are always looking to improve both individually and as a team. Being open to and implementing feedback will be critical success factors in this role and at Toptal. As you become more comfortable in the role, you will help evolve our demand generation strategy and tactics.</li>
</ul>
<h4 id="in-the-first-week-expect-to">In the first week, expect to:</h4>
<ul style="list-style-type: initial;">
<li>Onboard and integrate into Toptal.</li>
<li>Learn Toptal’s model, our value proposition, and our story.</li>
<li>Work with cross-functional teams to understand how you can utilize our incredible global team to build client relationships and drive success.</li>
<li>Learn the breadth of Toptal’s impact on the world’s largest companies.</li>
<li>Grasp the importance of the SDR function to the success of Toptal.</li>
<li>Understand our sales method and our selling process to set you up for success.</li>
</ul>
<h4 id="in-the-first-month-expect-to">In the first month, expect to:</h4>
<ul style="list-style-type: initial;">
<li>Complete our personalized sales training program with mock calls, cold calls, and role-play scenarios.</li>
<li>Learn how to use Salesforce.com (our CRM) and other SaaS outreach tools (ZoomInfo, SalesLoft, LinkedIn Sales Navigator).</li>
<li>Integrate into your pod, partner with Staffing Sales Executives and Staffing Sales Leadership, and begin targeting strategic accounts.</li>
<li>Learn the process for outreach, including calling, emailing, and LinkedIn messaging. Implement an outreach process and hit 1-month objectives.</li>
<li>Learn how to analyze industry drivers, business problems, and target buyers.</li>
</ul>
<h4 id="in-the-first-three-months-expect-to">In the first three months, expect to:</h4>
<ul style="list-style-type: initial;">
<li>Become fully ramped on the SDR team, attaining your metrics, which include calls, emails, and other sales activities.</li>
<li>Exercising discretion and independent judgment, uncover new opportunities within existing accounts and target accounts that result in revenue-generating engagements for Toptal.</li>
<li>Hit call/email quotas and fully ramped objectives.</li>
<li>Become proficient in using our SaaS tools.</li>
<li>Learn how to maintain excellent data integrity in Salesforce.com.</li>
</ul>
<h4 id="in-the-first-six-months-expect-to">In the first six months, expect to:</h4>
<ul style="list-style-type: initial;">
<li>Continuously hit fully ramped quotas and objectives.</li>
<li>Assist with training and onboarding new SDRs.</li>
<li>Build new and existing client relationships, expand Toptal’s partnerships, and continue to execute account plans.</li>
<li>Suggest, implement, and experiment with new lead and demand generation activities.</li>
</ul>
<h4 id="in-the-first-year-expect-to">In the first year, expect to:</h4>
<ul style="list-style-type: initial;">
<li>Have built a portfolio of net new accounts from the strategic account list.</li>
<li>Become a mentor to new members of the team, helping them learn about Toptal, our model, and how proper sales development practices can improve relationships and increase revenue.</li>
</ul>
<h3 id="qualifications-and-job-requirements">Qualifications and Job Requirements:</h3>
<ul style="list-style-type: initial;">
<li>Bachelor’s degree is required.</li>
<li>1-3 years of experience as an Enterprise SDR within the Staffing industry or related Staffing verticals.</li>
<li>Knowledgeable. Broad understanding of business challenges encountered by Enterprise clients across key staffing verticals, including Manufacturing, Logistics &amp; Distribution, Industrial, Engineering, Healthcare, E-commerce &amp; Retail, and Skilled Trades.</li>
<li>Critical thinking. Critically think through the challenges clients face to create new opportunities from unsigned clients and accounts.</li>
<li>Perseverance. Be relentless and push towards your goal.</li>
<li>Passion. Enthusiasm and ambition to succeed in this role, as it can be difficult if you hate rejection.</li>
<li>Curiosity. A desire to understand people, their problems, their companies, and their industries.</li>
<li>Conscientiousness. We’re not doing a simple SaaS sale, so discussions may get technical. Understanding sophisticated issues and explaining them to clients is important.</li>
<li>Motivated. Be highly motivated and continuously strive for personal and professional improvement.</li>
<li>Resourceful. Think about target accounts as your own business - we want self-starters who are passionate about hunting for new accounts, and who thrive with the freedom and accountability of leading their portion of the business.</li>
<li>Proactive. Understand our mission and do the work required to drive us to that goal, by following a process and being creative.</li>
<li>Communication. You must exhibit outstanding written and verbal communication skills. Communication is the lifeblood of both internal and external relationships. Demonstrate excellent communication in all forms, across a wide variety of personality types, roles, and geographies.</li>
<li>Team. Nothing we do is done in isolation. Success depends on your ability to work as a team both within Toptal and within your client accounts.</li>
<li>Ownership. Exhibit ownership of accounts, successes, and failures.</li>
<li>Problem Solver. Life throws in minor challenges beyond the primary problems this role is meant to solve. You must have the ability to take those in stride and persist despite setbacks.</li>
<li>Prioritization. The nature of this role requires that you understand the priorities and timelines associated with each of your accounts and execute appropriately with those in mind.</li>
<li>Outstanding written and verbal communication skills.</li>
<li>Ability to work in a fast-paced, rapidly growing company and handle a wide variety of challenges, deadlines, and a diverse array of contacts.</li>
<li>You must be a world-class individual contributor to thrive at Toptal. You will not be here just to tell other people what to do.</li>
</ul>
<h4 id="essential-job-functions">Essential Job Functions</h4>
<ul style="list-style-type: initial;">
<li>Regularly and reliably attend scheduled virtual team meetings on camera.</li>
<li>Work independently with minimal supervision.</li>
<li>Use all required digital collaboration tools.</li>
<li>Prioritize and self-manage workflows and deadlines.</li>
</ul>
<h3 id="us-flsa-classification--full-timeexempt">US FLSA Classification: Full-Time/Exempt</h3>
<p>&nbsp;</p>
