Manager, SMB Sales

• Coach: Coach Client Advisors on discovery, qualification, portfolio selling, and deal management. Demonstrate how to bring a useful point of view, support recommendations with relevant proof points, address concerns, and ask for commitment.

• Develop: Review live and recorded calls, examine active opportunities, and identify specific changes that will improve each Client Advisor’s results. Run focused role-plays, demonstrate stronger approaches, and give clear, actionable feedback.

• Hire and Build: Recruit and interview Client Advisors against our Client Advisor Core Competencies, hiring for consultative potential - curiosity, business acumen, and coachability - as well as sales experience.

• Playbook Ownership: Own and continuously refine the Client Advisor inbound playbook, using call audit findings and conversion data to keep it current and effective.

• Manage Performance: Understand causes of underperformance and agree specific corrective actions and timelines with Client Advisors. Demonstrate sustained improvement in team conversion and sales performance, supported by stronger discovery, qualification, follow-through, and portfolio expansion.

• Onboard and Ramp: Manage onboarding for new Client Advisors, ensuring they complete sales training and assessing each new advisor against the skill-based Client Advisor ramp milestones — running discovery unaided, qualifying a live opportunity, surfacing needs beyond the initial request — on the path to independent, quota-carrying performance.

• Career Development: Support career development and succession planning for Client Advisors, including the path into leadership.

• Pipeline Oversight: Challenge the evidence behind each Client Advisor’s view of an opportunity: why it may proceed, what remains unresolved, when decisions are likely, and use that judgment to improve qualification and prioritize support, and strengthen forecasting discipline..

• Operational Excellence: Identify process improvements that increase Client Advisor efficiency, productivity, and scalability.

• Cross-Functional Partnership: Work seamlessly with cross-functional partners that include, but are not limited to: Client Services, Talent Operations, Client Experience, and People leadership. Additionally, be able to bring in the right specialists (matching, delivery, HireGlobal, service-offering experts) at the right time.

• Reporting: Deliver presentations to cross-departmental partners covering metrics, key takeaways, and action plans based on data analysis.

• Motivation and Recognition: Motivate the team through recognition, incentives, and transparent communication of expectations and results.

• Culture: Drive a culture of high performance, accountability, and continuous improvement within the team — including a learn-it-all habit of self and peer call review, and a library of strong calls that show the standard.

In the first week, expect to:

• Onboard and integrate into Toptal leadership.

• Learn Toptal’s model, our team members, and our story.

• Become acquainted with the team members who will report to you.

In the first month, expect to:

• Complete Toptal’s leadership/sales training program and build a deep understanding of who our clients are and how Client Advisors sell across our full portfolio.

• Understand your team and their current performance levels, the SMB Sales Leadership and expectations, and identify the main causes of conversion leakage.

• Begin 1-1 coaching with each team member based on ongoing live and recorded call reviews.

In the first three months, expect to:

• Develop and roll out your strategy to increase team performance and productivity, with individual goals set for each team member.

• Run consistent coaching and opportunity-review cadences with specific improvement priorities for each Client Advisor.

• Deliver your first cross-departmental presentation covering metrics, key takeaways, and action plans.

In the first six months, expect to:

• Demonstrate measurable commercial improvement in conversion and sales performance from Client Advisors being coached, supported by stronger call quality scores, opportunity progression, and qualified HireGlobal and services opportunities.

• Regularly assess performance against KPIs, partnering with sales enablement and operations to continuously improve.

• Continue building, coaching, and mentoring your team toward greater results.

In the first year, expect to:

• Run an optimized, well-managed inbound sales function that maximizes Toptal’s ability to capture SMB market demand profitably.

• Develop senior Client Advisors who mentor new team members and serve as reference points on discovery quality and portfolio positioning.

• Sustain a culture of high performance, continuous improvement, and record-breaking results and client experiences.

Qualifications and Job Requirements:

Required Qualifications

• Bachelor’s degree required.

• Three or more years in business-to-business sales, featuring 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; comfortable presenting metrics and strategy to cross-departmental partners.

• Comfortable operating in a dynamic environment with evolving processes and priorities.

• Full availability during working hours to support your team and step into client escalations as needed.

• Ability to work in a fast-paced, rapidly growing company and handle a wide variety of challenges, deadlines, and a diverse array of contacts.

• 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.

Preferred Qualifications

• 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

These are the skills we evaluate during interviews and continue to develop with you after you join.

• Consultative sales mastery. You can run and model an excellent discovery call yourself — open-ended discovery, disciplined qualification, and a dated, named next step — and show your team what good looks like.

• Coach-first leadership. You develop people through call review, role-play, and specific feedback, not just dashboards. Your team gets better because you are in the details with them.

• Talent judgment. You can spot curiosity, business acumen, and coachability in an interview, and you can tell real potential from polish.

• Insight-led selling. You can teach Client Advisors to bring a point of view, reframe a client’s thinking when needed, and position Toptal as a strategic services partner rather than a talent marketplace.

• Accountable. You take ownership of your team’s results and hold your team accountable to raising their own bar.

• Critical thinker. Strong analytical and problem-resolution skills, with a demonstrated ability to develop data-driven solutions.

• Proactive, collaborative communicator. You drive toward the mission without being told, and you communicate clearly across your team, cross-functional partners, and clients essential in our remote environment.

• SMB Sales
• Customer

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