About Toptal Toptal is a global network of top talent in business, design, and technology that enables companies to scale their teams, on-demand. Toptal is a general network of top talent in business, design, and technology that enables companies to scale their teams, on-demand. With $200+ million in annual revenue and team members based around the globe, Toptal is the world's largest fully remote workforce.

We take the best elements of virtual teams and combine them with a support structure that encourages innovation, social interaction, and fun. 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 be accountable for improving conversion of inbound leads by identifying conversion leakage, bringing accountability to individuals' performance, hiring Client Advisors with consultative potential, reviewing calls, demonstrating stronger approaches, and coaching each advisor on changes to improve their sales skill and industry knowledge. Our ideal candidate is ambitious, competitive, driven by team success, and pairs that drive with genuine curiosity about what makes a sales team excellent. If you want to sharpen a team's performance and be recognized for the results, this is the team you want to be part of.

This is a remote position. We do not offer visa sponsorship or assistance. Resumes and communication must be submitted in English.

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:



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. Support career development and succession planning for Client Advisors, including the path into leadership. Deliver presentations to cross-departmental partners covering metrics, key takeaways, and action plans based on data analysis.

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.

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

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. 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. 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.

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.

Consultative sales mastery. You can spot curiosity, business acumen, and coachability in an interview, and you can tell real potential from polish. 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.

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

📌 Sales Executive - Technology (La Mancha)
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