Manager, SMB Sales

Toptal’s inbound sales team drives growth by converting inbound interest from small- and medium-sized businesses into Toptal clients. As Manager, SMB Sales, you will lead a team of Client Advisors, coaching them towards growth and ensuring high standards in a high-velocity, consultative selling role.

Your responsibilities include keeping the team responsive to inquiries, managing active opportunities, and coaching advisors through stalled decisions, specialist involvement, and client follow-ups. 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.

Key accountabilities include improving conversion of inbound leads by identifying leakage, holding advisors accountable for performance, hiring Client Advisors with consultative potential, reviewing calls, and demonstrating stronger approaches. Internally, collaboration with leadership across Client Services, Talent Operations, Client Experience, and People is essential.

The ideal candidate is ambitious, competitive, driven by team success, and genuinely curious about what makes a sales team excellent.

This is a remote position. Visa sponsorship or assistance is not offered. Resumes and communication must be submitted in English.

Responsibilities:

• Coach Client Advisors on discovery, qualification, portfolio selling, and deal management, demonstrating how to bring a useful point of view, support recommendations with proof points, address concerns, and ask for commitment.
• Develop by reviewing live and recorded calls, identifying changes to improve each advisor’s results, running role-plays, and providing clear, actionable feedback.
• Hire and build by recruiting and interviewing Client Advisors against core competencies like curiosity, business acumen, and coachability, as well as sales experience.
• Own and refine the Client Advisor inbound playbook using call audit findings and conversion data.
• Manage performance by understanding causes of underperformance, agreeing on corrective actions, and demonstrating sustained improvement in team conversion and sales performance.
• Onboard and ramp new Client Advisors, ensuring they complete sales training and meet skill-based ramp milestones.
• Support career development and succession planning for Client Advisors.
• Oversee the pipeline by challenging opportunity evidence and improving qualification and forecasting.
• Identify process improvements to increase efficiency, productivity, and scalability.
• Collaborate seamlessly with cross-functional partners, including Client Services, Talent Operations, Client Experience, and People leadership.
• Deliver presentations to cross-departmental partners covering metrics, key takeaways, and action plans.
• Motivate the team through recognition, incentives, and transparent communication.
• Drive a culture of high performance, accountability, and continuous improvement.

In the first week:

• Onboard and integrate into Toptal leadership.
• Learn Toptal’s model, team members, and story.
• Become acquainted with team members who will report to you.

In the first month:

• Complete Toptal’s leadership/sales training program and build a deep understanding of clients and portfolio selling.
• Understand team performance levels, identify conversion leakage, and begin 1-1 coaching.

In the first three months:

• Develop and roll out a strategy to increase team performance, setting individual goals.
• Run consistent coaching and opportunity-review cadences.
• Deliver your first cross-departmental presentation.

In the first six months:

• Demonstrate measurable commercial improvement in conversion and sales performance.
• Assess performance against KPIs and continuously improve.
• Build, coach, and mentor your team toward greater results.

In the first year:

• Run an optimized inbound sales function maximizing Toptal’s ability to capture SMB demand.
• Develop senior Client Advisors who mentor new team members.
• Sustain a culture of high performance and record-breaking results.