Head of Industries

Toptal

33d • Remote

About The Position

As the Head of Industries, you will lead and oversee Toptal’s Industry’s function, which includes all of our industry-related GMs for each industry vertical. The Industry’s team is responsible for go-to-market (GTM) strategy per industry, as well as for being the key driver of revenue for all service lines at Toptal. You will be responsible for driving strategic growth across verticals, ensuring alignment, scalability, and performance throughout the Industry function. This role is central to Toptal’s continued market leadership and growth, requiring a blend of strategic vision, operational excellence, and hands-on leadership. You will need to drive revenue and sales—this will be the absolutely most important part of your job. You will do this through working with our hunters to hunt and our farmers to build prosperous farms. Knowing who should be a hunter. vs. farmer and how to drive each is key. Knowing how to align the team with the relevant service lines is also key.
A huge portion of your role will be constructing, managing, and scaling a world-class accounts management process. This is the most important capability for driving revenue and sales within our company and it will be at least 50% of your focus. This will be coupled with ensuring that your Industry function is doing exceptional consulting and solutioning with all clients, all of the time. Threading the needle here with the service lines will be key to running a successful accounts management process.
You will collaborate closely with the Executive team to define priorities, unlock new market opportunities, and build trusted relationships with leaders at our top strategic clients.
This is a remote position, though you will be expected to meet with your team monthly to drive sales and strategy. Resumes and communication must be submitted in English.

Requirements

• Bachelor’s degree is required. Master’s degree in Engineering, Business, or a related field preferred.
• 15+ years of enterprise B2B leadership experience, including 10+ years in executive roles with full P&L ownership across multiple verticals and sales organizations.
• Proven track record managing large, complex portfolios and driving substantial revenue growth and profitability.
• Demonstrated success scaling multi-industry go-to-market teams with direct oversight of complex commercial operations.
• Experience leading large, distributed sales teams within high-growth technology or professional services environments.
• Deep expertise in enterprise sales methodology and leading consultative, multi-phase sales pursuits.
• Proven ability to manage extensive client portfolios and accelerate revenue growth across multiple verticals.
• Excellent organization skills and detail-oriented. You are hyper-organized, know how to work efficiently, and prioritize execution, as well as mentor others to do the same.
• Exceptional communicator and storyteller with executive presence.
• Ability to influence and collaborate across functions—including Sales, Marketing, Finance, Delivery, and Product.
• Strong track record of coaching and developing sales leaders and team members across all levels.
• Willingness to travel to meet with clients, team members, and stakeholders.
• You must be a world-class individual contributor to thrive at Toptal. You will not be here just to tell other people what to do.

Nice To Haves

• Management consulting experience at a top-tier firm (e.g., McKinsey, Bain, BCG) or investment banking experience is preferred but not required.

Responsibilities

• Lead and manage the team of GMs responsible for Toptal’s key industry verticals.
• Align and manage the industry verticals with the service verticals to ensure strategy and delivery are fully aligned with the Industry function.
• Oversee and unify the GTM functions across industries, ensuring all teams are operating with consistency, clarity and alignment to both vertical and company-wide growth initiatives.
• Build and maintain direct relationships with senior executives at key clients, supporting high-impact pursuits and strategic account growth.
• Drive revenue growth across verticals by identifying cross-industry opportunities, harmonizing sales practices, and aligning the team on best-in-class client delivery.
• Set sales standards and coach GMs and sales leaders on how to build and scale high-performing GTM teams across multiple client segments.
• Own quarterly planning for Industries, including revenue targets, headcount strategy, sales role allocation, and account segmentation.
• Partner with cross-functional leadership to ensure integrated support and alignment across GTM and operational initiatives.
• Lead performance management and forecasting across all teams, tracking pipeline health, conversion rates, client satisfaction, and productivity at every level.
• Lead operational reviews with GMs and GTM teams to assess deal progress, pipeline velocity, and client growth strategies.
• Support GMs and frontline managers in hiring, onboarding, coaching, and developing talent.
• Coach and mentor team members, managing pipelines, providing feedback, conducting performance reviews, and implementing performance improvement plans, if needed.
• Manage a team of high-level and consultative practitioners within each industry who drive sales via consulting and solutioning, that blows the minds of clients and makes those clients want to work with us based on the quality of our consulting and solutions delivered to them.
• Hire and manage a team of hunters and farmers per Industry vertical. Know how to identify and hire for each.

What This Job Offers

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