Manager, Sales Development - US-Based

Toptal

4d•Remote

About The Position

Toptal is hiring a US-based Manager, Sales Development to lead and scale its sales development team, focused on acquiring new enterprise clients. The manager oversees end-to-end sales development operations and leads a high-energy team of Sales Development Representatives (SDRs), working with marketing, lead-generation, Enterprise Sales, and Client Partner teams to plan and execute goals, strategy, and tactics that grow the Toptal brand and create pipeline. The role includes hiring, onboarding, training, managing, coaching, and developing SDRs; establishing performance metrics and dashboards; and improving sales development processes. The manager will identify opportunities to use AI agents and automation in outbound sales, deploy agent-powered workflows, and coach the team on using them. This is a remote position, and applicants must already be authorized to work in the US; Toptal does not offer visa sponsorship or assistance. Resumes and communications must be submitted in English. The position is classified as full-time and exempt. It offers a base salary and eligibility for a discretionary bonus. Individual pay is determined by work location and factors such as job-related skills, experience, and relevant education or training.

Requirements

Bachelor’s degree.
At least 6 years of experience as a Sales Development Representative or in an outbound sales role.
At least 2 years of leadership experience.
Experience with Salesloft, Salesforce, LinkedIn Sales Navigator, and modern lead-generation tools.
Hands-on experience designing, building, and deploying AI agents to support outbound sales motions, such as automated prospect research, personalized outreach, sequences, or lead qualification, to improve SDR productivity or pipeline health.
Creative, process-oriented approach, with skill in building relationships and composing effective communications.
Metrics-oriented mindset and aptitude for tracking progress and setting and meeting goals.
Ability to write compelling prospecting emails and subject lines for technical and/or senior audiences.
Outstanding written and verbal communication skills.
Ability to work in a fast-paced, rapidly growing company and manage varied challenges, deadlines, and contacts.
Ability to contribute as a world-class individual contributor, not solely as a manager.
Ability to work independently with minimal supervision and self-manage workflows and deadlines.
Authorization to work in the US at the time of hire; visa sponsorship or assistance is not offered.
Resumes and communication must be submitted in English.

Responsibilities

Hire, onboard, train, and manage a team of Sales Development Representatives.
Motivate SDRs to exceed goals through coaching and incentives, and develop and maintain performance metrics and dashboards focused on maximizing performance.
Identify automation opportunities, deploy AI-agent-powered workflows for prospect research and personalized outreach, and coach the team on incorporating them into daily practices.
Work with Enterprise Sales and Client Partner teams to optimize lead and pipeline creation.
Maintain regular communication with team members via Slack.
Coach SDRs as they prospect, educate, qualify, and develop sales-ready leads and opportunities through lead-generation activities and outbound cold-calling into targeted accounts.
Coach SDRs as they interact with prospects by phone and email to explain Toptal’s vision, identify opportunities, and generate interest.
Disseminate opportunities to appropriate sales representatives, educate them about opportunities as needed, and recommend follow-up actions.
Assign, delegate, oversee, and monitor work.
Coach and mentor team members, provide feedback, conduct performance reviews, and implement performance improvement plans when needed.
Lead regular one-on-one meetings with team members and join client calls with SDRs to coach them and provide feedback.
Contribute to the SDR and Enterprise Sales Executive Leadership team and collaborate with Toptal Enterprise teams on strategic initiatives.
Optimize the sales development process, scale the impact of the SDR function, and build out the team.
Hire and promote SDRs and make incremental improvements to a high-performing, expanding team.
Attend scheduled virtual team meetings on camera, work independently with minimal supervision, use required digital collaboration tools, and prioritize and self-manage workflows and deadlines.