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Toptal is seeking a General Manager for its Small & Medium Business (SMB) division, reporting directly to the EVP of Industries. You will own the complete strategy, growth, and profitability of the SMB business with full P&L and budget authority.
In this role, you will drive Toptal's ability to win new SMB clients, retain and expand existing relationships, and bring more of Toptal's capabilities to market. The SMB segment requires consistent commercial judgment at high volume: new clients arrive with immediate needs, and your team must understand the problem, explain Toptal's solution, and move toward a sale within 15 minutes. You will strengthen inbound execution, grow the nascent outbound sales motion, improve client expansion, develop targeted marketing with Enterprise industry teams, and activate a partnership ecosystem.
You will lead a high-energy sales organization with clear expectations and rigorous performance management. You will listen to calls, speak with clients, identify where opportunities are lost, and coach leaders through specific performance issues. You will diagnose whether shortfalls stem from demand, selling quality, pricing, capacity, or client experience, and act with responsible teams to address root causes. Your managers should see the standard you set in your own work.
Key responsibilities include: setting and executing SMB strategy with clear financial objectives; owning P&L and budget with accountability for revenue, profitability, and spending; improving conversion from first contact to first engagement; growing and retaining the client base through proactive account management; building outbound sales and targeted marketing campaigns; activating a partnership ecosystem for qualified demand; expanding adoption of services and AI-based solutions; building a high-performing sales organization with strong managers and sellers; matching capacity and coverage to work; and running the business with reliable evidence through consistent metrics and forecasting.
In your first week, you will learn Toptal's business model, capabilities, SMB sales process, and client value proposition, while meeting your leadership team and reviewing the funnel, P&L, and team performance. In your first month, you will develop an informed view of where SMB wins and loses momentum, assess your leaders and teams, establish a rhythm for commercial reviews and financial management, and present your proposed SMB business plan. By three months, you will be executing an agreed business plan with initial improvements to conversion and retention, running targeted outbound campaigns, and making talent and leadership decisions. By six months, you will demonstrate measurable progress in revenue, profitability, conversion, and retention, show that coaching is improving effectiveness, and manage the P&L against budget. By one year, you will deliver against agreed SMB objectives, have built a stronger leadership team, and established outbound sales and partnerships as measurable contributors to growth.
Qualifications and Requirements:
- Bachelor's degree required; MBA or master's degree in engineering, computer science, physics, or mathematics preferred
- 12+ years of B2B commercial experience, including SaaS or services sales, with a sustained record of scaling high-volume sales to SMBs; demonstrated personal contribution to growth and improved commercial performance
- 5+ years leading sales and account management teams, including experience managing managers; proven ability to build high-energy teams, set clear performance standards, improve results through specific coaching, address underperformance, and develop future leaders
- 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; ability to explain how 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; ability to trace performance problems through the sales process, test competing explanations, and determine whether changes produced meaningful improvement
- Ability to improve a high-volume sales operation while introducing new offerings or ways of selling without losing control of daily execution
- Sufficient fluency in technology, AI, and services delivery to discuss client priorities intelligently, evaluate commercial opportunities, and recognize when specialist expertise is needed
- Clear, persuasive written and verbal communication; ability to explain the business, make a compelling investment case, and give teams specific direction
- Ability to work in a fast-paced, rapidly growing company and handle a wide variety of challenges, deadlines, and diverse contacts
- Willingness to travel regularly or periodically to meet and engage with Toptal clients and customers inside and outside your geographic location
- Must be a world-class individual contributor; not a role where you simply direct others
