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Toptal is a global network of top talent in business, design, and technology, enabling companies to scale teams on-demand. With $200+ million in annual revenue and a fully remote workforce, Toptal is seeking a Manager, SMB Sales to lead a team of Client Advisors in converting inbound interest from small- and medium-sized businesses into Toptal clients.
In this role, you will lead a team responsible for executing strong discovery, disciplined qualification, and portfolio selling across Toptal's full offering, with complete ownership of the client relationship from first conversation through close. You will coach Client Advisors on consultative selling techniques, review live and recorded calls to identify performance gaps, and demonstrate stronger approaches through role-play and actionable feedback. You will be accountable for improving conversion of inbound leads by identifying conversion leakage, bringing accountability to individual performance, and hiring Client Advisors with consultative potential.
Key responsibilities include: coaching advisors on discovery, qualification, and deal management; reviewing calls and examining active opportunities to identify specific improvements; recruiting and interviewing Client Advisors against core competencies; owning and refining the inbound playbook using call audit findings and conversion data; managing performance through corrective actions and timelines; onboarding new Client Advisors and assessing them against skill-based ramp milestones; supporting career development and succession planning; overseeing pipeline and forecasting discipline; identifying process improvements for efficiency and scalability; partnering cross-functionally with Client Services, Talent Operations, Client Experience, and People leadership; delivering presentations on metrics and action plans; and driving a culture of high performance, accountability, and continuous improvement.
You will work closely with leadership across multiple departments and be expected to step in on client escalations. In the first week, you will onboard and integrate into Toptal leadership, learn the company model and team. In the first month, you will complete leadership and sales training, understand your team's performance levels, and begin 1-1 coaching. By three months, you will develop and roll out a strategy to increase team performance with individual goals for each advisor. By six months, you will demonstrate measurable commercial improvement in conversion and sales performance. By one year, you will run an optimized inbound sales function and develop senior Client Advisors who mentor new team members.
Qualifications and Requirements:
Required: Bachelor's degree; three or more years in B2B sales with one to two years direct leadership of inbound, inside, or end-to-end small business sales teams; demonstrated record of improving individual and team sales performance through specific coaching, disciplined opportunity management, and clear performance expectations; ability to learn and coach to a structured sales methodology; experience managing pipeline and forecast rigor across a team in a CRM; genuine, demonstrable passion for AI in the world of work, including using AI to improve how a sales team researches, reviews calls, and coaches; outstanding written and verbal communication skills; comfort presenting metrics and strategy to cross-departmental partners; comfort operating in a dynamic environment with evolving processes and priorities; full availability during working hours to support your team and step into client escalations; 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.
Preferred: Experience leading a team that sells more than one product or service line into the same account (portfolio selling); experience with a named sales methodology (MEDDPICC, Challenger, SPIN, Sandler, or similar); software, tech, or professional-services sales leadership experience; fluency with modern sales tooling, including AI-assisted call review, conversation intelligence, and CRM workflows.
Core competencies evaluated: consultative sales mastery; coach-first leadership; talent judgment; insight-led selling; accountability; critical thinking; proactive, collaborative communication.
