General Manager, SMB

This is a fully remote position, open to applicants in Canada.

📋 Description

• Take ownership of Toptal’s SMB strategy, encompassing growth, profitability, P&L, and budgeting.

• Enhance new-client acquisition, improve inbound conversion rates, boost client retention, and drive account expansion.

• Stimulate outbound sales efforts, implement targeted marketing strategies, and generate revenue through partnerships.

• Promote the adoption of Toptal’s services, AI-driven solutions, and talent-based offerings.

• Lead a dynamic sales organization with a focus on rigorous performance management.

• Review call recordings, engage with clients, analyze lost opportunities, and provide coaching to leaders regarding performance.

• Recruit sales managers and representatives to cultivate a high-performing sales team.

• Strategically plan staffing and coverage based on demand, opportunities, and account requirements.

• Collaborate with Operations, Matching, and Delivery teams to maintain context during transitions.

• Develop reliable reporting, forecasting, commercial reviews, and financial management processes.

• Drive milestone-based enhancements in conversion rates, retention, revenue, profitability, and budget performance.

⛳️ Requirements

• A Bachelor’s degree is a must.

• Over 12 years of B2B commercial experience, particularly in SaaS or services sales, with a proven track record of scaling high-volume sales to small and medium-sized enterprises.

• At least 5 years of experience leading sales and account management teams, including managing other managers.

• Proven experience in both new-client acquisition and account management, demonstrating enhancements in conversion, retention, and expansion rates.

• A history of accountability for commercial outcomes and resource allocation decisions, such as pricing, staffing, investment, and client coverage.

• Experience in developing outbound sales initiatives and collaborating with Marketing and Sales Development on targeted campaigns that yield measurable revenue.

• Proven ability to activate commercial partnerships and convert partner relationships into qualified opportunities and revenue.

• Strong analytical skills with the capability to evaluate competing explanations and identify meaningful improvements.

• Ability to optimize a high-volume sales operation while introducing new products or sales methodologies.

• Sufficient understanding of technology, AI, and service delivery.

• Exceptional written and verbal communication skills.

• Excellent skills in crafting proposals and delivering presentations.

• Capacity to thrive in a fast-paced, rapidly evolving company and manage diverse challenges, deadlines, and contacts.

• Willingness to travel regularly or occasionally to meet Toptal clients and customers both within and outside the geographic area.

• Resumes and communications must be submitted in English.

• Must possess the qualities of a world-class individual contributor.

🏝️ Benefits

• Position is remote.

• Empowerment to build the team and invest in profitable growth.