Understand your team and their current performance levels, the SMB Sales Leadership and expectations, and identify the main causes of conversion leakage.

Begin 1-1 coaching with each team member based on ongoing live and recorded call reviews.

In the first three months, expect to:

Develop and roll out your strategy to increase team performance and productivity, with individual goals set for each team member.
Run consistent coaching and opportunity-review cadences with specific improvement priorities for each Client Advisor.
Deliver your first cross-departmental presentation covering metrics, key takeaways, and action plans.

In the first six months, expect to:

Demonstrate measurable commercial improvement in conversion and sales performance from Client Advisors being coached, supported by stronger call quality scores, opportunity progression, and qualified HireGlobal and services opportunities.
Regularly assess performance against KPIs, partnering with sales enablement and operations to continuously improve.
Continue building, coaching, and mentoring your team toward greater results.

In the first year, expect to:

Run an optimized, well-managed inbound sales function that maximizes Toptal’s ability to capture SMB market demand profitably.
Develop senior Client Advisors who mentor new team members and serve as reference points on discovery quality and portfolio positioning.
Sustain a culture of high performance, continuous improvement, and record-breaking results and client experiences.

Qualifications and Job Requirements:

Required Qualifications

Bachelor’s degree required.
Three or more years in business-to-business sales, featuring one to two years direct leadership of inbound, inside, or end-to-end small business sales teams.
Demonstrated record of improving individual and team sales performance through specific coaching, disciplined opportunity management, and clear performance expectations. Ability to learn and coach to a structured sales methodology.
Experience managing pipeline and forecast rigor across a team in a CRM. Genuine, demonstrable passion for AI in the world of work, including using AI to improve how a sales team researches, reviews calls, and coaches.
Outstanding written and verbal communication skills; comfortable presenting metrics and strategy to cross-departmental partners.
Comfortable operating in a dynamic environment with evolving processes and priorities.
Full availability during working hours to support your team and step into client escalations as needed.
Ability to work in a fast-paced, rapidly growing company and handle a wide variety of challenges, deadlines, and a diverse array of contacts.
You must be a world-class individual contributor to thrive at Toptal. You will not be here just to tell other people what to do.

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

These are the skills we evaluate during interviews and continue to develop with you after you join.

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 beca

Remote Jobs

Account Executive, DACH

Enterprise Sales Engineer - DACH

Enterprise Sales Executive, AI Solutions

Manager, SMB Sales

Engagement Manager - French Speaking

New Business Account Executive (German speaker)

Inside Sales - Representative (Active) 2

Digital Sales Representative

Senior Account Executive - Brazil

Enterprise Account Executive

Revenue Enablement Manager (Sales)

Account Executive - Japan

Account Executive, Government & Public Sector

Customer Growth Manager

Mission Sales Director - Greece, Balkans and Eastern Mediterranean

Emerging Account Executive

Named Enterprise Account Executive

Inbound Sales Representative (Remote/Central Time)

Account Executive, Enterprise - Southern CA

Account Development Representative II