General Manager, SMB - US-Based

Toptal

3d • Remote

About The Position

The General Manager, Small & Medium Business (SMB) owns the strategy, growth, and profitability of Toptal’s SMB business, with full P&L and budget authority. Reporting directly to the EVP, Industries, this leader decides where to invest, builds the team, and is accountable for business results. The role strengthens inbound sales execution, grows outbound sales and client expansion, develops targeted marketing with Enterprise industry teams, and builds partnerships that generate qualified demand and revenue.

The General Manager leads a high-energy sales organization, setting clear expectations and managing performance through call reviews, client conversations, funnel analysis, and specific coaching. The role identifies whether performance issues stem from demand, selling quality, pricing, capacity, or client experience, and works with responsible teams to address them. The leader builds on the existing client base and inbound demand to expand SMB adoption of Toptal’s services, AI-based solutions, and talent-based capabilities.

This is a remote position. Applicants must be authorized to work in the US at the time of hire, and resumes and communication must be submitted in English. The position is classified as full-time and exempt, receives a base salary, and is eligible for monthly commissions based on revenue from engagements sold. Regular or periodic travel may be required to meet clients and customers, develop partnerships, and work with the team.

Requirements

• Bachelor’s degree required.
• 12+ years of B2B commercial experience, including SaaS or services sales, with a sustained record of scaling high-volume sales to small and medium-sized businesses and demonstrable personal contributions to growth and improved commercial performance.
• 5+ years leading sales and account management teams, including managing managers; building high-energy teams; setting 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, including the effects of pricing, staffing, investment, and client coverage on revenue and profitability.
• Experience building outbound sales and working with Marketing and Sales Development on targeted campaigns that generate measurable revenue.
• Experience activating commercial partnerships and turning partner relationships into qualified opportunities and revenue.
• Strong analytical judgment, including the ability to trace performance problems through the sales process, test competing explanations, and assess whether changes meaningfully improve results.
• Ability to improve a high-volume sales operation while introducing new offerings or sales methods without losing control of daily execution.
• Sufficient fluency in technology, AI, and services delivery to discuss client priorities, evaluate commercial opportunities, and recognize when specialist expertise is needed.
• Clear and persuasive written and verbal communication, including the ability to explain the business, make investment cases, direct teams, and prepare proposals and presentations.
• Ability to work in a fast-paced, rapidly growing company and manage varied challenges, deadlines, and contacts.
• Regular or periodic travel to meet and engage with Toptal clients and customers inside and outside the employee’s geographic location.
• Must be a world-class individual contributor as well as a leader.
• Applicants must be authorized to work in the US at the time of hire.
• Resumes and communication must be submitted in English.
• Regularly and reliably attend scheduled virtual team meetings on camera; work independently with minimal supervision; use required digital collaboration tools; prioritize and self-manage workflows and deadlines; and travel as needed.

Nice To Haves

• MBA or a master’s degree in engineering, computer science, physics, or mathematics.

Responsibilities

• Set and execute the SMB strategy, identifying high-potential client needs, offerings, and sales approaches, and building a business plan with financial objectives, priorities, and investment choices.
• Own the P&L and budget, managing revenue, profitability, spending, resource allocation, returns, and performance against plan.
• Improve conversion from first contact to first engagement by setting standards for response speed, discovery, qualification, closing, and seller ownership throughout the buying process.
• Grow and retain the client base through needs- and potential-based account management, proactive client conversations, repeat business, and action to address client attrition.
• Build outbound sales and targeted marketing with Marketing, Sales Development, and Enterprise industry teams, and measure campaign results through conversion, revenue, and acquisition economics.
• Build and activate a partnership ecosystem by identifying and recruiting partners, equipping them to sell with Toptal, establishing joint plans and opportunity ownership, and investing in profitable referral, co-selling, or resale motions.
• Expand adoption of services and AI-based solutions by helping sellers identify broader client needs, developing relevant propositions with Services leaders and specialists, and building the team’s ability to sell broader solutions.
• Build a high-performing sales organization by recruiting managers and sellers, setting expectations, establishing performance-management rhythms, coaching leaders, recognizing strong performance, and addressing underperformance.
• Match staffing and coverage to demand, response expectations, opportunities, and account needs, coordinating with Operations, Matching, and Delivery to preserve context and maintain client momentum.
• Establish reliable business metrics and forecasts for acquisition, engagement starts, retention, expansion, seller productivity, and financial performance; test changes against baselines and use technology and AI to improve execution.
• In the first week, learn Toptal’s business model, capabilities, SMB sales process, and client value proposition; meet leaders and supporting functions; and begin reviewing calls, the funnel, client portfolio, P&L, budget, and team performance.
• In the first month, assess growth constraints, leaders, teams, coaching, capacity, and hiring priorities; establish commercial and financial review rhythms; and present a proposed SMB business plan.
• In the first three months, execute an agreed business plan, implement initial conversion and retention improvements, launch targeted outbound campaigns, activate initial partner opportunities, and make initial talent and leadership decisions.
• In the first six months, demonstrate measurable progress in revenue, profitability, conversion, and retention; improve seller and manager effectiveness; show early results from outbound and partnerships; and manage the P&L against budget.
• In the first year, deliver agreed revenue, profitability, and budget objectives; strengthen leadership accountability and execution; improve client acquisition, retention, and growth; and establish outbound sales and partnerships as measurable growth contributors.
• Regularly and reliably attend scheduled virtual team meetings on camera; work independently with minimal supervision; use required digital collaboration tools; prioritize and self-manage workflows and deadlines; and travel as needed.

Benefits

• Participation in a 401(k) retirement plan.
• Medical, dental, and vision health insurance plans.
• Basic life insurance coverage.
• Short-term and long-term disability coverage.
• Flexible spending, dependent care, and health savings accounts.
• Access to telehealth virtual doctors.
• Employee assistance program.
• Flexible paid time off.
• Base salary and eligibility to earn monthly commissions based on revenue generated from engagements sold.

What This Job Offers

• Job Type: Full-time
• Career Level: Executive