<p><em>This position receives a base salary and is also eligible to earn monthly commissions based on revenue generated from engagements sold. For candidates who meet the qualifications and job requirements listed above, Individual pay is determined by work location and additional factors, including job-related skills, experience, and relevant education or training.</em></p>
<p><em>Applications are accepted on an ongoing basis. In the US, Toptal’s benefit offerings include participation in a 401(k) retirement plan; medical, dental, and vision health insurance plans; basic life insurance coverage and short-term and long-term disability coverage; access to flexible spending, dependent care, and health savings accounts; access to telehealth virtual doctors; an employee assistance program; and flexible paid time off.</em></p>
</div>

Sales Development Representative, Staffing - US-Based

<div>
<h3 id="about-toptal">About Toptal</h3>
<p>Toptal is a global network of top talent in business, design, and technology that enables companies to scale their teams, on-demand. With $200+ million in annual revenue&nbsp;<strong>and team members based around the globe</strong>, Toptal is the&nbsp;<a href="https://www.toptal.com/remote-work-playbook">world’s largest fully remote workforce</a>.</p>
<p>We take the best elements of virtual teams and combine them with a support structure that encourages innovation, social interaction, and fun. We see no borders, move at a fast pace, and are never afraid to break the mold.</p>
<h3 id="job-summary">Job Summary:</h3>
<p>As a Sales Development Representative (SDR) on our Staffing team, you will drive business growth by identifying opportunities with target clients. You’ll play a pivotal role in identifying potential customers, generating new business opportunities, and providing support to both customers and our team. You will set the stage for successful sales interactions through cold outreach efforts and nurturing relationships to secure qualified meetings for our sales team. If you’re a self-motivated individual with a passion for sales, we encourage you to join our team!</p>
<p>This is a remote position. We do not offer visa sponsorship or assistance. Resumes and communication must be submitted in English.</p>
<h3 id="responsibilities">Responsibilities:</h3>
<p><em>The following information is intended to describe the general nature and level of work being performed. It is not intended to be an exhaustive list of all duties, responsibilities, or required skills.</em></p>
<ul style="list-style-type: initial;">
<li><strong>Sales:</strong>&nbsp;Understand current and future demand. Enable, educate, and directly support the sales force to best position this practice with Toptal clients and win new business. Lead client conversations, presenting Toptal’s perspective on innovation and experience topics, and ask exploratory questions to better understand client needs.</li>
<li><strong>Begin the Relationship:</strong>&nbsp;Through lead-generation activities and cold-calling, you will prospect, educate, qualify, and develop sales-ready leads and opportunities from unsigned clients and accounts. You will enthusiastically explain Toptal’s vision, pinpoint opportunities, and generate interest.</li>
<li><strong>Client and Industry Knowledge:</strong>&nbsp;Clients are at the heart of everything we do. As the first point of contact for future Enterprise and SMB clients, you will be building rapport through strategic outreach and a well-rounded client and industry knowledge. Researching clients and staying informed on industry trends will be key to your success.</li>
<li><strong>Collaborate with Team Members:</strong>&nbsp;You will collaborate with your team and Staffing Sales Executive to pursue opportunities, recommend appropriate follow-up actions, and schedule qualified meetings. Communicating via Zoom and Slack is critical to maintaining a high level of collaboration and clear communication within the team.</li>
<li><strong>Growth and Development:</strong>&nbsp;Our team has an aversion to complacency. We are always looking to improve both individually and as a team. Being open to and implementing feedback will be critical success factors in this role and at Toptal. As you become more comfortable in the role, you will help evolve our demand generation strategy and tactics.</li>
</ul>
<h4 id="in-the-first-week-expect-to">In the first week, expect to:</h4>
<ul style="list-style-type: initial;">
<li>Onboard and integrate into Toptal.</li>
<li>Learn Toptal’s model, our value proposition, and our story.</li>
<li>Work with cross-functional teams to understand how you can utilize our incredible global team to build client relationships and drive success.</li>
<li>Learn the breadth of Toptal’s impact on the world’s largest companies.</li>
<li>Grasp the importance of the SDR function to the success of Toptal.</li>
<li>Understand our sales method and our selling process to set you up for success.</li>
</ul>
<h4 id="in-the-first-month-expect-to">In the first month, expect to:</h4>
<ul style="list-style-type: initial;">
<li>Complete our personalized sales training program with mock calls, cold calls, and role-play scenarios.</li>
<li>Learn how to use Salesforce.com (our CRM) and other SaaS outreach tools (ZoomInfo, SalesLoft, LinkedIn Sales Navigator).</li>
<li>Integrate into your pod, partner with Staffing Sales Executives and Staffing Sales Leadership, and begin targeting strategic accounts.</li>
<li>Learn the process for outreach, including calling, emailing, and LinkedIn messaging. Implement an outreach process and hit 1-month objectives.</li>
<li>Learn how to analyze industry drivers, business problems, and target buyers.</li>
</ul>
<h4 id="in-the-first-three-months-expect-to">In the first three months, expect to:</h4>
<ul style="list-style-type: initial;">
<li>Become fully ramped on the SDR team, attaining your metrics, which include calls, emails, and other sales activities.</li>
<li>Exercising discretion and independent judgment, uncover new opportunities within existing accounts and target accounts that result in revenue-generating engagements for Toptal.</li>
<li>Hit call/email quotas and fully ramped objectives.</li>
<li>Become proficient in using our SaaS tools.</li>
<li>Learn how to maintain excellent data integrity in Salesforce.com.</li>
</ul>
<h4 id="in-the-first-six-months-expect-to">In the first six months, expect to:</h4>
<ul style="list-style-type: initial;">
<li>Continuously hit fully ramped quotas and objectives.</li>
<li>Assist with training and onboarding new SDRs.</li>
