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>Our Account Managers grow and retain Toptal’s small- and medium-sized business clients. You will own a book of high-value SMB accounts, become a trusted advisor to each client, and proactively expand each relationship across Toptal’s full portfolio, including specialized talent, global hiring and payroll through HireGlobal, and our AI-driven, platform-powered, outcome-focused services offerings.</p>
<p>This is a high-energy, consultative growth role. You will look beyond the transactional request to understand the business problem behind it, identify needs the client has not yet voiced, and build account plans that turn one successful engagement into a broader partnership. Excellence in this role means asking better questions than the clients expect, keeping every engagement healthy, and consistently turning insight into expansion revenue.</p>
<p>You will own the full client lifecycle. You will be the primary point of contact for your accounts, guide clients through active projects, resolve issues before they stall decisions or put the relationship at risk, and know when to bring in specialists for deeper expertise. You will work closely with Talent Operations, Delivery, HireGlobal, and Toptal’s services experts to deliver an exceptional experience while driving growth.</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 recognized for the growth you create, 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. 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>Own the Portfolio:</strong> You are the dedicated advisor and primary point of contact for a portfolio of SMB accounts, accountable for their retention, growth, and success. You exercise discretion and independent judgment in how you prioritize and grow each account.</li>
<li><strong>Discovery and Diagnosis:</strong> You run insight-driven conversations with clients to understand the business objective behind each request, assess account health, and uncover challenges Toptal can solve. You earn the right to recommend before you recommend.</li>
<li><strong>Account Planning:</strong> You build and execute proactive account plans that connect each client’s business goals to the right Toptal offering, with clear next steps, timing, and expansion targets.</li>
<li><strong>Portfolio Selling:</strong> Clients rarely arrive with their full set of needs articulated. You expand accounts across Toptal’s full portfolio, including specialized talent, HireGlobal for global hiring and payroll, and our AI-driven, platform-powered services offerings, positioning Toptal as a strategic partner rather than a single-transaction talent vendor.</li>
<li><strong>Qualify, Manage, and Win Expansion:</strong> You own expansion from identification through qualification, proposal, negotiation, and close across departments, projects, and offerings. You explain why the relevant offering fits and address concerns, bringing in teammates as subject-matter experts for specialized offerings and working with internal specialists and experts for solution expertise and scoping. You own the client relationship. You maintain accurate pipeline and forecast data in Salesforce (SFDC).</li>
<li><strong>Uncover Value Early:</strong> You monitor demand signals and platform data to offer “uncovered value,” identifying needs before the client voices them, and you use outreach and engagement campaigns, including Salesloft cadences, to educate clients on Toptal’s full breadth of services.</li>
<li><strong>Own the Client Experience:</strong> You own the client relationship and the client’s experience of every engagement, from kickoff onward. You stay close to active work, address concerns with a client-first mindset, and partner with Talent Operations and Delivery, who execute the work, to keep engagements on track so that retention is earned through results.</li>
<li><strong>First Line of Defense:</strong> You are the first to respond when a client raises an issue, resolving smaller concerns yourself and escalating to Client Experience when an issue needs more than you can solve on your own. You partner with Talent Operations, Delivery, HireGlobal, and services experts to bring the right expertise into an account at the right moment. Communicating clearly over Zoom and Slack is critical.</li>
<li><strong>Growth and Development:</strong> Our SMB team improves individually and as a team. You 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>Meet colleagues across Customer, Talent Operations, Delivery, and HireGlobal to begin your onboarding journey.</li>
<li>Listen to recorded client calls and identify what the Account Manager 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 and vertical-specific training, demonstrating fluency in our full range of talent, HireGlobal, and services offerings, including mock calls and role-play scenarios.</li>
<li>Begin joining client calls, learning who the business partners are on both sides of each relationship and where Toptal can help them grow.</li>
<li>Review and prioritize your portfolio, and draft an initial account plan for each of your accounts.</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>Complete all onboarding and portfolio transitions, and establish yourself as the primary point of contact for your accounts through introduction and discovery calls.</li>
<li>Establish a working cadence with key clients and with the team members supporting those accounts, while exercising discretion and independent judgment. Run account health check-ins that surface at least one new business need beyond the client’s original request.</li>
<li>Build a qualified expansion pipeline across your portfolio based on priority account plans with consistently high-performing call-quality metrics and accurate forecasts maintained in SFDC.</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>Execute your account plans and consistently meet or exceed your defined revenue and expansion metrics, with a clear pattern of organic growth across your portfolio.</li>
<li>Expand the scope of engagements to include new departments, projects, and offerings, including HireGlobal and services opportunities.</li>
<li>Identify where expansion opportunities lose momentum and improve your follow-through using evidence from your own work.</li>
</ul>
<h4 id="in-the-first-year-expect-to">In the first year, expect to:</h4>
<ul style="list-style-type: initial;">
<li>Demonstrate portfolio net revenue growth through sustained retention and expansion performance, with a consistent qualified pipeline of new opportunities across your accounts.</li>
<li>Be a trusted advisor to your clients, and a reference point for the team on maintaining forecast accuracy, account planning excellence, and on positioning the full Toptal portfolio.</li>
<li>Mentor new team members, sharing best practices on Toptal’s model and on moving from transactional to consultative account management.</li>
<li>Position yourself for senior-level partnership responsibilities.</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 is required.</li>
<li>3+ years of B2B account management or sales experience, with a demonstrated history of meeting or exceeding revenue-based quotas.</li>
<li>1+ years of experience in a software consulting or tech sales role, with proficiency navigating the software project lifecycle.</li>
<li>Demonstrated experience growing and retaining existing client accounts, including proactively creating and closing expansion opportunities, reaching new decision makers, and connecting new business needs to additional solutions.</li>
<li>Experience managing a portfolio of accounts in parallel and maintaining momentum while other teams complete necessary work.</li>
<li>Ability to translate a client’s business objectives into recommendations and actionable project scopes that demonstrate Toptal’s value.</li>
<li>Experience maintaining accurate pipeline, forecast, and account data in a CRM.</li>
<li>Outstanding written and verbal communication skills.</li>
<li>Ability to work and thrive in a fast-paced, rapidly growing company, managing a diverse array of clients and competing deadlines. Exceptional time management is key to success in this role.</li>
</ul>
<p><strong>Preferred Qualifications</strong></p>
<ul style="list-style-type: initial;">
<li>Exposure to a named sales methodology, such as 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>
<p>These are what we assess for in interviews and coach against after you join.</p>
<ul style="list-style-type: initial;">
<li><strong>Consultative discovery.</strong> You ask open-ended questions, listen for what is not being said, and diagnose before you prescribe. You uncover the “why” behind a client’s request.</li>
<li><strong>Proactive ownership.</strong> You do not wait for a client to name a new opportunity or voice dissatisfaction. You analyze their trajectory, spot gaps, needs, and roadblocks before they occur, and you own the outcome, successes and failures alike.</li>
<li><strong>Business acumen.</strong> 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> You bring insight to the conversation, stay current on industry trends, and are willing to respectfully reframe a client’s thinking when their stated request is not the best path to their goal.</li>
<li>Portfolio <strong>thinking.</strong> You see beyond the single engagement and can position specialized talent, HireGlobal, and services offerings as parts of one growth plan.</li>
<li><strong>Account discipline.</strong> You bring consistent, disciplined account management and process adherence, including rigorous SFDC hygiene, to execute account strategies and long-term growth.</li>
