General Manager, SMB

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

📋 Description

• Take ownership of the strategy, growth, profitability, P&L, and budget for Toptal’s SMB sector.

• Enhance the execution of inbound sales while expanding outbound sales efforts.

• Focus on improving client retention, expansion, and effective account management.

• Collaborate with Enterprise industry teams to develop targeted marketing initiatives.

• Create and activate a partnership ecosystem aimed at generating qualified demand and revenue.

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

• Lead a dynamic sales organization, implementing rigorous performance management techniques.

• Conduct call reviews, engage with clients, analyze lost opportunities, and provide coaching to leaders.

• Recruit managers and sales personnel, establishing performance expectations and coaching routines.

• Strategize staffing, capacity, coverage, and client portfolio management.

• Collaborate with Operations, Matching, and Delivery teams.

• Establish dependable commercial, sales, retention, productivity, and financial reporting systems.

• Develop forecasts and leverage technology and AI to enhance execution.

• Deliver business plans along with measurable enhancements in revenue, profitability, conversion, and retention metrics.

• Report directly to the EVP, Industries.

⛳️ Requirements

• A Bachelor’s degree is mandatory.

• Over 12 years of B2B commercial experience, specifically in SaaS or services sales.

• 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 the management of managers.

• Experience in leading new-client acquisition and account management efforts.

• Demonstrable evidence of improving conversion rates, retention, and client expansion.

• Proven accountability for commercial results and resource allocation decisions.

• Experience in constructing outbound sales strategies and targeted campaigns that yield measurable revenue.

• Familiarity with activating commercial partnerships to generate qualified leads and revenue.

• Strong analytical acumen.

• Capability to enhance high-volume sales operations while introducing new offerings or sales methodologies.

• Proficiency in technology, AI, and service delivery.

• Clear and persuasive written and verbal communication skills.

• Exceptional writing and speaking abilities, particularly in proposals and presentations.

• Capacity to thrive in a fast-paced, rapidly growing environment while managing diverse challenges, deadlines, and contacts.

• Willingness to travel regularly or periodically to meet Toptal clients and customers both locally and beyond.

• Must have authorization to work in the US at the time of hiring.

• Resumes and all communications must be in English.

• Consistently attend scheduled virtual team meetings with the camera on.

• Ability to work autonomously with minimal supervision.

• Proficient in utilizing all necessary digital collaboration tools.

• Capable of prioritizing and self-managing workflows and deadlines.

• Travel as necessary to foster client and partner relationships while collaborating with the team.

🏝️ Benefits

• Participation in a 401(k) retirement savings plan.

• Access to medical, dental, and vision health insurance options.

• Basic life insurance coverage provided.

• Coverage for short-term and long-term disabilities.

• Flexible spending accounts, dependent care, and health savings accounts available.

• Telehealth services for virtual doctor consultations.

• Employee assistance program offered.

• Flexible paid time off benefits.

• Monthly commissions based on revenue generated from sold engagements.

• Option for remote work arrangements.