<li>Build new and existing client relationships, expand Toptal’s partnerships, and continue to execute account plans.</li>
<li>Suggest, implement, and experiment with new lead and demand generation activities.</li>
</ul>
<h4 id="in-the-first-year-expect-to">In the first year, expect to:</h4>
<ul style="list-style-type: initial;">
<li>Have built a portfolio of net new accounts from the strategic account list.</li>
<li>Become a mentor to new members of the team, helping them learn about Toptal, our model, and how proper sales development practices can improve relationships and increase revenue.</li>
</ul>
<h3 id="qualifications-and-job-requirements">Qualifications and Job Requirements:</h3>
<ul style="list-style-type: initial;">
<li>Bachelor’s degree is required.</li>
<li>1-3 years of experience as an Enterprise SDR within the Staffing industry or related Staffing verticals.</li>
<li>Knowledgeable. Broad understanding of business challenges encountered by Enterprise clients across key staffing verticals, including Manufacturing, Logistics &amp; Distribution, Industrial, Engineering, Healthcare, E-commerce &amp; Retail, and Skilled Trades.</li>
<li>Critical thinking. Critically think through the challenges clients face to create new opportunities from unsigned clients and accounts.</li>
<li>Perseverance. Be relentless and push towards your goal.</li>
<li>Passion. Enthusiasm and ambition to succeed in this role, as it can be difficult if you hate rejection.</li>
<li>Curiosity. A desire to understand people, their problems, their companies, and their industries.</li>
<li>Conscientiousness. We’re not doing a simple SaaS sale, so discussions may get technical. Understanding sophisticated issues and explaining them to clients is important.</li>
<li>Motivated. Be highly motivated and continuously strive for personal and professional improvement.</li>
<li>Resourceful. Think about target accounts as your own business - we want self-starters who are passionate about hunting for new accounts, and who thrive with the freedom and accountability of leading their portion of the business.</li>
<li>Proactive. Understand our mission and do the work required to drive us to that goal, by following a process and being creative.</li>
<li>Communication. You must exhibit outstanding written and verbal communication skills. Communication is the lifeblood of both internal and external relationships. Demonstrate excellent communication in all forms, across a wide variety of personality types, roles, and geographies.</li>
<li>Team. Nothing we do is done in isolation. Success depends on your ability to work as a team both within Toptal and within your client accounts.</li>
<li>Ownership. Exhibit ownership of accounts, successes, and failures.</li>
<li>Problem Solver. Life throws in minor challenges beyond the primary problems this role is meant to solve. You must have the ability to take those in stride and persist despite setbacks.</li>
<li>Prioritization. The nature of this role requires that you understand the priorities and timelines associated with each of your accounts and execute appropriately with those in mind.</li>
<li>Outstanding written and verbal communication skills.</li>
<li>Ability to work in a fast-paced, rapidly growing company and handle a wide variety of challenges, deadlines, and a diverse array of contacts.</li>
<li>You must be a world-class individual contributor to thrive at Toptal. You will not be here just to tell other people what to do.</li>
</ul>
</div>

Sales Development Representative, Staffing

<div>
<h3 id="about-toptal">About Toptal</h3>
<p>Toptal is a global network of top talent in business, design, and technology that enables companies to scale their teams, on-demand. With $200+ million in annual revenue&nbsp;<strong>and team members based around the globe</strong>, Toptal is the&nbsp;<a href="https://www.toptal.com/remote-work-playbook">world’s largest fully remote workforce</a>.</p>
<p>We take the best elements of virtual teams and combine them with a support structure that encourages innovation, social interaction, and fun. We see no borders, move at a fast pace, and are never afraid to break the mold.</p>
<h3 id="job-summary">Job Summary</h3>
<p>Our Client Advisors turn inbound interest from small- and medium-sized businesses into Toptal clients. You will be the first conversation a prospective client has with Toptal. You will respond to immediate-assistance requests within five minutes, quickly understand the business problem behind the request, connect necessary Toptal specialists, and help guide the client forward through the sales process.</p>
<p>You will need to do a great deal in a short conversation: establish trust, diagnose the need, recognize relevant opportunities, explain Toptal’s value proposition, address concerns, and convert the business to sale. This is a high energy, consultative sales role at inbound velocity where excellence will mean running a high volume of first conversations, asking better questions than the client expected, and constantly building momentum along the right Toptal offering path.</p>
<p>You will need to bring clarity and articulate value across Toptal’s full portfolio: specialized talent, global hiring and payroll through HireGlobal, and our AI-driven, platform-powered, outcome-focused services offerings.</p>
<p>Your ownership continues after the first call. You will represent the client through technical stages, keep them engaged between conversations, and resolve issues that slow a decision. You will manage those active opportunities alongside new incoming inquiries, knowing when to bring in specialists for deeper expertise.</p>
<p>Our ideal candidate is ambitious, competitive, driven by client service, and pairs that drive with genuine curiosity about how businesses work. If you want to build real consultative selling skills in a fast-paced environment and be compensated for it, this is the team you want to be part of.</p>
<p>This is a remote position. We do not offer visa sponsorship or assistance. Resumes and communication must be submitted in English.</p>
<h3 id="responsibilities">Responsibilities</h3>
<p><em>The following information is intended to describe the general nature and level of work being performed. It is not intended to be an exhaustive list of all duties, responsibilities, or required skills.</em></p>
<ul style="list-style-type: initial;">
