General Manager, SMB

Toptal

. Own the strategy, growth, profitability, P&L, and budget of Toptal’s SMB business .

Posted 10/16/2026full-timeRemote • United StatesSeniorLeadWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in B2B sales strategy, client retention, and account management, with a strong focus on leveraging technology and AI to drive revenue growth and operational efficiency. Proven ability to lead high-performing sales teams and develop targeted marketing campaigns that yield measurable results.

Highest-signal resume keywords

B2B Commercial ExperienceSaaS SalesSales Team LeadershipClient Retention StrategiesAnalytical Judgment

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Sales ExecutionAccount ManagementRevenue GrowthPerformance ManagementSales ForecastingCampaign DevelopmentConversion ImprovementPartnership ActivationAI-Based SolutionsBudget Management

Soft Skills

Clear CommunicationPersuasive WritingCoachingSelf-ManagementAdaptability

Tools & Technologies

Digital Collaboration ToolsSales Reporting SoftwareCRM SystemsAI Technologies

Certifications & Qualifications

Bachelor's Degree

Industry Keywords

SMB BusinessHigh-Volume SalesClient AcquisitionCommercial PartnershipsSales Operations

About the role

Key responsibilities & impact

Own the strategy, growth, profitability, P&L, and budget of Toptal’s SMB business
Improve inbound sales execution and grow outbound sales
Improve client retention, expansion, and account management
Develop targeted marketing with Enterprise industry teams
Build and activate a partnership ecosystem for qualified demand and revenue
Expand adoption of Toptal’s services, AI-based solutions, and talent-based capabilities
Lead a high-energy sales organization with rigorous performance management
Listen to calls, speak with clients, analyze lost opportunities, and coach leaders
Recruit managers and sellers and establish performance expectations and coaching rhythms
Plan staffing, capacity, coverage, and client portfolios
Coordinate with Operations, Matching, and Delivery
Establish reliable commercial, sales, retention, productivity, and financial reporting
Build forecasts and use technology and AI to improve execution
Deliver business plans and measurable improvements in revenue, profitability, conversion, and retention
Report directly to the EVP, Industries

Requirements

What you’ll need

Bachelor’s degree is required
12+ years of B2B commercial experience, including SaaS or services sales
Sustained record of scaling high-volume sales to small and medium-sized businesses
5+ years leading sales and account management teams, including experience managing managers
Experience leading new-client acquisition and account management
Evidence of improving conversion, retention, and expansion
Accountability for commercial results and resource decisions
Experience building outbound sales and targeted campaigns producing measurable revenue
Experience activating commercial partnerships and generating qualified opportunities and revenue
Strong analytical judgment
Ability to improve high-volume sales operations while introducing new offerings or sales approaches
Fluency in technology, AI, and services delivery
Clear, persuasive written and verbal communication
Outstanding written and verbal communication skills, including proposals and presentations
Ability to work in a fast-paced, rapidly growing company and handle varied challenges, deadlines, and contacts
Regular or periodic travel to meet Toptal clients and customers inside and outside the geographic location
Must be authorized to work in the US at the time of hire
Resumes and communication must be submitted in English
Regularly and reliably attend scheduled virtual team meetings on camera
Work independently with minimal supervision
Use all required digital collaboration tools
Prioritize and self-manage workflows and deadlines
Travel as needed to develop client and partner relationships and work with the team

Benefits

Comp & perks

Participation in a 401(k) retirement plan
Medical, dental, and vision health insurance plans
Basic life insurance coverage
Short-term and long-term disability coverage
Flexible spending, dependent care, and health savings accounts
Telehealth virtual doctors
Employee assistance program
Flexible paid time off
Monthly commissions based on revenue generated from engagements sold
Remote work arrangement