<li><strong>Client-centricity.</strong> You are committed to the client’s success, across the talent we provide, the experience we offer, and the outcomes we deliver, and you are direct about fit when Toptal is not the right answer.</li>
<li><strong>Will to win.</strong> You are naturally competitive, with yourself first, and optimistic and ambitious in the face of change. You want to exceed targets, not just meet them.</li>
<li><strong>Learn-it-all mindset.</strong> You seek feedback, review your own calls, and share what you learn with the team.</li>
<li><strong>Collaborative and grounded.</strong> Nothing we do is done in isolation. You work as a team within Toptal and within client accounts, and you don’t take yourself too seriously. We are a high-performance team that values authenticity and wit.</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>

SMB Account Manager - 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 <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>Our Account Managers grow and retain Toptal’s small- and medium-sized business clients. You will own a book of high-value SMB accounts, become a trusted advisor to each client, and proactively expand each relationship across Toptal’s full portfolio, including specialized talent, global hiring and payroll through HireGlobal, and our AI-driven, platform-powered, outcome-focused services offerings.</p>
<p>This is a high-energy, consultative growth role. You will look beyond the transactional request to understand the business problem behind it, identify needs the client has not yet voiced, and build account plans that turn one successful engagement into a broader partnership. Excellence in this role means asking better questions than the clients expect, keeping every engagement healthy, and consistently turning insight into expansion revenue.</p>
<p>You will own the full client lifecycle. You will be the primary point of contact for your accounts, guide clients through active projects, resolve issues before they stall decisions or put the relationship at risk, and know when to bring in specialists for deeper expertise. You will work closely with Talent Operations, Delivery, HireGlobal, and Toptal’s services experts to deliver an exceptional experience while driving growth.</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 recognized for the growth you create, 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>Own the Portfolio:</strong> You are the dedicated advisor and primary point of contact for a portfolio of SMB accounts, accountable for their retention, growth, and success. You exercise discretion and independent judgment in how you prioritize and grow each account.</li>
<li><strong>Discovery and Diagnosis:</strong> You run insight-driven conversations with clients to understand the business objective behind each request, assess account health, and uncover challenges Toptal can solve. You earn the right to recommend before you recommend.</li>
<li><strong>Account Planning:</strong> You build and execute proactive account plans that connect each client’s business goals to the right Toptal offering, with clear next steps, timing, and expansion targets.</li>
<li><strong>Portfolio Selling:</strong> Clients rarely arrive with their full set of needs articulated. You expand accounts across Toptal’s full portfolio, including specialized talent, HireGlobal for global hiring and payroll, and our AI-driven, platform-powered services offerings, positioning Toptal as a strategic partner rather than a single-transaction talent vendor.</li>
<li><strong>Qualify, Manage, and Win Expansion:</strong> You own expansion from identification through qualification, proposal, negotiation, and close across departments, projects, and offerings. You explain why the relevant offering fits and address concerns, bringing in teammates as subject-matter experts for specialized offerings and working with internal specialists and experts for solution expertise and scoping. You own the client relationship. You maintain accurate pipeline and forecast data in Salesforce (SFDC).</li>
<li><strong>Uncover Value Early:</strong> You monitor demand signals and platform data to offer “uncovered value,” identifying needs before the client voices them, and you use outreach and engagement campaigns, including Salesloft cadences, to educate clients on Toptal’s full breadth of services.</li>
<li><strong>Own the Client Experience:</strong> You own the client relationship and the client’s experience of every engagement, from kickoff onward. You stay close to active work, address concerns with a client-first mindset, and partner with Talent Operations and Delivery, who execute the work, to keep engagements on track so that retention is earned through results.</li>
<li><strong>First Line of Defense:</strong> You are the first to respond when a client raises an issue, resolving smaller concerns yourself and escalating to Client Experience when an issue needs more than you can solve on your own. You partner with Talent Operations, Delivery, HireGlobal, and services experts to bring the right expertise into an account at the right moment. Communicating clearly over Zoom and Slack is critical.</li>
<li><strong>Growth and Development:</strong> Our SMB team improves individually and as a team. You 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>Meet colleagues across Customer, Talent Operations, Delivery, and HireGlobal to begin your onboarding journey.</li>
<li>Listen to recorded client calls and identify what the Account Manager 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 and vertical-specific training, demonstrating fluency in our full range of talent, HireGlobal, and services offerings, including mock calls and role-play scenarios.</li>
<li>Begin joining client calls, learning who the business partners are on both sides of each relationship and where Toptal can help them grow.</li>
<li>Review and prioritize your portfolio, and draft an initial account plan for each of your accounts.</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>Complete all onboarding and portfolio transitions, and establish yourself as the primary point of contact for your accounts through introduction and discovery calls.</li>
<li>Establish a working cadence with key clients and with the team members supporting those accounts, while exercising discretion and independent judgment. Run account health check-ins that surface at least one new business need beyond the client’s original request.</li>
<li>Build a qualified expansion pipeline across your portfolio based on priority account plans with consistently high-performing call-quality metrics and accurate forecasts maintained in SFDC.</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>Execute your account plans and consistently meet or exceed your defined revenue and expansion metrics, with a clear pattern of organic growth across your portfolio.</li>
<li>Expand the scope of engagements to include new departments, projects, and offerings, including HireGlobal and services opportunities.</li>
<li>Identify where expansion opportunities lose momentum and improve your follow-through using evidence from your own work.</li>
</ul>
<h4 id="in-the-first-year-expect-to">In the first year, expect to:</h4>
<ul style="list-style-type: initial;">
<li>Demonstrate portfolio net revenue growth through sustained retention and expansion performance, with a consistent qualified pipeline of new opportunities across your accounts.</li>
<li>Be a trusted advisor to your clients, and a reference point for the team on maintaining forecast accuracy, account planning excellence, and on positioning the full Toptal portfolio.</li>
<li>Mentor new team members, sharing best practices on Toptal’s model and on moving from transactional to consultative account management.</li>
<li>Position yourself for senior-level partnership responsibilities.</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 is required.</li>
<li>3+ years of B2B account management or sales experience, with a demonstrated history of meeting or exceeding revenue-based quotas.</li>
<li>1+ years of experience in a software consulting or tech sales role, with proficiency navigating the software project lifecycle.</li>
<li>Demonstrated experience growing and retaining existing client accounts, including proactively creating and closing expansion opportunities, reaching new decision makers, and connecting new business needs to additional solutions.</li>
<li>Experience managing a portfolio of accounts in parallel and maintaining momentum while other teams complete necessary work.</li>
<li>Ability to translate a client’s business objectives into recommendations and actionable project scopes that demonstrate Toptal’s value.</li>
<li>Experience maintaining accurate pipeline, forecast, and account data in a CRM.</li>
<li>Outstanding written and verbal communication skills.</li>
<li>Ability to work and thrive in a fast-paced, rapidly growing company, managing a diverse array of clients and competing deadlines. Exceptional time management is key to success in this role.</li>
</ul>
<p><strong>Preferred Qualifications</strong></p>
<ul style="list-style-type: initial;">
<li>Exposure to a named sales methodology, such as 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>
<p>These are what we assess for in interviews and coach against after you join.</p>
<ul style="list-style-type: initial;">
<li><strong>Consultative discovery.</strong> You ask open-ended questions, listen for what is not being said, and diagnose before you prescribe. You uncover the “why” behind a client’s request.</li>