<li><strong>Discovery and Diagnosis:</strong>&nbsp;You will run high energy, open-ended discovery on every inbound conversation. You will quickly establish rapport, understand what prompted the client to reach out, and uncover the business objective behind the stated request. You will use this to build the necessary sales momentum to keep clients engaged, earning the right to recommend before you recommend.</li>
<li><strong>Qualify, Manage, and Win the Opportunity:</strong>&nbsp;You will quickly identify what is driving the need, whether there is a real opportunity, identify the metrics that matter most to the client, and who is involved in the decision. You will explain why the relevant Toptal offering fits, address the client’s concerns, and ask for commitment. You will manage deal cycles from discovery through close and maintain accurate pipeline and forecast data in our CRM.</li>
<li><strong>Own progress after the call:</strong>&nbsp;You will give any necessary specialists a clear account of the client’s needs and prepare them for subsequent conversations, stay close as technical questions are resolved, and keep the client engaged through the next decision. Maintain clear next steps, timing, and blockers for each active opportunity while responding to new inbound requests.</li>
<li><strong>Portfolio Selling:</strong>&nbsp;Clients rarely arrive with their full set of needs articulated. You will be responsible for understanding the client’s broader growth plans, including global hiring, EOR and payroll needs, marketing and sales growth, financial, and technology challenges, and for positioning Toptal as a strategic partner rather than a single-transaction vendor.</li>
<li><strong>Client Experience:</strong>&nbsp;Clients are at the heart of everything we do. You will execute a client-centric approach across every interaction during pre-defined working hours, running rapid research on clients before outreach, asking focused questions to fill the gaps, and staying current on industry trends and the competitive landscape so that you bring a point of view to the conversation.</li>
<li><strong>Collaboration:</strong>&nbsp;You will work with your team and with cross-functional partners, including matching, delivery, HireGlobal, and Toptal’s service offerings experts, to respond promptly to high-volume inbound inquiries and to bring the right expertise into a deal at the right moment. Communicating clearly over Zoom and Slack is critical.</li>
<li><strong>Growth and Development:</strong>&nbsp;Our SMB team improves individually and as a team. You will review your own calls, seek and act on feedback, and contribute what you learn back to the team.</li>
</ul>
<h4 id="in-the-first-week-expect-to">In the first week, expect to:</h4>
<ul style="list-style-type: initial;">
<li>Onboard and integrate into Toptal.</li>
<li>Learn Toptal’s model, our team members, and our story.</li>
<li>Begin our 1-1 sales training covering our value proposition, discovery framework, sales process, and delivery method.</li>
<li>Become acquainted with the cross-functional teams you will work with to close new business.</li>
<li>Listen to recorded client calls and identify what the advisor did well and what they missed.</li>
</ul>
<h4 id="in-the-first-month-expect-to">In the first month, expect to:</h4>
<ul style="list-style-type: initial;">
<li>Complete our personalized sales training program, including mock calls and role-play scenarios.</li>
<li>Run an inbound conversation independently: identify the client’s need, explain the relevant offering and value proposition, handle common concerns, and ask for commitment.</li>
<li>Prepare clear briefs to bring necessary specialist teams into opportunities.</li>
<li>Begin closing new business, while exercising discretion and independent judgment.</li>
</ul>
<h4 id="in-the-first-three-months-expect-to">In the first three months, expect to:</h4>
<ul style="list-style-type: initial;">
<li>Be fully ramped and integrated into the team.</li>
<li>Complete additional vertical-specific training.</li>
<li>Manage incoming leads alongside active opportunities, keep clients engaged through technical stages, and deliver against conversion and conversation-quality targets.</li>
<li>Maintain a healthy, accurately forecast pipeline moving through your funnel.</li>
</ul>
<h4 id="in-the-first-six-months-expect-to">In the first six months, expect to:</h4>
<ul style="list-style-type: initial;">
<li>Have a solid history of claiming and closing new business by consistently meeting or exceeding both sales and quality expectations and targets.</li>
<li>Identify where opportunities are losing momentum and improve your follow-through using evidence from your own work.</li>
<li>Suggest process improvement areas to increase team efficiency and effectiveness, which may include providing consultation or advice to management on policies and procedures.</li>
</ul>
<h4 id="in-the-first-year-expect-to">In the first year, expect to:</h4>
<ul style="list-style-type: initial;">
<li>Mentor new team members, helping them learn our model and pass along standard methodologies.</li>
<li>Demonstrate sustained sales and quality performance across initial conversion and continued partnership opportunities on inbound existing clients.</li>
<li>Be a reference point for the team on discovery quality and on positioning the full Toptal portfolio.</li>
<li>Become a productive, collaborative, and consistent contributor to the team.</li>
</ul>
<h3 id="required-qualifications">Required Qualifications</h3>
<ul style="list-style-type: initial;">
<li>2–3 years of B2B sales experience (Account Executive, Inside Sales, Sales Development, Account Representative, or a related role).</li>
<li>Demonstrated experience converting inbound opportunities into paying customers at scale, owning the sale from first call to close.</li>
<li>Experience coordinating parallel sales opportunities, and maintaining sales momentum while other teams complete necessary work.</li>
<li>Outstanding written and verbal communication skills.</li>
<li>Full availability during your working hours to take client calls.</li>
<li>Ability to work and thrive in a fast-paced, rapidly growing company, managing a high volume of clients alongside competing deadlines.</li>
<li>Exceptional time management is key to success in this role.</li>
</ul>
<h4 id="preferred-qualifications">Preferred Qualifications</h4>
<ul style="list-style-type: initial;">
<li>Software, tech, or professional-services sales experience.</li>
<li>Exposure to a named sales methodology — MEDDPICC, Challenger, SPIN, Sandler, or similar.</li>
<li>Experience selling more than one product or service line into the same account.</li>
