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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 SMB commercial engine across multiple dimensions: strengthen inbound client acquisition (converting new leads within 15 minutes), build and scale outbound sales motion, improve client retention and expansion, develop targeted marketing campaigns in partnership with Enterprise teams, and activate a commercial partnership ecosystem. You will lead a high-energy sales organization with rigorous performance management, listening to calls, coaching managers through specific performance issues, and modeling the standards you expect.
Key responsibilities include: setting and executing SMB strategy with clear financial objectives; owning the P&L and budget with accountability for revenue, profitability, and spending; improving conversion from first contact to engagement; growing and retaining the client base through proactive account management; building outbound sales and targeted marketing campaigns; activating partnerships for qualified demand; expanding adoption of Toptal's services and AI-based solutions; building a high-performing sales organization with strong managers and sellers; matching capacity and coverage to demand; and running the business with reliable evidence and forecasting.
In your first week, you will learn Toptal's business model, SMB sales process, and meet your leadership team. By month one, you will develop an informed view of growth opportunities and present a proposed business plan. By three months, you will be executing the agreed plan with initial improvements to conversion and retention. By six months, you will demonstrate measurable progress in revenue, profitability, conversion, and retention. By year one, you will deliver against SMB revenue and profitability objectives while building a stronger leadership team and establishing outbound sales and partnerships as measurable growth contributors.
This is a full-time, exempt position with base salary plus monthly commissions based on revenue generated. You must be authorized to work in the US at hire. Regular or periodic travel is required to meet clients and engage with the team.
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 managing managers; experience building high-energy teams, setting clear performance standards, improving results through coaching, addressing underperformance, and developing 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 compelling investment cases, 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
- Must be a world-class individual contributor; will not be here just to tell other people what to do