<li><strong>Proactive ownership.</strong> You do not wait for a client to name a new opportunity or voice dissatisfaction. You analyze their trajectory, spot gaps, needs, and roadblocks before they occur, and you own the outcome, successes and failures alike.</li>
<li><strong>Business acumen.</strong> 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> You bring insight to the conversation, stay current on industry trends, and are willing to respectfully reframe a client’s thinking when their stated request is not the best path to their goal.</li>
<li>Portfolio <strong>thinking.</strong> You see beyond the single engagement and can position specialized talent, HireGlobal, and services offerings as parts of one growth plan.</li>
<li><strong>Account discipline.</strong> You bring consistent, disciplined account management and process adherence, including rigorous SFDC hygiene, to execute account strategies and long-term growth.</li>
<li><strong>Client-centricity.</strong> You are committed to the client’s success, across the talent we provide, the experience we offer, and the outcomes we deliver, and you are direct about fit when Toptal is not the right answer.</li>
<li><strong>Will to win.</strong> You are naturally competitive, with yourself first, and optimistic and ambitious in the face of change. You want to exceed targets, not just meet them.</li>
<li><strong>Learn-it-all mindset.</strong> You seek feedback, review your own calls, and share what you learn with the team.</li>
<li><strong>Collaborative and grounded.</strong> Nothing we do is done in isolation. You work as a team within Toptal and within client accounts, and you don’t take yourself too seriously. We are a high-performance team that values authenticity and wit.</li>
</ul>
</div>

SMB Account Manager

<div>
<h3 id="job-summary">Job Summary:</h3>
<p>As General Manager, Industrial Products &amp; Services (IPS), reporting directly to the EVP, Industries, you will own the strategy, growth, and profitability of Toptal’s business across Automotive, Manufacturing, Agriculture, Oil &amp; Gas, Chemical, and Logistics clients, with full P&amp;L and budget authority. You will identify where we can win, decide where to invest, and build the team and client relationships to deliver sustained growth. Your mandate covers winning new enterprise clients, expanding existing relationships, and increasing the value clients receive from Toptal’s capabilities.</p>
<p>You will bring a clear perspective on the challenges facing potential clients and where Toptal can help. Working with our Services leaders and subject matter experts, you will translate those challenges into viable sales proposals across our AI solutions, managed services, management consultancy, and talent offerings. You will choose which markets, accounts, and opportunities to pursue, allocate resources accordingly, and give your team a focused plan.</p>
<p>You will lead from the front: personally leading executive client conversations, shaping proposals, working through difficult commercial negotiations, and helping close critical pursuits. Your team should see the selling standard you expect in your own work. You will understand what is driving performance, where growth is constrained, and what needs to change.</p>
<p>You will build on established enterprise relationships to expand the problems clients trust Toptal to solve through our services, AI-based solutions, and talent-based capabilities. You will have the authority to build the team and invest in profitable growth.</p>
<p>This is a remote position. 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>Set and execute the industry strategy. Identify the markets, client problems, and offerings with the strongest growth potential. Build an IPS business plan with clear priorities, financial objectives, and investment decisions. Test your assumptions with clients and adjust the plan as evidence changes.</li>
<li>Own the P&amp;L and budget. Be accountable for revenue, profitability, and spending. Set and manage the budget, allocate resources, and evaluate returns on investments in people and growth initiatives. Understand how pricing, delivery economics, retention, and portfolio mix affect results, and act when performance diverges from the plan.</li>
<li>Win new enterprise clients. Lead your team in pursuing priority accounts. Develop a credible reason for each client to engage with Toptal, build relationships with decision-makers, and personally advance important opportunities through discovery, solution development, negotiation, and close.</li>
<li>Expand and retain client relationships. Work with Client Partners to understand client priorities, broaden relationships across buying centers, and develop opportunities across Toptal’s portfolio. Stay close to important engagements, resolve concerns with the responsible teams, and turn successful outcomes into further business.</li>
<li>Make account planning actionable. Establish clear priorities and ownership. Expect your team to explain why an account matters, whom they need to engage, what opportunity they are pursuing, and how they will create progress. Ensure priority accounts receive sustained attention.</li>
<li>Bring the right expertise into the sale. Work with Services leaders, solution architects, and specialists to diagnose needs and develop credible proposals across services, AI-based solutions, and talent. Coordinate with supporting functions to resolve obstacles and keep opportunities moving toward a decision.</li>
<li>Maintain a credible forecast. Challenge the evidence behind opportunity values, close dates, and expected revenue. Understand the assumptions connecting the pipeline to the financial plan, identify risks early, and take specific action to address shortfalls.</li>
<li>Build and develop the team. Recruit strong commercial talent, set clear expectations, and coach people through real client situations. Review calls, account plans, and active pursuits; demonstrate stronger approaches and follow through on improvements. Address underperformance promptly and develop future leaders.</li>
<li>Accomplish work objectives through leading and supervising other Toptal team members on the Industrial Products and Services team.</li>
<li>Establish objectives and initiatives for the team, recommend the team’s structure and jobs, and organize, assign, delegate, oversee, and monitor work.</li>
<li>Coach and mentor team members, provide feedback, conduct performance reviews, and implement performance improvement plans, if needed.</li>
</ul>
<h4 id="in-the-first-week-expect-to">In the first week, expect to:</h4>
<ul style="list-style-type: initial;">
<li>Learn Toptal’s business model, capabilities, sales process, and client value proposition.</li>
<li>Meet your team and the leaders whose functions support the IPS business.</li>
<li>Begin reviewing the client portfolio, active opportunities, P&amp;L, budget, and growth priorities.</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 priority clients and develop an informed view of their needs, our relationships, and the opportunities ahead.</li>
<li>Assess the team’s capabilities and identify immediate coaching, performance, and hiring priorities.</li>
<li>Establish a consistent rhythm for account planning, opportunity reviews, forecasting, financial management, and coaching.</li>
<li>Present your proposed IPS business plan, including priority markets and accounts, revenue and profitability assumptions, investment choices, and the first actions you will take.</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 executing an agreed business plan with clear objectives, resource allocations, account priorities, and ownership.</li>
<li>Be personally advancing major pursuits, helping close new business, and building qualified pipelines in priority accounts, while exercising discretion and independent judgment.</li>
<li>Have specific expansion plans for key clients and be executing the talent decisions needed to strengthen the team.</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 progress against the plan through closed new business, expansion revenue, and margin performance.</li>
<li>Show that coaching, account planning, and opportunity reviews are improving seller performance and commercial results.</li>
<li>Manage the P&amp;L against the budget, address material variances, and refine investment priorities using evidence from sales and delivery 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>Deliver against the agreed IPS revenue, profitability, and budget objectives.</li>
<li>Have built a stronger team with clear accountability, consistent execution, and emerging leadership capability.</li>
<li>Demonstrate deeper client relationships and broader adoption of Toptal’s services, AI-based solutions, and talent-based capabilities.</li>
<li>Present the next stage of the industry business plan, including the investments required to sustain profitable growth.</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. Master’s degree in Engineering, Business, or a related field preferred.</li>
<li>5+ years of proven success leading professional services sales teams specifically in Industrial Products and Services, with in-depth experience in the Energy Sector, specifically Oil &amp; Gas is required.</li>
<li>12+ years of demonstrated experience running and managing an industry business unit with a strong understanding of business operations and management principles.</li>
<li>Deep industry relationships ranging from director-level to C-level contacts is expected.</li>