<li>Familiarity with global hiring, EOR, or payroll concepts.</li>
<li>Fluency with modern sales tooling, including AI-assisted research, call review, and CRM workflows.</li>
</ul>
<h3 id="core-competencies">Core Competencies</h3>
<ul style="list-style-type: initial;">
<li><strong>Consultative discovery.</strong>&nbsp;You ask open-ended questions, listen for what is not being said, and diagnose before you prescribe. You are comfortable sitting in a question rather than rushing to a pitch.</li>
<li><strong>Qualification discipline.</strong> You know the difference between interest and intent. You can articulate why a deal will close, who will sign, and what happens if the client does nothing.</li>
<li><strong>Business acumen.</strong>&nbsp;You can hold a credible conversation with a founder or business owner about growth, hiring, cost, and risk — and connect what you sell to what they are trying to achieve.</li>
<li><strong>Point of view.</strong>&nbsp;You bring insight to the conversation. You are willing to respectfully reframe a client’s thinking when their stated request isn’t the best path to their goal.</li>
<li><strong>Client-centricity.</strong> You uncover and resolve client issues through value-based selling, and you are direct about fit when Toptal isn’t the right answer.</li>
<li><strong>Will to win.</strong> You are naturally competitive and looking to exceed quota, not just meet it. We provide a base salary plus uncapped commission, and we want our Client Advisors to make the most of it.</li>
<li><strong>Learn-it-all mindset.</strong> You constantly seek feedback from peers and leaders, review your own calls, and share what you learn with the team.</li>
<li><strong>Ownership.</strong> You operate as a self-directed individual contributor who takes full accountability for your pipeline and your results, while collaborating effectively with the cross-functional partners who help you win.</li>
</ul>
</div>

Client Advisor

<div>
<h3 id="about-toptal">About Toptal</h3>
<p>Toptal is a global network of top talent in business, design, and technology that enables companies to scale their teams, on-demand. With $200+ million in annual revenue&nbsp;<strong>and team members based around the globe</strong>, Toptal is the&nbsp;<a href="https://www.toptal.com/remote-work-playbook">world’s largest fully remote workforce</a>.</p>
<p>We take the best elements of virtual teams and combine them with a support structure that encourages innovation, social interaction, and fun. We see no borders, move at a fast pace, and are never afraid to break the mold.</p>
<h3 id="position-description">Position Description:</h3>
<p>As SVP, Product, you will shape the vision as to where Toptal’s products and platforms go next and then drive the execution to build them. This is the most senior product role in the company. You will report to the Chief Executive Officer, sit on the executive team, and work collaboratively with our Engineering, Design, Finance, Marketing, New Businesses, Professional Services, and Customer leaders. AI is not a line item on your roadmap. It is the roadmap.</p>
<p>You should be Toptal’s foremost expert on what AI means for products and platforms. That means real depth in fine-tuning and post-training, agent design and evaluation, and the economics of running models in production, along with the judgment to know which applies to us. Work directly with our AI researchers rather than through them. We expect both the AI agenda and the product strategy to originate with you. We will react to your plan rather than hand you ours.</p>
<p>This is a hands-on role. You will write your own specs and pull your own data. When you think an agent could take over a piece of work, you will build a rough version and find out whether it holds up before anyone budgets for it. You will sit in product reviews and say what you actually think. We move fast, and we need Product setting the pace. You will own and set the standards for the hiring bar for the product team, bringing in talent that will advance Toptal to the next level.</p>
<p>Your remit runs across the business: the core platform, the talent and client experiences, the internal systems that run it, the products we take to market, and the data and AI platform underneath them. You will work hand in hand with Engineering on the platform all of it runs on, fold acquisitions and new products into the portfolio, and know growth marketing cold, because how a product reaches the market is part of building it.</p>
<p>Product is yours to shape at blazing speed: scoping, sizing the teams, planning headcount, and defining the role and the bar for every seat. None of that is beneath the role, and we are not interested in someone who thinks these tasks can be done properly by handing them off to HR. Hiring is the highest-leverage work you do, and we want someone who is visibly excited about landing an A player and treats an open seat as urgent. Your own dedication and hard work will set the tone, and the people you bring in should be inspired to do the best work of their careers on this team. We are looking for the person who will define what an AI-native product organization looks like and then run it successfully.</p>
<p>This is a remote position. Resumes and communication must be submitted in English.</p>
<h3 id="responsibilities">Responsibilities:</h3>
<p><em>The following information is intended to describe the general nature and level of work being performed. It is not intended to be an exhaustive list of all duties, responsibilities, or required skills.</em></p>
<p><strong>AI and agentic product</strong></p>
<ul style="list-style-type: initial;">
<li>Own Toptal’s AI product strategy: where agents and models belong across the marketplace, the talent and client experiences, our internal systems, and the products we take to market, along with the business outcomes they carry.</li>
<li>Decide what we build with AI and what we do not, including build-versus-buy on models and tooling and the packaging and pricing of AI-enabled products.</li>
<li>Make AI quality measurable through evals, acceptance bars, and review loops, and partner with Engineering on the platform as its most demanding customer.</li>
<li>Rebuild how Product works using AI, raising the output and judgment of every product manager through AI-assisted discovery, research, prototyping, and analysis. Product managers have to want this rather than comply with it, and creating that pull is on you.</li>
</ul>
<p><strong>Portfolio and operating model</strong></p>
