Remote SMB Growth & P&L Leader

OpenKrill; United States; Remote; USD 180,000 - 260,000; Full time

Job summary

Toptal is seeking a General Manager, SMB to own strategy, growth, and profitability of our SMB business with full P&L and budget authority. You will lead a high-energy sales organization, coach leaders, and scale inbound and outbound motions, partnerships, and AI-based solutions.

You will build the team, invest in profitable growth, and ensure execution with data-driven decision making. This is a remote role with English-only communications and no visa sponsorship.

Responsibilities

• Set and execute the SMB strategy. Identify the client needs, offerings, and sales approaches with the strongest growth potential. Build a business plan with clear financial objectives, priorities, and investment choices. Strengthen the existing talent business while developing additional sources of growth.
• Own the P&L and budget. Be accountable for revenue, profitability, and spending. Understand how conversion, retention, pricing, offering mix, and the cost to acquire and serve clients affect results. Allocate resources, evaluate returns, and act when performance diverges from the plan.
• Improve conversion from first contact to first engagement. Set clear standards for response speed, discovery, qualification, and closing. Ensure sellers maintain ownership as specialists resolve technical questions and clients move through the buying process. Find where momentum is lost and address the underlying causes.
• Grow and retain the client base. Build an account management approach that gives clients appropriate attention based on their needs and potential. Expect proactive conversations about upcoming work, engagement outcomes, and opportunities to do more with Toptal. Address reasons clients leave and develop practical ways to earn repeat business.
• Build outbound sales and targeted marketing. Grow the nascent outbound motion into a repeatable source of revenue. Work with Marketing, Sales Development, and Enterprise industry teams to select target clients, develop relevant propositions, and run coordinated campaigns. Use shared industry insight and client experience to sharpen targeting, then assess results through conversion, revenue, and acquisition economics.
• Activate a partnership ecosystem. Build partnerships that create qualified demand and new revenue for SMB. Identify and recruit the right partners, equip them to sell with Toptal, and develop joint plans with clear opportunity ownership. Turn promising relationships into active referral, co-selling, or resale motions, and invest in those that produce profitable growth.
• Expand adoption of services and AI-based solutions. Help sellers recognize when a client's needs extend beyond an individual talent request. Work with Services leaders and specialists to develop relevant propositions, bring expertise into client conversations, and close business. Build the team's ability to sell broader solutions while maintaining progress on the client's immediate need.
• Build a high-performing sales organization. Recruit strong managers and sellers, set demanding but achievable expectations, and establish a daily and weekly rhythm for performance management. Hold managers accountable for call quality, conversion, productivity, and commercial results. Review their coaching, demonstrate stronger approaches, recognize strong performance, and address underperformance promptly.
• Match capacity and coverage to the work. Plan staffing around demand, response expectations, active opportunities, and account needs. Give teams clear ownership and workable client portfolios. Coordinate with Operations, Matching, and Delivery so internal transitions preserve context and keep clients moving forward.
• Run the business with reliable evidence. Establish a consistent view of acquisition, engagement starts, retention, expansion, seller productivity, and financial performance. Build forecasts that reflect the speed and volume of SMB sales. Test changes against clear baselines, distinguish temporary movement from sustained improvement, and use technology and AI to improve execution.

Job description

Toptal is seeking a General Manager, SMB to own strategy, growth, and profitability of our SMB business with full P&L and budget authority. You will lead a high-energy sales organization, coach leaders, and scale inbound and outbound motions, partnerships, and AI-based solutions.

You will build the team, invest in profitable growth, and ensure execution with data-driven decision making. This is a remote role with English-only communications and no visa sponsorship.