<li>A sustained record of leading enterprise SaaS or services sales teams, winning new clients, and expanding existing relationships. You can demonstrate your personal contribution to those results.</li>
<li>Industry expertise and demonstrated sales experience in at least one of Oil &amp; Gas, Industrial Manufacturing, Automotive, or Defense &amp; Aerospace.</li>
<li>Demonstrated accountability for commercial results and resource decisions. You can explain how your choices on pricing, hiring, investment, and account priorities affected revenue, margin, and profitability.</li>
<li>Experience closing complex enterprise opportunities, including shaping a business case, coordinating technical expertise, navigating procurement, and negotiating commercial agreements.</li>
<li>Strong industry relationships and a record of earning access to senior decision-makers through relevant insight and demonstrated value.</li>
<li>Evidence of hiring strong sellers, improving individual and team performance through specific coaching, and developing future leaders.</li>
<li>Disciplined qualification and forecasting skills. You distinguish client interest from a credible buying process, assess the evidence behind a forecast, and act when an opportunity loses momentum.</li>
<li>Sufficient fluency in technology, AI, and services delivery to discuss client priorities intelligently and recognize when deeper specialist expertise is needed.</li>
<li>Clear, persuasive written and verbal communication. You can turn a complex client problem into a compelling proposal and explain business performance without obscuring the issues.</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>Essential Job Functions</p>
<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>

GM, Industrial Products & Services - US Based

<div>
<h3 id="job-summary">Job Summary:</h3>
<p>As General Manager, Industrial Products &amp; Services (IPS), reporting directly to the EVP, Industries, you will own the strategy, growth, and profitability of Toptal’s business across Automotive, Manufacturing, Agriculture, Oil &amp; Gas, Chemical, and Logistics clients, with full P&amp;L and budget authority. You will identify where we can win, decide where to invest, and build the team and client relationships to deliver sustained growth. Your mandate covers winning new enterprise clients, expanding existing relationships, and increasing the value clients receive from Toptal’s capabilities.</p>
<p>You will bring a clear perspective on the challenges facing potential clients and where Toptal can help. Working with our Services leaders and subject matter experts, you will translate those challenges into viable sales proposals across our AI solutions, managed services, management consultancy, and talent offerings. You will choose which markets, accounts, and opportunities to pursue, allocate resources accordingly, and give your team a focused plan.</p>
<p>You will lead from the front: personally leading executive client conversations, shaping proposals, working through difficult commercial negotiations, and helping close critical pursuits. Your team should see the selling standard you expect in your own work. You will understand what is driving performance, where growth is constrained, and what needs to change.</p>
<p>You will build on established enterprise relationships to expand the problems clients trust Toptal to solve through our services, AI-based solutions, and talent-based capabilities. You will have the authority to build the team and invest in profitable growth.</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>
<ul style="list-style-type: initial;">
<li>Set and execute the industry strategy. Identify the markets, client problems, and offerings with the strongest growth potential. Build an IPS business plan with clear priorities, financial objectives, and investment decisions. Test your assumptions with clients and adjust the plan as evidence changes.</li>
<li>Own the P&amp;L and budget. Be accountable for revenue, profitability, and spending. Set and manage the budget, allocate resources, and evaluate returns on investments in people and growth initiatives. Understand how pricing, delivery economics, retention, and portfolio mix affect results, and act when performance diverges from the plan. Win new enterprise clients. Lead your team in pursuing priority accounts. Develop a credible reason for each client to engage with Toptal, build relationships with decision-makers, and personally advance important opportunities through discovery, solution development, negotiation, and close.</li>
<li>Expand and retain client relationships. Work with Client Partners to understand client priorities, broaden relationships across buying centers, and develop opportunities across Toptal’s portfolio. Stay close to important engagements, resolve concerns with the responsible teams, and turn successful outcomes into further business.</li>
<li>Make account planning actionable. Establish clear priorities and ownership. Expect your team to explain why an account matters, whom they need to engage, what opportunity they are pursuing, and how they will create progress. Ensure priority accounts receive sustained attention.</li>
<li>Bring the right expertise into the sale. Work with Services leaders, solution architects, and specialists to diagnose needs and develop credible proposals across services, AI-based solutions, and talent. Coordinate with supporting functions to resolve obstacles and keep opportunities moving toward a decision.</li>
<li>Maintain a credible forecast. Challenge the evidence behind opportunity values, close dates, and expected revenue. Understand the assumptions connecting pipeline to the financial plan, identify risks early, and take specific action to address shortfalls.</li>
<li>Build and develop the team. Recruit strong commercial talent, set clear expectations, and coach people through real client situations. Review calls, account plans, and active pursuits; demonstrate stronger approaches and follow through on improvements. Address underperformance promptly and develop future leaders.</li>
<li>Accomplish work objectives through leading and supervising other Toptal team members on the Industrial Products and Services team.</li>
<li>Establish objectives and initiatives for the team, recommend the team’s structure and jobs, and organize, assign, delegate, oversee, and monitor work.</li>
<li>Coach and mentor team members, provide feedback, conduct performance reviews, and implement performance improvement plans, if needed.</li>
</ul>
<h4 id="in-the-first-week-expect-to">In the first week, expect to:</h4>
<ul style="list-style-type: initial;">
<li>Learn Toptal’s business model, capabilities, sales process, and client value proposition.</li>
<li>Meet your team and the leaders whose functions support the IPS business.</li>
<li>Begin reviewing the client portfolio, active opportunities, P&amp;L, budget, and growth priorities.</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 priority clients and develop an informed view of their needs, our relationships, and the opportunities ahead.</li>
<li>Assess the team’s capabilities and identify immediate coaching, performance, and hiring priorities.</li>
<li>Establish a consistent rhythm for account planning, opportunity reviews, forecasting, financial management, and coaching.</li>
<li>Present your proposed IPS business plan, including priority markets and accounts, revenue and profitability assumptions, investment choices, and the first actions you will take.</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 executing an agreed business plan with clear objectives, resource allocations, account priorities, and ownership.</li>
<li>Be personally advancing major pursuits, helping close new business, and building qualified pipeline in priority accounts.</li>
<li>Have specific expansion plans for key clients and be executing the talent decisions needed to strengthen the team.</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 progress against the plan through closed new business, expansion revenue, and margin performance.</li>
<li>Show that coaching, account planning, and opportunity reviews are improving seller performance and commercial results.</li>
<li>Manage the P&amp;L against the budget, address material variances, and refine investment priorities using evidence from sales and delivery 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>Deliver against the agreed IPS revenue, profitability, and budget objectives.</li>
<li>Have built a stronger team with clear accountability, consistent execution, and emerging leadership capability.</li>
<li>Demonstrate deeper client relationships and broader adoption of Toptal’s services, AI-based solutions, and talent-based capabilities.</li>
<li>Present the next stage of the industry business plan, including the investments required to sustain profitable growth.</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. Master’s degree in Engineering, Business, or a related field preferred.</li>
<li>5+ years of proven success leading professional services sales teams specifically in Industrial Products and Services, with in-depth experience in the Energy Sector, specifically Oil &amp; Gas is required.</li>
<li>12+ years of demonstrated experience running and managing an industry business unit with a strong understanding of business operations and management principles.</li>
<li>Deep industry relationships ranging from director-level to C-level contacts is expected.</li>
<li>A sustained record of leading enterprise SaaS or services sales teams, winning new clients, and expanding existing relationships. You can demonstrate your personal contribution to those results.</li>