<ul style="list-style-type: initial;">
<li>Own the vision, strategy, and multi-year roadmap for the whole portfolio: what we build, what we sunset, and how investment is distributed across growth, platform, and operational leverage.</li>
<li>Establish the product operating model and the metrics behind it, so decisions are made on evidence and user research rather than opinion.</li>
<li>Own the product integration of acquisitions and new products, and act as a senior voice of the customer for both talent and clients.</li>
</ul>
<p><strong>Team and accountability</strong></p>
<ul style="list-style-type: initial;">
<li>Decide what a product team should look like now that the roles have blurred, where the product manager believes they can design and code, the engineer believes they can do product and design, and the designer believes they can code and do product.</li>
<li>Own resourcing and workforce planning, and hit time-sensitive hiring commitments.</li>
<li>Review the product work directly, develop people against a clear bar, and raise it as the organization grows.</li>
</ul>
<h4 id="in-the-first-week-expect-to">In the first week, expect to:</h4>
<ul style="list-style-type: initial;">
<li>Work to get up to speed with how the organization runs, including how our operational frameworks work.</li>
<li>Begin building relationships with the CEO, the executive team, and your direct reports.</li>
<li>Begin learning Toptal’s platform architecture, marketplace dynamics, internal tooling, and current AI initiatives and capabilities.</li>
</ul>
<h4 id="in-the-first-month-expect-to">In the first month, expect to:</h4>
<ul style="list-style-type: initial;">
<li>Assess the current state of the Product organization and its AI maturity: its people, its roadmap, its rituals, and where the gaps are, including the team against the bar this role requires.</li>
<li>Bring the executive team a product strategy no one asked you for.</li>
<li>Become acquainted with the full product portfolio, the company’s goals, and those you will partner with.</li>
<li>Establish a shared view with the CEO and the executive team of the company’s priorities and how product supports them.</li>
<li>Start collaborating closely with your product teams.</li>
</ul>
<h4 id="in-the-first-three-months-expect-to">In the first three months, expect to:</h4>
<ul style="list-style-type: initial;">
<li>Own the product portfolio, its strategy, and its roadmap, and be executing your own plan with at least one AI-enabled capability already in production and measured.</li>
<li>Present your resourcing plan and a clear point of view to the executive team on where product investment should concentrate, what should be deprioritized, and why.</li>
<li>Establish or refine the product operating model: planning cadence, prioritization framework, and the metrics the organization will be held to, with the trust of the peers and teams you work with most closely.</li>
</ul>
<h4 id="in-the-first-six-months-expect-to">In the first six months, expect to:</h4>
<ul style="list-style-type: initial;">
<li>Show business impact from AI-enabled products in at least two core surfaces, with the evidence behind it, and visible progress against the top portfolio priorities measured against the metrics you defined.</li>
<li>Have the right leadership team in place, with a clear plan to close any remaining gaps.</li>
<li>Be inspiring and mentoring the teams you work with, upleveling how the organization brainstorms, collaborates, and executes, and charting a clear path for scaling Product’s impact.</li>
</ul>
<h4 id="in-the-first-year-expect-to">In the first year, expect to:</h4>
<ul style="list-style-type: initial;">
<li>Run a product organization recognized inside and outside Toptal as one of the most advanced in the industry, with AI leverage embedded in the portfolio and the operating model rather than living in a set of pilots.</li>
<li>Have built an exceptional product team doing the best work of their careers, with a record of building impactful products in a timely and elegant fashion.</li>
<li>Deliver on your roadmap priorities and promises, with a demonstrable link between product investment and business results, and Product established as a trusted, high-leverage function that the rest of the company plans around.</li>
</ul>
<h3 id="qualifications-and-job-requirements">Qualifications and Job Requirements:</h3>
<ul style="list-style-type: initial;">
<li>Bachelor’s degree is required, preferably in a technical discipline (Engineering, Computer Science, Information Systems). Masters is strongly preferred.</li>
<li>At least 15 years of proven software Product Management experience.</li>
<li>At least 8 years of experience leading Product organizations, including experience leading other product leaders (managing managers).</li>
<li>Proven ability to raise the level of a product organization through the people you hire and develop.</li>
<li>Proven ownership of resourcing and workforce planning, with a hiring track record you can quantify. You have made the hard calls when someone was not clearing the bar.</li>
<li>Experience owning an entire product portfolio at a high-growth technology company, with accountability for business outcomes and not solely delivery.</li>
<li>Demonstrated success setting product strategy at the executive level and translating it into an executable roadmap across multiple teams and domains.</li>
<li>Experience leading AI-enabled products, with a focus on delivering measurable business outcomes.</li>
<li>Deep, hands-on command of modern AI as a product discipline: agentic architectures, harness and orchestration design, retrieval, context engineering, fine-tuning, and evaluation, along with the economics of running models in production. You have shipped these yourself.</li>
<li>Further ahead on AI than the executives around you, able to teach it, and proven at moving an organization to adopt something it was not asking for.</li>
<li>Growth marketing fluency. You understand acquisition, activation, conversion, and retention well enough to build for them.</li>
<li>Experience with marketplace, platform, or two-sided business models is a strong plus.</li>
<li>Prior experience working as a Software Engineer is a strong plus.</li>
<li>Comfortable working with SQL or spreadsheets to analyze data, as well as conducting research with internal and external users.</li>
<li>Ability to creatively craft solutions through data and a user-centric approach.</li>
