[Hiring] Manager, SMB Sales @Toptal

Role Description

Toptal’s inbound sales team is a driving force behind our growth, 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 holding them to a high standard of excellence in a high-velocity, consultative selling role. You will keep the team responsive to new inquiries while ensuring active opportunities continue to move.

• Coach Client Advisors on discovery, qualification, portfolio selling, and deal management.
• Review live and recorded calls, examine active opportunities, and identify specific changes that will improve each Client Advisor’s results.
• Recruit and interview Client Advisors against our Client Advisor Core Competencies.
• Own and continuously refine the Client Advisor inbound playbook.
• Understand causes of underperformance and agree specific corrective actions with Client Advisors.
• Manage onboarding for new Client Advisors, ensuring they complete sales training.
• Support career development and succession planning for Client Advisors.
• Challenge the evidence behind each Client Advisor’s view of an opportunity.
• Identify process improvements that increase Client Advisor efficiency and productivity.
• Work seamlessly with cross-functional partners.
• Deliver presentations to cross-departmental partners covering metrics and action plans.
• Motivate the team through recognition, incentives, and transparent communication.
• Drive a culture of high performance, accountability, and continuous improvement.

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.
• Experience managing pipeline and forecast rigor across a team in a CRM.
• Outstanding written and verbal communication skills.
• Comfortable operating in a dynamic environment with evolving processes and priorities.
• Full availability during working hours to support your team.
• Ability to work in a fast-paced, rapidly growing company.

Requirements

• Experience leading a team that sells more than one product or service line into the same account.
• 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 and CRM workflows.

Benefits

• Remote position.
• No visa sponsorship or assistance offered.