Remote opportunity at
ToptalDirector, Partnerships
Toptal operates a worldwide network of talent that helps companies scale teams on demand. This full-time, remote Director of Partnerships shapes the direction and expansion of…
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About This Role
Toptal operates a worldwide network of talent that helps companies scale teams on demand. This full-time, remote Director of Partnerships shapes the direction and expansion of Toptal's partner ecosystem. The job turns partner relationships into measurable revenue, specialized offers and wider market reach covering current and developing services, along with products and new business lines. The director reports to the Chief Customer Officer for AI Services and coordinates with the…
Job Description
Toptal operates a worldwide network of talent that helps companies scale teams on demand. This full-time, remote Director of Partnerships shapes the direction and expansion of Toptal's partner ecosystem. The job turns partner relationships into measurable revenue, specialized offers and wider market reach covering current and developing services, along with products and new business lines. The director reports to the Chief Customer Officer for AI Services and coordinates with the Sales, Services, Talent and Marketing groups plus senior leadership to find, activate and expand strategic partners.
The scope covers joint go-to-market plans, pipeline sourced or influenced by partners, co-selling, shared solutions, marketplace and reseller deals, certification programs, tier levels, executive relationships, and programs funded by partners, such as Marketing Development Funds and sponsorships. The posting describes a hands-on leadership job: the director sets strategy but also drafts partner plans, decks, business cases and enablement content, and works directly on opportunities.
Key tasks include drafting shared business plans with top-priority partners, running regular business reviews on revenue, pipeline and adoption, carrying partnerships from business case through contract, launch and ongoing performance, and building the processes and metrics that keep a growing partner portfolio on track. The director also lines up commitments among Finance, Legal, Marketing, Talent, Services, Sales and Product so each deliverable has a clear owner.
Applicants need at least eight years in alliances, partnerships, business development, professional services or sales, with a record of growing pipeline or revenue through partners. Experience with technology, cloud, AI, software or marketplace partners is a strong advantage. A bachelor's degree is required. The role is remote, and applications and correspondence must be in English.
Responsibilities
- Design partnership strategies that generate pipeline and revenue, whether sourced or influenced by partners
- Create joint business plans with top partners and lead recurring business reviews
- Build joint go-to-market plays: account mapping, joint pursuits, enablement sessions, marketplace listings and resale deals
- Pursue partner certifications, specializations and tier upgrades that widen Toptal's access and benefits
- Secure partner-funded support such as MDF, sponsorships and event funding
- Oversee partnerships from business case through contracting, onboarding and performance
- Define KPIs that track revenue, pipeline, tier status, joint selling activity and partner spending
Requirements
- Eight or more years in alliances, partnerships, business development, professional services or sales
- History of building partnership strategies that added pipeline, revenue or market reach
- Ability to build trust with executives and field staff at partner companies
- Working knowledge of partner programs, including certifications, tiers, marketplaces, co-sell and MDF
- Hands-on drafting of plans, decks, applications and business cases
- Cross-functional leadership that gets results without formal authority across Operations, Product, Finance, Legal, Marketing, Talent and Services
- Sharp executive communication, negotiation and analytical skills
Qualifications
- Bachelor's degree
- Background with tech vendors, cloud platforms, AI firms or software and marketplace partners is strongly preferred
- Working knowledge of CRM systems, Google Workspace, Slack and generative AI tools
Core Skills
Frequently Asked Questions
Answers are based only on the employer’s listing; where it doesn’t say, neither do we.
Is this role remote?
Yes. The posting lists it as remote and says visa sponsorship is not offered. Applications and correspondence must be in English.
What experience is required?
Eight or more years in alliances, partnerships, business development, professional services or sales, with a record of partner-driven revenue.
Is the position full-time and what is the pay?
The posting describes a full-time role. It does not state a salary or pay range.
To whom does the director report?
The director reports to the Chief Customer Officer for AI Services.
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