Manager SMB Sales

About Toptal and the Role

Toptal is a global network of top talent in business, design, and technology, enabling companies to scale their teams on-demand. With over $200 million in annual revenue, Toptal operates as a fully remote workforce. As the Manager, SMB Sales, you will lead a team of Client Advisors, focusing on converting inbound interest from small- and medium-sized businesses into Toptal clients. This full-time, remote position is based in Saudi Arabia and requires 2-5 years of experience.

Role Overview

This role involves coaching Client Advisors in a high-velocity, consultative selling environment, ensuring responsiveness to new inquiries and progression of active opportunities. You will guide advisors through decision-making processes, specialist involvement, and client follow-up, intervening to secure commitments. The team is responsible for executing strong discovery, disciplined qualification, and portfolio selling across Toptal’s offerings, maintaining client relationships from initial contact through close. The objective is to position Toptal as a strategic services partner. You will be accountable for improving inbound lead conversion by identifying areas for improvement, ensuring individual performance accountability, and hiring Client Advisors with consultative potential.

Key Responsibilities

• Coach Client Advisors on discovery, qualification, portfolio selling, and deal management, demonstrating effective approaches.
• Review calls and opportunities to identify areas for improvement, providing actionable feedback and running focused role-plays.
• Recruit and interview Client Advisors, assessing for consultative potential, business acumen, and coachability.
• Own and refine the Client Advisor inbound playbook based on call audits and conversion data.
• Manage team performance, addressing underperformance with corrective actions and timelines, and demonstrating improvement in conversion and sales.
• Oversee onboarding for new Client Advisors, ensuring completion of sales training and assessment against ramp milestones.
• Support career development and succession planning for Client Advisors.
• Challenge Client Advisors' views on opportunities to improve qualification, prioritize support, and strengthen forecasting.
• Identify process improvements to enhance Client Advisor efficiency, productivity, and scalability.
• Collaborate with cross-functional partners including Client Services, Talent Operations, Client Experience, and People leadership.
• Deliver presentations on metrics, key takeaways, and action plans to cross-departmental partners.
• Motivate the team through recognition, incentives, and transparent communication.
• Drive a culture of high performance, accountability, and continuous improvement.

Qualifications and Requirements

• Bachelor’s degree is required.
• Three or more years in business-to-business sales, including one to two years of direct leadership of inbound, inside, or end-to-end small business sales teams.
• Demonstrated ability to improve individual and team sales performance through coaching and disciplined opportunity management.
• Experience managing pipeline and forecast rigor within a CRM.
• Passion for AI in the workplace, including its application to sales team research, call review, and coaching.
• Strong written and verbal communication skills, with comfort in presenting metrics and strategy.
• Ability to operate effectively in a dynamic environment with evolving processes and priorities.
• Full availability during working hours to support the team and handle client escalations.
• Capability to thrive in a fast-paced, growing company and manage diverse challenges and deadlines.
• Experience leading a team that sells multiple product or service lines (portfolio selling) is preferred.
• Familiarity with named sales methodologies (*, MEDDPICC, Challenger, SPIN, Sandler) is preferred.
• Software, tech, or professional-services sales leadership experience is preferred.
• Fluency with modern sales tools, including AI-assisted call review, conversation intelligence, and CRM workflows, is preferred.

Core Competencies

• Consultative Sales Mastery: Ability to model and execute excellent discovery calls, including open-ended discovery, disciplined qualification, and clear next steps.
• Coach-First Leadership: Develops team members through call review, role-play, and specific feedback, focusing on detailed improvement.
• Talent Judgment: Skilled in identifying curiosity, business acumen, and coachability during interviews.
• Insight-Led Selling: Capable of teaching Client Advisors to provide a point of view, reframe client thinking, and position Toptal as a strategic partner.
• Accountable: Takes ownership of team results and holds team members accountable for performance.
• Critical Thinker: Possesses strong analytical and problem-resolution skills, with a demonstrated ability to develop data-driven solutions.
• Proactive, Collaborative Communicator: Drives towards objectives independently and communicates clearly across teams, partners, and clients in a remote environment.

Work Environment

This is a remote, full-time position. Resumes and communication must be submitted in English. Toptal does not offer visa sponsorship or assistance for this role.