<li>Be meticulous and have a high bar for quality when writing user stories, brainstorming technical approaches, and testing a feature before it is released.</li>
<li>Be humble, willing to learn, and do whatever is needed to help us accomplish our goals.</li>
<li>Outstanding written and verbal communication skills.</li>
<li>Experience using agile development methodologies with globally distributed teams and the ability to keep up with a fast-paced and global company.</li>
<li>Ability to work in a fast-paced, rapidly growing company and handle a wide variety of challenges, deadlines, and a diverse array of contacts.</li>
<li>You must be a world-class individual contributor to thrive at Toptal, and you will not be here just to tell other people what to do.</li>
</ul>
<h4 id="essential-job-functions">Essential Job Functions</h4>
<ul style="list-style-type: initial;">
<li>Regularly and reliably attend scheduled virtual team meetings on camera.</li>
<li>Work independently with minimal supervision.</li>
<li>Use all required digital collaboration tools.</li>
<li>Prioritize and self-manage workflows and deadlines.</li>
</ul>
<h3 id="us-flsa-classification--full-timeexempt">US FLSA Classification: Full-Time/Exempt</h3>
</div>

SVP, Product - US-Based

<div>
<h3 id="about-toptal">About Toptal</h3>
<p>Toptal is a global network of top talent in business, design, and technology that enables companies to scale their teams, on-demand. With $200+ million in annual revenue&nbsp;<strong>and team members based around the globe</strong>, Toptal is the&nbsp;<a href="https://www.toptal.com/remote-work-playbook">world’s largest fully remote workforce</a>.</p>
<p>We take the best elements of virtual teams and combine them with a support structure that encourages innovation, social interaction, and fun. We see no borders, move at a fast pace, and are never afraid to break the mold.</p>
<h3 id="position-description">Position Description:</h3>
<p>As SVP, Product, you will shape the vision as to where Toptal’s products and platforms go next and then drive the execution to build them. This is the most senior product role in the company. You will report to the Chief Executive Officer, sit on the executive team, and work collaboratively with our Engineering, Design, Finance, Marketing, New Businesses, Professional Services, and Customer leaders. AI is not a line item on your roadmap. It is the roadmap.</p>
<p>You should be Toptal’s foremost expert on what AI means for products and platforms. That means real depth in fine-tuning and post-training, agent design and evaluation, and the economics of running models in production, along with the judgment to know which applies to us. Work directly with our AI researchers rather than through them. We expect both the AI agenda and the product strategy to originate with you. We will react to your plan rather than hand you ours.</p>
<p>This is a hands-on role. You will write your own specs and pull your own data. When you think an agent could take over a piece of work, you will build a rough version and find out whether it holds up before anyone budgets for it. You will sit in product reviews and say what you actually think. We move fast, and we need Product setting the pace. You will own and set the standards for the hiring bar for the product team, bringing in talent that will advance Toptal to the next level.</p>
<p>Your remit runs across the business: the core platform, the talent and client experiences, the internal systems that run it, the products we take to market, and the data and AI platform underneath them. You will work hand in hand with Engineering on the platform all of it runs on, fold acquisitions and new products into the portfolio, and know growth marketing cold, because how a product reaches the market is part of building it.</p>
<p>Product is yours to shape at blazing speed: scoping, sizing the teams, planning headcount, and defining the role and the bar for every seat. None of that is beneath the role, and we are not interested in someone who thinks these tasks can be done properly by handing them off to HR. Hiring is the highest-leverage work you do, and we want someone who is visibly excited about landing an A player and treats an open seat as urgent. Your own dedication and hard work will set the tone, and the people you bring in should be inspired to do the best work of their careers on this team. We are looking for the person who will define what an AI-native product organization looks like and then run it successfully.</p>
<p>This is a remote position. Resumes and communication must be submitted in English.</p>
<h3 id="responsibilities">Responsibilities:</h3>
<p><em>The following information is intended to describe the general nature and level of work being performed. It is not intended to be an exhaustive list of all duties, responsibilities, or required skills.</em></p>
<p><strong>AI and agentic product</strong></p>
<ul style="list-style-type: initial;">
<li>Own Toptal’s AI product strategy: where agents and models belong across the marketplace, the talent and client experiences, our internal systems, and the products we take to market, along with the business outcomes they carry.</li>
<li>Decide what we build with AI and what we do not, including build-versus-buy on models and tooling and the packaging and pricing of AI-enabled products.</li>
<li>Make AI quality measurable through evals, acceptance bars, and review loops, and partner with Engineering on the platform as its most demanding customer.</li>
<li>Rebuild how Product works using AI, raising the output and judgment of every product manager through AI-assisted discovery, research, prototyping, and analysis. Product managers have to want this rather than comply with it, and creating that pull is on you.</li>
</ul>
<p><strong>Portfolio and operating model</strong></p>
<ul style="list-style-type: initial;">
<li>Own the vision, strategy, and multi-year roadmap for the whole portfolio: what we build, what we sunset, and how investment is distributed across growth, platform, and operational leverage.</li>
<li>Establish the product operating model and the metrics behind it, so decisions are made on evidence and user research rather than opinion.</li>
<li>Own the product integration of acquisitions and new products, and act as a senior voice of the customer for both talent and clients.</li>
</ul>
<p><strong>Team and accountability</strong></p>
<ul style="list-style-type: initial;">
<li>Decide what a product team should look like now that the roles have blurred, where the product manager believes they can design and code, the engineer believes they can do product and design, and the designer believes they can code and do product.</li>