<li>Industry expertise and demonstrated sales experience in at least one of Oil &amp; Gas, Industrial Manufacturing, Automotive, or Defense &amp; Aerospace.</li>
<li>Demonstrated accountability for commercial results and resource decisions. You can explain how your choices on pricing, hiring, investment, and account priorities affected revenue, margin, and profitability.</li>
<li>Experience closing complex enterprise opportunities, including shaping a business case, coordinating technical expertise, navigating procurement, and negotiating commercial agreements.</li>
<li>Strong industry relationships and a record of earning access to senior decision-makers through relevant insight and demonstrated value.</li>
<li>Evidence of hiring strong sellers, improving individual and team performance through specific coaching, and developing future leaders.</li>
<li>Disciplined qualification and forecasting skills. You distinguish client interest from a credible buying process, assess the evidence behind a forecast, and act when an opportunity loses momentum.</li>
<li>Sufficient fluency in technology, AI, and services delivery to discuss client priorities intelligently and recognize when deeper specialist expertise is needed.</li>
<li>Clear, persuasive written and verbal communication. You can turn a complex client problem into a compelling proposal and explain business performance without obscuring the issues.</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>

GM, Industrial Products & Services

<div>
<p><strong>Job Summary:</strong></p>
<p>As General Manager, Small &amp; Medium Business (SMB), reporting directly to the EVP, Industries, you will own the strategy, growth, and profitability of Toptal’s SMB business, with full P&amp;L and budget authority. You will improve how we win new clients, retain and expand existing relationships, and bring more of Toptal’s capabilities to market. You will decide where to invest, build the team, and be accountable for the results.</p>
<p>SMB requires consistent and strong commercial judgment at a high volume. New clients arrive with an immediate need; within 15 minutes your team must quickly understand the problem, explain how Toptal can help, and move the opportunity toward a sale. In addition to strengthening the inbound execution, you will grow our nascent outbound sales motion, improve our client expansion motion, develop more targeted marketing with our Enterprise industry teams, and activate a partnership ecosystem to bring new clients and revenue to Toptal.</p>
<p>You will lead a high-energy sales organization with clear expectations and rigorous performance management. You will listen to calls, speak with clients, examine where opportunities are lost, and coach your leaders through specific performance issues. You will know whether a shortfall comes from demand, selling quality, pricing, capacity, or the client experience, and act with the responsible teams to address it. Your managers should see the standard you expect in your own work.</p>
<p>You will build on an established client base and inbound demand to expand the problems small and medium-sized businesses trust Toptal to solve through our services, AI-based solutions, and talent-based capabilities. You will have the authority to build the team and invest in profitable growth.</p>
<p>This is a remote position. Applicants must be authorized to work in the US at the time of hire. Resumes and communication must be submitted in English.</p>
<p><strong>Responsibilities:</strong></p>
<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>
<li>Set and execute the SMB strategy. Identify the client needs, offerings, and sales approaches with the strongest growth potential. Build a business plan with clear financial objectives, priorities, and investment choices. Strengthen the existing talent business while developing additional sources of growth.</li>
<li>Own the P&amp;L and budget. Be accountable for revenue, profitability, and spending. Understand how conversion, retention, pricing, offering mix, and the cost to acquire and serve clients affect results. Allocate resources, evaluate returns, and act when performance diverges from the plan.</li>
<li>Improve conversion from first contact to first engagement. Set clear standards for response speed, discovery, qualification, and closing. Ensure sellers maintain ownership as specialists resolve technical questions and clients move through the buying process. Find where momentum is lost and address the underlying causes.</li>
<li>Grow and retain the client base. Build an account management approach that gives clients appropriate attention based on their needs and potential. Expect proactive conversations about upcoming work, engagement outcomes, and opportunities to do more with Toptal. Address reasons clients leave and develop practical ways to earn repeat business.</li>
<li>Build outbound sales and targeted marketing. Grow the nascent outbound motion into a repeatable source of revenue. Work with Marketing, Sales Development, and Enterprise industry teams to select target clients, develop relevant propositions, and run coordinated campaigns. Use shared industry insight and client experience to sharpen targeting, then assess results through conversion, revenue, and acquisition economics.</li>
<li>Activate a partnership ecosystem. Build partnerships that create qualified demand and new revenue for SMB. Identify and recruit the right partners, equip them to sell with Toptal, and develop joint plans with clear opportunity ownership. Turn promising relationships into active referral, co-selling, or resale motions, and invest in those that produce profitable growth.</li>
<li>Expand adoption of services and AI-based solutions. Help sellers recognize when a client’s needs extend beyond an individual talent request. Work with Services leaders and specialists to develop relevant propositions, bring expertise into client conversations, and close business. Build the team’s ability to sell broader solutions while maintaining progress on the client’s immediate need.</li>
<li>Build a high-performing sales organization. Recruit strong managers and sellers, set demanding but achievable expectations, and establish a daily and weekly rhythm for performance management. Hold managers accountable for call quality, conversion, productivity, and commercial results. Review their coaching, demonstrate stronger approaches, recognize strong performance, and address underperformance promptly.</li>
<li>Match capacity and coverage to the work. Plan staffing around demand, response expectations, active opportunities, and account needs. Give teams clear ownership and workable client portfolios. Coordinate with Operations, Matching, and Delivery so internal transitions preserve context and keep clients moving forward.</li>
<li>Run the business with reliable evidence. Establish a consistent view of acquisition, engagement starts, retention, expansion, seller productivity, and financial performance. Build forecasts that reflect the speed and volume of SMB sales. Test changes against clear baselines, distinguish temporary movement from sustained improvement, and use technology and AI to improve execution.</li>
</ul>
<p><strong>In the first week, expect to:</strong></p>
<ul>
<li>Learn Toptal’s business model, capabilities, SMB sales process, and client value proposition.</li>
<li>Meet your leadership team and the functions supporting acquisition, account management, partnerships, matching, and delivery.</li>
<li>Listen to client calls and begin reviewing the funnel, client portfolio, P&amp;L, budget, and team performance, while exercising discretion and independent judgment.</li>
</ul>
<p><strong>In the first month, expect to:</strong></p>
<ul>
<li>Develop an informed view of where SMB wins, where clients lose momentum, and what limits growth.</li>
<li>Assess your leaders and teams, including coaching, performance, capacity, and hiring priorities.</li>
<li>Establish a consistent rhythm for commercial reviews, forecasting, financial management, and coaching.</li>
<li>Present your proposed SMB business plan, including priority outbound campaigns, partnership opportunities, financial assumptions, and investment choices.</li>
</ul>
<p><strong>In the first three months, expect to:</strong></p>
<ul>
<li>Be executing an agreed business plan with clear objectives, resource allocations, and ownership.</li>
<li>Have implemented initial improvements to conversion and retention, with baselines and a clear way to assess their impact.</li>
<li>Be running targeted outbound campaigns with Marketing, Sales Development, and Enterprise industry teams, and activating initial partner opportunities.</li>
<li>Have made the initial talent and leadership decisions needed to strengthen execution.</li>
</ul>
<p><strong>In the first six months, expect to:</strong></p>
<ul>
<li>Demonstrate measurable progress against the plan in revenue, profitability, conversion, and retention.</li>
<li>Show that coaching and consistent performance management are improving seller and manager effectiveness.</li>
<li>Show early commercial results from outbound campaigns and activated partners, with evidence to guide further investment.</li>
<li>Manage the P&amp;L against the budget and address material variances with specific actions.</li>
</ul>
<p><strong>In the first year, expect to:</strong></p>
<ul>
<li>Deliver against the agreed SMB revenue, profitability, and budget objectives.</li>
<li>Have built a stronger leadership team with clear accountability, effective coaching, and consistent execution.</li>
<li>Demonstrate sustained improvement in acquiring, retaining, and growing clients, including broader adoption of Toptal’s capabilities.</li>
