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Toptal is seeking a General Manager for Industrial Products & Services (IPS) to own strategy, growth, and profitability across Automotive, Manufacturing, Agriculture, Oil & Gas, Chemical, and Logistics verticals. Reporting to the EVP of Industries, you will have full P&L and budget authority.
You will identify high-potential markets and clients, decide where to invest, and build the team and relationships to deliver sustained growth. Your mandate includes winning new enterprise clients, expanding existing relationships, and increasing the value clients receive from Toptal's AI solutions, managed services, management consultancy, and talent offerings.
Key responsibilities include: setting and executing industry strategy with clear financial objectives; owning P&L and budget accountability; leading the team in pursuing priority enterprise accounts; expanding and retaining client relationships across Toptal's portfolio; developing actionable account plans with clear ownership; coordinating with Services leaders and specialists to diagnose client needs and develop proposals; maintaining a credible sales forecast; and building, coaching, and developing the commercial team.
You will lead from the front—personally conducting executive client conversations, shaping proposals, negotiating complex deals, and closing critical pursuits. You will understand performance drivers, identify growth constraints, and make resource allocation decisions. The role requires both strategic thinking and hands-on selling; you must be a world-class individual contributor.
In the first week, you will learn Toptal's business model, capabilities, and client value proposition, meet your team and supporting leaders, and review the client portfolio and P&L. By month one, you will have met priority clients, assessed team capabilities, and presented a proposed IPS business plan. By month three, you will be executing the agreed plan and personally advancing major pursuits. By six months, you will demonstrate measurable commercial progress. By year one, you will deliver against revenue, profitability, and budget objectives while building a stronger team with clear accountability.
Qualifications and Requirements:
- Bachelor's degree required; Master's degree in Engineering, Business, or related field preferred.
- 5+ years of proven success leading professional services sales teams specifically in Industrial Products and Services, with in-depth experience in the Energy Sector, specifically Oil & Gas (required).
- 12+ years of demonstrated experience running and managing an industry business unit with strong understanding of business operations and management principles.
- Deep industry relationships ranging from director-level to C-level contacts.
- Sustained record of leading enterprise SaaS or services sales teams, winning new clients, and expanding existing relationships with demonstrated personal contribution.
- Industry expertise and demonstrated sales experience in at least one of: Oil & Gas, Industrial Manufacturing, Automotive, or Defense & Aerospace.
- Demonstrated accountability for commercial results and resource decisions; ability to explain how choices on pricing, hiring, investment, and account priorities affected revenue, margin, and profitability.
- Experience closing complex enterprise opportunities, including shaping business cases, coordinating technical expertise, navigating procurement, and negotiating commercial agreements.
- Strong industry relationships and record of earning access to senior decision-makers through relevant insight and demonstrated value.
- Evidence of hiring strong sellers, improving individual and team performance through specific coaching, and developing future leaders.
- Disciplined qualification and forecasting skills; ability to distinguish client interest from credible buying process and act when opportunities lose momentum.
- Sufficient fluency in technology, AI, and services delivery to discuss client priorities intelligently and recognize when specialist expertise is needed.
- Clear, persuasive written and verbal communication; ability to turn complex client problems into compelling proposals and explain business performance transparently.
- Ability to work in fast-paced, rapidly growing company and handle diverse challenges, deadlines, and contacts.
- Must be authorized to work in the US at time of hire; resumes and communication must be submitted in English.
