General Manager, SMB

Toptal

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

Posted 10/16/2026full-timeRemote • CanadaSeniorLeadWebsite

Core Competencies

Role fit

Core Competencies

Use this summary to align your resume positioning with the role.

Demonstrates expertise in B2B commercial strategy, focusing on client acquisition, retention, and revenue growth within the SaaS and services sectors. Proven ability to lead high-performing sales teams, manage P&L, and implement effective performance management practices.

Highest-signal resume keywords

B2B Commercial ExperienceSaaS SalesSales Team LeadershipClient AcquisitionAnalytical Judgment

ATS Keywords

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Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills

Sales ManagementAccount ManagementPerformance ManagementRevenue GrowthBudget ManagementConversion ImprovementOutbound SalesPartnership ActivationForecastingFinancial Management

Soft Skills

Clear CommunicationPersuasive WritingCoachingProblem-SolvingAdaptability

Tools & Technologies

AI-Based SolutionsSales Development ToolsCRM SoftwareReporting ToolsMarketing Automation

Certifications & Qualifications

Bachelor's Degree

Industry Keywords

SMB StrategyClient RetentionTargeted MarketingHigh-Volume SalesCommercial Partnerships

About the role

Key responsibilities & impact

Own Toptal’s SMB strategy, growth, profitability, P&L, and budget
Improve new-client acquisition, inbound conversion, client retention, and account expansion
Grow outbound sales, targeted marketing, and partnership-driven 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 on performance
Recruit managers and sellers and build a high-performing sales organization
Plan staffing and coverage around demand, opportunities, and account needs
Coordinate with Operations, Matching, and Delivery to preserve context through transitions
Establish reliable reporting, forecasting, commercial reviews, and financial management
Deliver milestone-based improvements in conversion, retention, revenue, profitability, and budget performance

Requirements

What you’ll need

Bachelor’s degree is required
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
5+ years leading sales and account management teams, including experience managing managers
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, including pricing, staffing, investment, and client coverage
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
Strong analytical judgment and ability to test competing explanations and determine meaningful improvement
Ability to improve a high-volume sales operation while introducing new offerings or ways of selling
Sufficient 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
Resumes and communication must be submitted in English
Must be a world-class individual contributor

Benefits

Comp & perks

Remote position
Authority to build the team and invest in profitable growth