<li>Have established outbound sales and partnerships as measurable contributors to growth, with a clear plan for scaling them.</li>
</ul>
<p><strong>Qualifications and Job Requirements:</strong></p>
<ul>
<li>Bachelor’s degree is required. An MBA or a master’s degree in engineering, computer science, physics, or mathematics is preferred.</li>
<li>12+ years of B2B commercial experience, including SaaS or services sales, with a sustained record of scaling high-volume sales to small and medium-sized businesses. You can demonstrate your personal contribution to growth and improved commercial performance.</li>
<li>5+ years leading sales and account management teams, including experience managing managers. You have built high-energy teams, set clear performance standards, improved results through specific coaching, addressed underperformance, and developed future leaders.</li>
<li>Experience leading both new-client acquisition and account management, with evidence of improving conversion, retention, and expansion.</li>
<li>Demonstrated accountability for commercial results and resource decisions. You can explain how your choices on pricing, staffing, investment, and client coverage affected revenue and profitability.</li>
<li>Experience building outbound sales and working with Marketing and Sales Development on targeted campaigns that produce measurable revenue.</li>
<li>Experience activating commercial partnerships and turning partner relationships into qualified opportunities and revenue.</li>
<li>Strong analytical judgment. You can trace a performance problem through the sales process, test competing explanations, and determine whether a change produced a meaningful improvement.</li>
<li>The ability to improve a high-volume sales operation while introducing new offerings or ways of selling. You can make changes without losing control of daily execution.</li>
<li>Sufficient fluency in technology, AI, and services delivery to discuss client priorities intelligently, evaluate commercial opportunities, and recognize when specialist expertise is needed.</li>
<li>Clear, persuasive written and verbal communication. You can explain the business, make a compelling investment case, and give teams specific direction.</li>
<li>Outstanding written and verbal communication skills, including proposals and presentations.</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>Regular or periodic travel to meet and engage with Toptal clients and customers both inside and outside of your geographic location.</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>Essential Job Functions:</strong></p>
<ul>
<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>
<li>Travel as needed to develop client and partner relationships and work with your team.</li>
</ul>
<p><strong>US FLSA Classification: Full-Time/Exempt</strong></p>
<p><em>This position receives a base salary and is also eligible to earn monthly commissions based on revenue generated from engagements sold.&nbsp; 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>

General Manager, SMB - US-Based

<div>
<p><strong>Job Summary:</strong></p>
<p>As General Manager, Small &amp; Medium Business (SMB), reporting directly to the EVP, Industries, you will own the strategy, growth, and profitability of Toptal’s SMB business, with full P&amp;L and budget authority. You will improve how we win new clients, retain and expand existing relationships, and bring more of Toptal’s capabilities to market. You will decide where to invest, build the team, and be accountable for the results.</p>
<p>SMB requires consistent and strong commercial judgment at a high volume. New clients arrive with an immediate need; within 15 minutes your team must quickly understand the problem, explain how Toptal can help, and move the opportunity toward a sale. In addition to strengthening the inbound execution, you will grow our nascent outbound sales motion, improve our client expansion motion, develop more targeted marketing with our Enterprise industry teams, and activate a partnership ecosystem to bring new clients and revenue to Toptal.</p>
<p>You will lead a high-energy sales organization with clear expectations and rigorous performance management. You will listen to calls, speak with clients, examine where opportunities are lost, and coach your leaders through specific performance issues. You will know whether a shortfall comes from demand, selling quality, pricing, capacity, or the client experience, and act with the responsible teams to address it. Your managers should see the standard you expect in your own work.</p>
<p>You will build on an established client base and inbound demand to expand the problems small and medium-sized businesses trust Toptal to solve through our services, AI-based solutions, and talent-based capabilities. You will have the authority to build the team and invest in profitable growth.</p>
<p>This is a remote position. We do not offer visa sponsorship or assistance. Resumes and communication must be submitted in English.</p>
<p><strong>Responsibilities:</strong></p>
<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>
<li>Set and execute the SMB strategy. Identify the client needs, offerings, and sales approaches with the strongest growth potential. Build a business plan with clear financial objectives, priorities, and investment choices. Strengthen the existing talent business while developing additional sources of growth.</li>
<li>Own the P&amp;L and budget. Be accountable for revenue, profitability, and spending. Understand how conversion, retention, pricing, offering mix, and the cost to acquire and serve clients affect results. Allocate resources, evaluate returns, and act when performance diverges from the plan.</li>
<li>Improve conversion from first contact to first engagement. Set clear standards for response speed, discovery, qualification, and closing. Ensure sellers maintain ownership as specialists resolve technical questions and clients move through the buying process. Find where momentum is lost and address the underlying causes.</li>
<li>Grow and retain the client base. Build an account management approach that gives clients appropriate attention based on their needs and potential. Expect proactive conversations about upcoming work, engagement outcomes, and opportunities to do more with Toptal. Address reasons clients leave and develop practical ways to earn repeat business.</li>
<li>Build outbound sales and targeted marketing. Grow the nascent outbound motion into a repeatable source of revenue. Work with Marketing, Sales Development, and Enterprise industry teams to select target clients, develop relevant propositions, and run coordinated campaigns. Use shared industry insight and client experience to sharpen targeting, then assess results through conversion, revenue, and acquisition economics.</li>
<li>Activate a partnership ecosystem. Build partnerships that create qualified demand and new revenue for SMB. Identify and recruit the right partners, equip them to sell with Toptal, and develop joint plans with clear opportunity ownership. Turn promising relationships into active referral, co-selling, or resale motions, and invest in those that produce profitable growth.</li>
<li>Expand adoption of services and AI-based solutions. Help sellers recognize when a client’s needs extend beyond an individual talent request. Work with Services leaders and specialists to develop relevant propositions, bring expertise into client conversations, and close business. Build the team’s ability to sell broader solutions while maintaining progress on the client’s immediate need.</li>
<li>Build a high-performing sales organization. Recruit strong managers and sellers, set demanding but achievable expectations, and establish a daily and weekly rhythm for performance management. Hold managers accountable for call quality, conversion, productivity, and commercial results. Review their coaching, demonstrate stronger approaches, recognize strong performance, and address underperformance promptly.</li>
<li>Match capacity and coverage to the work. Plan staffing around demand, response expectations, active opportunities, and account needs. Give teams clear ownership and workable client portfolios. Coordinate with Operations, Matching, and Delivery so internal transitions preserve context and keep clients moving forward.</li>
<li>Run the business with reliable evidence. Establish a consistent view of acquisition, engagement starts, retention, expansion, seller productivity, and financial performance. Build forecasts that reflect the speed and volume of SMB sales. Test changes against clear baselines, distinguish temporary movement from sustained improvement, and use technology and AI to improve execution.</li>
</ul>
<p><strong>In the first week, expect to:</strong></p>
<ul>
<li>Learn Toptal’s business model, capabilities, SMB sales process, and client value proposition.</li>
<li>Meet your leadership team and the functions supporting acquisition, account management, partnerships, matching, and delivery.</li>
<li>Listen to client calls and begin reviewing the funnel, client portfolio, P&amp;L, budget, and team performance, while exercising discretion and independent judgment.</li>
</ul>
<p><strong>In the first month, expect to:</strong></p>
<ul>
<li>Develop an informed view of where SMB wins, where clients lose momentum, and what limits growth.</li>
<li>Assess your leaders and teams, including coaching, performance, capacity, and hiring priorities.</li>
<li>Establish a consistent rhythm for commercial reviews, forecasting, financial management, and coaching.</li>
