Remote opportunity at
ToptalManager, SMB Sales
Toptal's inbound sales team turns small and medium-sized businesses that reach out into paying clients. This full-time, remote Manager of SMB Sales leads a group of…
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About This Role
Toptal's inbound sales team turns small and medium-sized businesses that reach out into paying clients. This full-time, remote Manager of SMB Sales leads a group of Client Advisors and coaches them through discovery, qualifying, selling the full portfolio and managing deals. The role demands fast responses to new inquiries while keeping active opportunities moving, with a consultative approach to selling. The manager reviews live and recorded calls, studies open deals,…
Job Description
Toptal's inbound sales team turns small and medium-sized businesses that reach out into paying clients. This full-time, remote Manager of SMB Sales leads a group of Client Advisors and coaches them through discovery, qualifying, selling the full portfolio and managing deals. The role demands fast responses to new inquiries while keeping active opportunities moving, with a consultative approach to selling.
The manager reviews live and recorded calls, studies open deals, and runs role-plays that show stronger approaches. Work includes diagnosing where conversion is leaking, agreeing corrective steps and deadlines with advisors who fall short, and moving new hires through defined ramp milestones. The manager also recruits and interviews advisors against Toptal's core competencies, looking for curiosity, business sense and coachability alongside sales skill.
Other duties include refining the inbound playbook using call audits and conversion data, questioning the evidence behind each advisor's view of a deal, sharing metrics and action plans with partner groups including People leaders, Client Experience, Talent Operations and Client Services, and bringing in matching, delivery or HireGlobal specialists when a deal needs them.
Candidates need a minimum of three years in business-to-business selling, including one to two years leading inbound, inside or small-business teams. A track record of lifting team results through specific coaching and disciplined pipeline management is essential, as is experience forecasting in a CRM. A bachelor's degree is required. Applications and correspondence must be in English.
Responsibilities
- Coach advisors on discovery, qualifying, selling the full portfolio and managing deals
- Review calls and deals, then give specific feedback through role-play and demonstration
- Recruit and interview advisors for consultative potential as well as sales experience
- Maintain and improve the inbound playbook using audit findings and conversion data
- Agree corrective actions and timelines for advisors who are underperforming
- Present metrics and action plans to cross-functional partners and bring in specialists when needed
Requirements
- Three or more years of B2B sales, with one to two years leading inbound, inside or small-business teams
- Record of raising team performance through coaching and firm opportunity management
- Ability to coach to a structured sales method
- Experience keeping a team's pipeline and forecasts disciplined inside a CRM
- Visible enthusiasm for using AI to research deals, review calls and coach
- Strong written and spoken communication, including presenting metrics to other departments
- Available for the full working day to support the team and step into escalations
Qualifications
- Bachelor's degree
- Background managing a group that sells multiple products or services into the same account
- Familiarity with a named method such as MEDDPICC, Challenger, SPIN or Sandler
- Sales leadership in software, technology or professional services
- Hands-on use of AI tools that review calls and surface deal insights, plus CRM workflows
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 notes that visa sponsorship is not offered.
What sales experience is required?
Three or more years in B2B sales, with one to two years leading inbound, inside or small-business teams.
Is the role full-time and what is the pay?
The posting describes a full-time role. It does not state a salary or commission details.
How should candidates apply?
The posting gives no application steps. It requires that applications and correspondence be in English.
Sample Interview Questions
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