Toptal enables businesses to hire the world’s top talent. Since 2010, 35,000+ clients have trusted Toptal for talent, teams, and end-to-end solutions. Backed by a16z.
About the role
As General Manager, Small & 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&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. Found on 1752vc Careers, the job board for startup and VC roles.
What they're looking for
- Bachelor’s degree is required. An MBA or a master’s degree in engineering, computer science, physics, or mathematics is preferred
- Experience leading both new-client acquisition and account management, with evidence of improving conversion, retention, and expansion
- 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
- Experience building outbound sales and working with Marketing and Sales Development on targeted campaigns that produce measurable revenue
- Experience activating commercial partnerships and turning partner relationships into qualified opportunities and revenue
- 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
More about this role
As General Manager, Small & 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&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.
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.
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...
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