<li>Present your proposed SMB business plan, including priority outbound campaigns, partnership opportunities, financial assumptions, and investment choices.</li>
</ul>
<p><strong>In the first three months, expect to:</strong></p>
<ul>
<li>Be executing an agreed business plan with clear objectives, resource allocations, and ownership.</li>
<li>Have implemented initial improvements to conversion and retention, with baselines and a clear way to assess their impact.</li>
<li>Be running targeted outbound campaigns with Marketing, Sales Development, and Enterprise industry teams, and activating initial partner opportunities.</li>
<li>Have made the initial talent and leadership decisions needed to strengthen execution.</li>
</ul>
<p><strong>In the first six months, expect to:</strong></p>
<ul>
<li>Demonstrate measurable progress against the plan in revenue, profitability, conversion, and retention.</li>
<li>Show that coaching and consistent performance management are improving seller and manager effectiveness.</li>
<li>Show early commercial results from outbound campaigns and activated partners, with evidence to guide further investment.</li>
<li>Manage the P&amp;L against the budget and address material variances with specific actions.</li>
</ul>
<p><strong>In the first year, expect to:</strong></p>
<ul>
<li>Deliver against the agreed SMB revenue, profitability, and budget objectives.</li>
<li>Have built a stronger leadership team with clear accountability, effective coaching, and consistent execution.</li>
<li>Demonstrate sustained improvement in acquiring, retaining, and growing clients, including broader adoption of Toptal’s capabilities.</li>
<li>Have established outbound sales and partnerships as measurable contributors to growth, with a clear plan for scaling them.</li>
</ul>
<p><strong>Qualifications and Job Requirements:</strong></p>
<ul>
<li>Bachelor’s degree is required. An MBA or a master’s degree in engineering, computer science, physics, or mathematics is preferred.</li>
<li>12+ years of B2B commercial experience, including SaaS or services sales, with a sustained record of scaling high-volume sales to small and medium-sized businesses. You can demonstrate your personal contribution to growth and improved commercial performance.</li>
<li>5+ years leading sales and account management teams, including experience managing managers. You have built high-energy teams, set clear performance standards, improved results through specific coaching, addressed underperformance, and developed future leaders.</li>
<li>Experience leading both new-client acquisition and account management, with evidence of improving conversion, retention, and expansion.</li>
<li>Demonstrated accountability for commercial results and resource decisions. You can explain how your choices on pricing, staffing, investment, and client coverage affected revenue and profitability.</li>
<li>Experience building outbound sales and working with Marketing and Sales Development on targeted campaigns that produce measurable revenue.</li>
<li>Experience activating commercial partnerships and turning partner relationships into qualified opportunities and revenue.</li>
<li>Strong analytical judgment. You can trace a performance problem through the sales process, test competing explanations, and determine whether a change produced a meaningful improvement.</li>
<li>The ability to improve a high-volume sales operation while introducing new offerings or ways of selling. You can make changes without losing control of daily execution.</li>
<li>Sufficient fluency in technology, AI, and services delivery to discuss client priorities intelligently, evaluate commercial opportunities, and recognize when specialist expertise is needed.</li>
<li>Clear, persuasive written and verbal communication. You can explain the business, make a compelling investment case, and give teams specific direction.</li>
<li>Outstanding written and verbal communication skills, including proposals and presentations.</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>Regular or periodic travel to meet and engage with Toptal clients and customers both inside and outside of your geographic location.</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>

General Manager, SMB

<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="position-description">Position Description</h3>
<p>We are seeking a highly versatile and experienced Sales Recruiter to join our dynamic team. In this role, you’ll partner closely with our Sales leaders to strategically attract and hire top-tier sales talent across all levels - from individual contributors to VP level.</p>
<p>As a key member of our Recruiting team, you’ll act as a true business partner - collaborating with leadership to define search strategies and serving as a trusted advisor to help interview teams hire effectively and efficiently. We are looking for someone who is passionate about delivering world-class candidate experiences, has a strong track record of hiring top sales professionals, and thrives in a collaborative environment. You will own full life-cycle recruiting efforts, influence strategy, and help shape how we attract and engage high-performing candidates.</p>
<p>This is a remote position. However, candidates must be located in the United States or Canada. 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>Build and maintain a strong pipeline of highly qualified candidates for all Sales roles, partnering closely with Executive and Sales Leadership teams to ensure hiring goals are met.</li>
<li>Proactively source, identify and engage top-performing talent across global markets.</li>
<li>Conduct thorough candidate outreach and screening across multiple channels, effectively communicating role details while continuously assessing candidate fit.</li>
<li>Design and coordinate customized interview processes that align with Toptal’s high hiring bar and role specific requirements.</li>
<li>Act as the primary point of contact for candidates, guiding them through each stage of the interview process and ensuring an exceptional candidate experience.</li>
<li>Communicate effectively and consistently with internal teams via Slack and Zoom.</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 through virtual introductions and Zoom coffees with colleagues.</li>
<li>Review team playbooks, processes, and best practices to build a solid foundation for success.</li>
<li>Dive into our Applicant Tracking System, exploring its full functionality along with the tools and systems we use daily.</li>
</ul>
<h4 id="in-the-first-month-expect-to">In the first month, expect to:</h4>
<ul style="list-style-type: initial;">
<li>Gain a clear understanding of our success criteria and begin shaping your hiring strategy.</li>
<li>Review Recruiter call recordings to understand our approach and develop your Toptal pitch.</li>
<li>Start sourcing for our sales roles while building strong relationships with Hiring Managers to align on needs and expectations.</li>
<li>Begin guiding candidates through the recruitment process - from initial outreach to offer acceptance.</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>Have successfully hired your first candidate.</li>
<li>Fully own the recruitment lifecycle - from sourcing to offer acceptance, while exercising discretion and independent judgment.</li>
<li>Contribute direct feedback and insights to support continuous team and process improvement.</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>Build strong, scalable candidate pipelines to support rapid hiring for high-impact sales roles.</li>
<li>Develop deep relationships with key stakeholders across the sales function, acting as a trusted business partner to support their growth and success.</li>
<li>Coach and support interviewers to strengthen evaluation practices and elevate the overall candidate experience.</li>
</ul>
<h4 id="in-the-first-year-expect-to">In the first year, expect to:</h4>
<ul style="list-style-type: initial;">
<li>Serve as a subject matter expert in sales recruiting, confidently guiding decision-making and answering questions across all stages of the sales hiring lifecycle.</li>
<li>Lead or contribute to strategic initiatives that improve our sales recruiting function - whether optimizing processes, enhancing tools, or driving innovation to help us attract top-tier sales talent at scale.</li>
</ul>
<h3 id="requirements">Requirements:</h3>
<ul style="list-style-type: initial;">
<li>Bachelor’s degree is required.</li>
<li>5+ years of proven success in recruitment, with at least part of that experience in-house.</li>
<li>Minimum of 3 years of sales recruiting experience, with a focus on hiring high-performing, enterprise-level sales talent.</li>
<li>Experience recruiting from professional services environments, particularly candidates with a track record in enterprise-level, complex solution selling.</li>
<li>Experience hiring for roles that require P&amp;L ownership and a strong understanding of business operations.</li>
<li>Experience partnering with Hiring Managers to strategically guide them through the end-to-end recruiting process for sales roles.</li>
<li>You bring a team-first mindset - you’re humble, curious, adaptable, and always willing to pitch in wherever needed to help the team succeed.</li>
<li>You’re a proactive talent hunter; you don’t wait for candidates to come to you.</li>
<li>You have a strong ability to recognize exceptional talent and assess whether candidates will thrive in both the role and the company as it scales.</li>
<li>You extend offers with confidence, knowing you’ve built trust and alignment throughout the process.</li>
