Manager, SMB Sales

About Toptal Toptal is a global 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. We see no borders, move at a fast pace, and are never afraid to break the mold. Job Summary: 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. You will coach advisors through stalled decisions, specialist involvement, and client follow-up, stepping in where your judgement can help secure the next commitment. You will lead a team that is responsible for executing strong discovery, disciplined qualification, portfolio selling across Toptal’s full offering with complete ownership of the client relationship from first conversation through close. Your team’s job is to position Toptal as a strategic services partner, not a single-transaction talent vendor, and you set that stan