Manager, SMB Sales

Toptal; Vancouver; On-site; CAD 120,000 - 160,000; Full time

Job summary

Toptal is seeking a Manager, SMB Sales to lead a team of Client Advisors in a high-velocity, consultative selling environment. You will coach, hire, and develop talent while ensuring effective discovery, qualification, and portfolio selling across Toptal’s full offering.

This is a fully remote role with a focus on conversion and client relationships. You will partner with cross-functional leaders to drive accountable performance, forecasting discipline, and scalable processes.

Qualifications

• Experience leading a team that sells more than one product or service line into the same account (portfolio selling).
• 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.

Responsibilities

• Coach Client Advisors on discovery, qualification, portfolio selling, and deal management.
• Review live and recorded calls and provide actionable feedback to improve results.
• Hire and interview Client Advisors for consultative potential, curiosity, business acumen, and coachability.
• Own and refine the inbound playbook using data to keep it current and effective.
• Manage performance and forecast discipline with corrective actions and timelines.
• Onboard and ramp new Client Advisors with structured training milestones.
• Support career development and succession planning for Client Advisors.
• Oversee pipeline and improve qualification and forecasting through critical questioning.
• Identify process improvements to increase efficiency, productivity, and scalability.
• Collaborate with cross-functional teams including Client Services, Talent Operations, and People.
• Deliver presentations on metrics and action plans to cross-departmental partners.
• Motivate the team through recognition and transparent expectations.
• Drive a culture of high performance and continuous improvement.

Skills

Portfolio selling

Named sales methodology

Sales leadership experience

Sales tooling fluency

Tools

CRM software

Job description

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 standard.

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. Internally, this position works closely with leadership across Client Services, Talent Operations, Client Experience, and People to support a team-based approach to best-in-class service.

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.

Responsibilities

The following information is intended to describe the general nature and level of work being performed. It is not intended to be an exhaustive list of all duties, responsibilities, or required skills.

• Coach: Coach Client Advisors on discovery, qualification, portfolio selling, and deal management. Demonstrate how to bring a useful point of view, support recommendations with relevant proof points, address concerns, and ask for commitment.
• Develop: Review live and recorded calls, examine active opportunities, and identify specific changes that will improve each Client Advisor's results. Run focused role-plays, demonstrate stronger approaches, and give clear, actionable feedback.
• 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: Understand causes of underperformance and agree specific corrective actions and timelines with Client Advisors. 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.
• Career Development: Support career development and succession planning for Client Advisors, including the path into leadership.
• Pipeline Oversight: Challenge the evidence behind each Client Advisor’s view of an opportunity: why it may proceed, what remains unresolved, when decisions are likely, and use that judgment to improve qualification and prioritize support, and strengthen forecasting discipline..
• Operational Excellence: Identify process improvements that increase Client Advisor efficiency, productivity, and scalability.
• Cross-Functional Partnership: Work seamlessly with cross-functional partners that include, but are not limited to: Client Services, Talent Operations, Client Experience, and People leadership. Additionally, be able to bring in the right specialists (matching, delivery, HireGlobal, service-offering experts) at the right time.
• Reporting: Deliver presentations to cross-departmental partners covering metrics, key takeaways, and action plans based on data analysis.
• Motivation and Recognition: Motivate the team through recognition, incentives, and transparent communication of expectations and results.
• Culture: 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.

Preferred Qualifications

• Experience leading a team that sells more than one product or service line into the same account (portfolio selling).
• 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.

Core Competencies

• Consultative sales mastery. You can run and model an excellent discovery call yourself - open-ended discovery, disciplined qualification, and a dated, named next step - and show your team what good looks like.
• Coach-first leadership. You develop people through call review, role-play, and specific feedback, not just dashboards. Your team gets better because you are in the details with them.
• Talent judgment. You can spot curiosity, business acumen, and coachability in an interview, and you can tell real potential from polish.
• Insight-led selling. 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.
• Accountable. You take ownership of your team’s results and hold your team accountable to raising their own bar.
• Critical thinker. Strong analytical and problem-resolution skills, with a demonstrated ability to develop data-driven solutions.
• Proactive, collaborative communicator. 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.