As General Manager, Small & Medium Business (SMB), reporting directly to the EVP, Industries, you will own the strategy, growth, and profitability of Toptal’s SMB business, with full P&L; and budget authority. You will improve how we win current clients, retain and expand existing relationships, and bring more of Toptal’s capabilities to market. SMB requires consistent and strong commercial judgment at a high volume. New clients arrive with an immediate need; within 15 minutes your team must quickly understand the problem, explain how Toptal can help, and move the opportunity toward a sale. In addition to strengthening the inbound execution, you will grow our nascent outbound sales motion, improve our client expansion motion, develop more targeted marketing with our Enterprise industry teams, and activate a partnership ecosystem to bring new clients and revenue to Toptal.

You will lead a high-energy sales organization with transparent expectations and rigorous performance management. You will listen to calls, speak with clients, examine where opportunities are lost, and coach your leaders through specific performance issues. You will know whether a shortfall comes from demand, selling quality, pricing, capacity, or the client experience, and act with the responsible teams to address it. This is a remote position. Resumes and communication must be submitted in English.

Identify the client needs, offerings, and sales approaches with the strongest growth potential. Understand how conversion, retention, pricing, offering mix, and the cost to acquire and serve clients affect results. Allocate resources, evaluate returns, and act when performance diverges from the plan.

Ensure sellers maintain ownership as specialists resolve technical questions and clients move through the buying process. Build an account management approach that gives clients appropriate attention based on their needs and potential. Build outbound sales and targeted marketing. Work with Marketing, Sales Development, and Enterprise industry teams to select target clients, develop relevant propositions, and run coordinated campaigns. Identify and recruit the right partners, equip them to sell with Toptal, and develop joint plans with clear opportunity ownership. Help sellers recognize when a client’s needs extend beyond an individual talent request.



Work with Services leaders and specialists to develop relevant propositions, bring expertise into client conversations, and close business. Build the team’s ability to sell broader solutions while maintaining progress on the client’s immediate need.

Build a high-performing sales organization. Recruit strong managers and sellers, set demanding but achievable expectations, and establish a daily and weekly rhythm for performance management. Hold managers accountable for call quality, conversion, productivity, and commercial results. Review their coaching, demonstrate stronger approaches, recognize strong performance, and address underperformance promptly.

Plan staffing around demand, response expectations, active opportunities, and account needs. Establish a consistent view of acquisition, engagement starts, retention, expansion, seller productivity, and financial performance. Build forecasts that reflect the speed and volume of SMB sales. Test changes against clear baselines, distinguish temporary movement from sustained improvement, and use technology and AI to improve execution.

Learn Toptal’s business model, capabilities, SMB sales process, and client value proposition.

Meet your leadership team and the functions supporting acquisition, account management, partnerships, matching, and delivery.

Listen to client calls and begin reviewing the funnel, client portfolio, P&L;, budget, and team performance, while exercising discretion and independent judgment.

Assess your leaders and teams, including coaching, performance, capacity, and hiring priorities.

Establish a consistent rhythm for commercial reviews, forecasting, financial management, and coaching.

Be running targeted outbound campaigns with Marketing, Sales Development, and Enterprise industry teams, and activating initial partner opportunities.

Show that coaching and consistent performance management are improving seller and manager effectiveness.





Show early commercial results from outbound campaigns and activated partners, with evidence to guide further investment.

Manage the P&L; against the budget and address material variances with specific actions.

Have built a stronger leadership team with clear accountability, effective coaching, and consistent execution.

Have established outbound sales and partnerships as measurable contributors to growth, with a clear plan for scaling them.

Bachelor’s degree is required. An MBA or a master’s degree in engineering, computer science, physics, or mathematics is preferred.

- 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. You can demonstrate your personal contribution to growth and improved commercial performance.
- 5+ years leading sales and account management teams, including experience managing managers. You have built high-energy teams, set clear performance standards, improved results through specific coaching, addressed underperformance, and developed 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. Experience building outbound sales and working with Marketing and Sales Development on targeted campaigns that produce measurable revenue.
- Experience activating commercial partnerships and turning partner relationships into qualified opportunities and revenue.
- You can trace a performance problem through the sales process, test competing explanations, and determine whether a change produced a meaningful improvement.
- The ability to improve a high-volume sales operation while introducing new offerings or ways of selling. You can make changes without losing control of daily execution.
- Sufficient fluency in technology, AI, and services delivery to discuss client priorities intelligently, evaluate commercial opportunities, and recognize when specialist expertise is needed.
- You can explain the business, make a compelling investment case, and give teams specific direction.
- Regular or periodic travel to meet and engage with Toptal clients and customers both inside and outside of your geographic location.

📌 General Manager, Remote (Canada)
🏢 Important Group
📍 Canada