<li>Detail-oriented and organized, your candidate pipelines are clean, your communications are timely, and no loop is ever left open.</li>
<li>A compelling storyteller - you know how to excite sales candidates and clearly communicate Toptal’s value proposition.</li>
<li>Open to feedback and focused on continuous improvement, both individually and as a team.</li>
<li>You prioritize by impact and operate with focus and attention in a fast-moving, rapidly-scaling tech environment where quality and speed are both essential.</li>
<li>Able to work independently and effectively in a remote, fast-paced setting.</li>
<li>A sharp eye for the traits that make someone an outstanding contributor on a global, remote sales team.</li>
<li>Exceptional communication and interpersonal skills - you deliver a high-touch, high-quality experience for candidates and hiring managers alike.</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 receive a discretionary bonus. 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 Recruiter - 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 <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 is looking for a Marketing Analyst to build and own the marketing data infrastructure to support new businesses and companies we acquire through M&amp;A. The role is part of our Business Analytics Center of Excellence, where analysts are assigned to support one or more business functions. You will track paid advertising performance and translate it into metrics such as LTV and ROAS that inform budget allocation and channel strategy, from structuring the underlying data pipelines to developing the reports that help marketing and business leaders make data-driven decisions.</p>
<p>Are you passionate about bringing rigor to how early-stage businesses measure and optimize acquisition spend from day one? If so, we encourage you to apply! This person will define the metrics that matter, measure channel and campaign performance, and develop reports that drive decisions. They will also build models, forecast outcomes, run experiments, and perform in-depth diagnostic analysis.</p>
<p>Ultimate success goes beyond data-related activities, you’ll be delivering the “so what” that drives decisions and real business impact. It is imperative to fully understand each business (processes, objectives, organization, performance drivers, barriers), and connect the dots between paid acquisition data, marketing strategy, and financial and operational effectiveness. This role partners closely with the Business Analyst, New Businesses and the Senior Business Analyst focused on acquisitions, ensuring marketing performance insights are integrated with the broader business and revenue picture. We expect that we not only answer the question asked, but also the question that was not.</p>
<p>This Marketing Analyst needs to build positive relationships across the organization, manage diverse stakeholders with competing and often conflicting priorities, and have a “find a way” attitude.</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>Analyze data, build models, test hypotheses, find root causes, develop prototypes, forecast performance, create Tableau reports, and write SQL scripts; and extract insights from these data activities to inform marketing decisions.</li>
<li>Build, own, and maintain the marketing data infrastructure, from ad impression and click through lead acquisition to revenue, setting up and integrating Google Analytics, Google Ads, and other paid advertising platforms as required.</li>
<li>Rapidly assess and integrate the marketing data of newly acquired (M&amp;A) companies, establishing tracking, attribution, and reporting so their acquisition spend is measured with the same rigor as the rest of Toptal.</li>
<li>Measure and diagnose paid advertising performance across channels and businesses—analyzing spend efficiency, CAC, funnel conversion, lead value, ROAS, and LTV—to guide budget allocation and channel strategy.</li>
<li>Define metrics that are independent, holistic, accurate, encourage the right behaviors, and are aligned with company strategy and objectives, including consistent definitions of LTV, ROAS, and payback across businesses.</li>
<li>Use descriptive (what happened) and diagnostic (why did it happen) analytics to develop specific, actionable recommendations for marketing leaders and business owners.</li>
<li>Partner closely with the Business Analyst, New Businesses and the Senior Business Analyst focused on acquisitions to connect marketing performance with revenue, unit economics, and the broader business picture.</li>
<li>Map marketing processes and channel journeys to their corresponding data flows across acquisition, engagement, and revenue generation.</li>
<li>Proactively identify and surface opportunities to improve efficiency, conversion, revenue generation, client and talent experience, operations, communication, systems &amp; tools, cash usage, etc.</li>
<li>Leverage Generative AI tools to accelerate analysis and automate reporting workflows.</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, quickly learning about Toptal’s history, culture, and vision.</li>
<li>Shadow key teams to learn the core of each new business and its paid acquisition channels.</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 marketing data generated and where/how it is stored, especially as it relates to the Business Analytics team.</li>
<li>Obtain a basic understanding of each business’s paid advertising channels, spend, and operations.</li>
<li>Assess the current state of tracking, attribution, performance metrics, reports, dashboards, and models in use, and identify gaps and discrepancies.</li>
<li>Begin supporting business leaders with relevant paid performance insights and reports for leadership meetings.</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 proficiency in the marketing data elements of each business and obtain a robust understanding of the paid acquisition funnel from ad spend to revenue.</li>
<li>Deliver a first version of the marketing data infrastructure and ROAS/LTV reporting for the new businesses, and gain the ability to assess the drivers and impacts of marketing decisions on financial performance.</li>
<li>Begin identifying new opportunities to explore in the quest to improve performance continually while exercising discretion and independent judgment.</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>Begin to solve real business problems as a team that will move the needle on key marketing performance metrics and financial performance.</li>
<li>Help us align and standardize LTV, ROAS, and other metric definitions across the new businesses and the company.</li>
<li>Perform detailed root cause analysis to expose critical drivers of channel performance, and stand up a repeatable playbook for onboarding the marketing data of newly acquired companies.</li>
</ul>
<h4 id="in-the-first-year-expect-to">In the first year, expect to:</h4>
<ul style="list-style-type: initial;">
<li>Inform significant strategic initiatives, goals, priorities, and performance indicators, including budget allocation and channel strategy for the new businesses.</li>
<li>Become an expert both on marketing process and data flow, and help build an outstanding marketing analytics function for new businesses and M&amp;A.</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>3+ years of experience in data analysis, analytics, or business intelligence is required, with a focus on marketing analytics.</li>
<li>Demonstrated experience analyzing paid advertising performance (e.g., Google Ads and other paid media platforms) and translating it into metrics such as LTV, CAC, and ROAS is required.</li>
<li>Demonstrated experience building or owning marketing data infrastructure (tracking, attribution, data pipelines, and reporting) is required.</li>
<li>Both a strong background in math, science, finance, engineering, or statistics and deep business insight is required; advanced degrees and/or MBA are a plus.</li>
<li>Experience with BI tools (Tableau, Qlik, PowerBI, etc.).</li>
<li>Proficiency in SQL; experience with R, Python, or MATLAB is a plus.</li>
<li>Hands-on experience using Generative AI tools such as Claude, Gemini, or ChatGPT to support analysis, automation, and reporting.</li>
<li>Experience with exploratory data analysis, prototyping, testing hypotheses, performing root cause analyses, modeling business processes, building forecasts, creating predictive models, defining metrics, and/or measuring marketing performance.</li>
<li>Track record of linking data and analytics to marketing strategy, financial performance, and operations to drive real impact.</li>
<li>Working knowledge of probability and statistics, experience with process improvement is a plus.</li>
<li>Experience in a startup, early-stage business, or M&amp;A integration environment is a plus.</li>
<li>Proven ability to manage diverse stakeholders and balance multiple, conflicting priorities in a fast-moving environment.</li>
<li>Ability to explain complex issues simply and intuitively, and willingness to challenge assumptions, communicate limitations, and flag blind spots.</li>
<li>The ideal candidate needs to have a strong technical background particularly when it comes to marketing data infrastructure and Google products (Google Analytics, Google Ads) while having the ability to master marketing processes of diverse nature.</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>

Marketing Analyst, New Business and M&A

<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>

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