From the listing
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 decide where to invest, build the team, and be accountable for the results.
Toptal is a global network of top talent in business, design, and technology that enables companies to scale their teams, on demand. The SMB division requires consistent and strong commercial judgment at a high volume, moving opportunities from first contact to sale rapidly.
This is a remote position. You will lead a high-energy sales organization, building on an established client base to expand the problems businesses trust Toptal to solve through services, AI-based solutions, and talent-based capabilities.
What you'll do
- Set and execute the SMB strategy, identifying client needs and offerings with the strongest growth potential.
- Own the P&L and budget, maintaining accountability for revenue, profitability, and spending.
- Improve conversion from first contact to first engagement by setting standards for response speed and discovery.
- Grow and retain the client base through an account management approach focused on proactive expansion and repeat business.
- Build outbound sales and targeted marketing in coordination with Marketing and Sales Development teams.
- Activate a partnership ecosystem to create qualified demand and new revenue sources.
- Expand adoption of services and AI-based solutions by helping sellers recognize complex client needs.
- Recruit and lead a high-performing sales organization, establishing a daily and weekly rhythm for performance management.
- Match capacity and coverage to the work based on demand and active opportunities.
- Run the business with reliable evidence, using technology and AI to improve execution and forecasting.
What they're looking for
- Bachelor’s degree.
- 12+ years of B2B commercial experience, including SaaS or services sales, with a record of scaling high-volume sales to SMBs.
- 5+ years leading sales and account management teams, including experience managing managers.
- Experience leading both new-client acquisition and account management with evidence of improving conversion and retention.
- Demonstrated accountability for commercial results, resource decisions, and P&L impact.
- Experience building outbound sales motions and activating commercial partnerships.
- Strong analytical judgment and the ability to trace performance problems through the sales process.
- Fluency in technology, AI, and services delivery to discuss client priorities intelligently.
- Clear, persuasive written and verbal communication skills in English.
- Ability to travel regularly or periodically to meet with clients and customers.
Nice to have
- MBA or a master’s degree in engineering, computer science, physics, or mathematics.
From the company page
Toptal benefits
◉ Remote policy · in their words
“Work wherever, on your terms. Being a fully-remote workforce means that all you need is wifi and a laptop. You can work from home, your favorite cafe, or even a charming villa halfway around the world.”
Pulled from their careers page · verified by Atlas
The hot takeJeff's read on Toptal
Toptal has one of my favorite (and clear) remote work policies:
Work Remotely
Work wherever, on your terms. Being a fully-remote workforce means that all you need is wifi and a laptop. You can work from home, your favorite cafe, or even a charming villa halfway around the world.
I would love to see a little more information about the perks and benefits Toptal offers its employees.
Note: They do NOT appear to be a Hire From Anywhere (HFA) company. You likely need to be eligible to apply for certain positions.