<li>Own resourcing and workforce planning, and hit time-sensitive hiring commitments.</li>
<li>Review the product work directly, develop people against a clear bar, and raise it as the organization grows.</li>
</ul>
<h4 id="in-the-first-week-expect-to">In the first week, expect to:</h4>
<ul style="list-style-type: initial;">
<li>Work to get up to speed with how the organization runs, including how our operational frameworks work.</li>
<li>Begin building relationships with the CEO, the executive team, and your direct reports.</li>
<li>Begin learning Toptal’s platform architecture, marketplace dynamics, internal tooling, and current AI initiatives and capabilities.</li>
</ul>
<h4 id="in-the-first-month-expect-to">In the first month, expect to:</h4>
<ul style="list-style-type: initial;">
<li>Assess the current state of the Product organization and its AI maturity: its people, its roadmap, its rituals, and where the gaps are, including the team against the bar this role requires.</li>
<li>Bring the executive team a product strategy no one asked you for.</li>
<li>Become acquainted with the full product portfolio, the company’s goals, and those you will partner with.</li>
<li>Establish a shared view with the CEO and the executive team of the company’s priorities and how product supports them.</li>
<li>Start collaborating closely with your product teams.</li>
</ul>
<h4 id="in-the-first-three-months-expect-to">In the first three months, expect to:</h4>
<ul style="list-style-type: initial;">
<li>Own the product portfolio, its strategy, and its roadmap, and be executing your own plan with at least one AI-enabled capability already in production and measured.</li>
<li>Present your resourcing plan and a clear point of view to the executive team on where product investment should concentrate, what should be deprioritized, and why.</li>
<li>Establish or refine the product operating model: planning cadence, prioritization framework, and the metrics the organization will be held to, with the trust of the peers and teams you work with most closely.</li>
</ul>
<h4 id="in-the-first-six-months-expect-to">In the first six months, expect to:</h4>
<ul style="list-style-type: initial;">
<li>Show business impact from AI-enabled products in at least two core surfaces, with the evidence behind it, and visible progress against the top portfolio priorities measured against the metrics you defined.</li>
<li>Have the right leadership team in place, with a clear plan to close any remaining gaps.</li>
<li>Be inspiring and mentoring the teams you work with, upleveling how the organization brainstorms, collaborates, and executes, and charting a clear path for scaling Product’s impact.</li>
</ul>
<h4 id="in-the-first-year-expect-to">In the first year, expect to:</h4>
<ul style="list-style-type: initial;">
<li>Run a product organization recognized inside and outside Toptal as one of the most advanced in the industry, with AI leverage embedded in the portfolio and the operating model rather than living in a set of pilots.</li>
<li>Have built an exceptional product team doing the best work of their careers, with a record of building impactful products in a timely and elegant fashion.</li>
<li>Deliver on your roadmap priorities and promises, with a demonstrable link between product investment and business results, and Product established as a trusted, high-leverage function that the rest of the company plans around.</li>
</ul>
<h3 id="qualifications-and-job-requirements">Qualifications and Job Requirements:</h3>
<ul style="list-style-type: initial;">
<li>Bachelor’s degree is required, preferably in a technical discipline (Engineering, Computer Science, Information Systems). Masters is strongly preferred.</li>
<li>At least 15 years of proven software Product Management experience.</li>
<li>At least 8 years of experience leading Product organizations, including experience leading other product leaders (managing managers).</li>
<li>Proven ability to raise the level of a product organization through the people you hire and develop.</li>
<li>Proven ownership of resourcing and workforce planning, with a hiring track record you can quantify. You have made the hard calls when someone was not clearing the bar.</li>
<li>Experience owning an entire product portfolio at a high-growth technology company, with accountability for business outcomes and not solely delivery.</li>
<li>Demonstrated success setting product strategy at the executive level and translating it into an executable roadmap across multiple teams and domains.</li>
<li>Experience leading AI-enabled products, with a focus on delivering measurable business outcomes.</li>
<li>Deep, hands-on command of modern AI as a product discipline: agentic architectures, harness and orchestration design, retrieval, context engineering, fine-tuning, and evaluation, along with the economics of running models in production. You have shipped these yourself.</li>
<li>Further ahead on AI than the executives around you, able to teach it, and proven at moving an organization to adopt something it was not asking for.</li>
<li>Growth marketing fluency. You understand acquisition, activation, conversion, and retention well enough to build for them.</li>
<li>Experience with marketplace, platform, or two-sided business models is a strong plus.</li>
<li>Prior experience working as a Software Engineer is a strong plus.</li>
<li>Comfortable working with SQL or spreadsheets to analyze data, as well as conducting research with internal and external users.</li>
<li>Ability to creatively craft solutions through data and a user-centric approach.</li>
<li>Be meticulous and have a high bar for quality when writing user stories, brainstorming technical approaches, and testing a feature before it is released.</li>
<li>Be humble, willing to learn, and do whatever is needed to help us accomplish our goals.</li>
<li>Outstanding written and verbal communication skills.</li>
<li>Experience using agile development methodologies with globally distributed teams and the ability to keep up with a fast-paced and global company.</li>
<li>Ability to work in a fast-paced, rapidly growing company and handle a wide variety of challenges, deadlines, and a diverse array of contacts.</li>
<li>You must be a world-class individual contributor to thrive at Toptal, and you will not be here just to tell other people what to do.</li>
</ul>
</div>

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