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: As the President of Industries, you will lead and oversee Toptal’s Industries function, working closely with our Heads of Industries, VP of SMB, and industry-related GMs for each vertical. The Industries team is responsible for go-to-market (GTM) strategy per industry, as well as for being the key driver of revenue for all service lines at Toptal. You will be responsible for driving strategic growth across verticals, ensuring alignment, scalability, and performance throughout the Industries function. This role is central to Toptal’s continued market leadership and growth, requiring a blend of strategic vision, operational excellence, and hands-on leadership. You will need to drive revenue and sales, this will be the absolutely most important part of your job. You will do this through working with our hunters to hunt and our farmers to build prosperous farms. Knowing who should be a hunter. vs. farmer and how to drive each is key. Knowing how to align the team with the relevant service lines is also key. A huge portion of your role will be constructing, managing, and scaling a world-class accounts management process. This is the most important capability for driving revenue and sales within our company and it will be at least 50% of your focus. This will be coupled with ensuring that your Industry function is doing exceptional consulting and solutioning with all clients, all of the time. Threading the needle here with the service lines will be key to running a successful accounts management process. You will collaborate closely with the Executive team to define priorities, unlock new market opportunities, and build trusted relationships with leaders at our top strategic clients. This is a remote position, though you will be expected to meet with your team monthly to drive sales and strategy. 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. Partner closely with the team of GMs responsible for Toptal’s key industry verticals. Align and manage the industry verticals with the service verticals to ensure strategy and delivery are fully aligned with the Industry function. Oversee and unify the GTM functions across enterprise and SMB, ensuring all teams are operating with consistency, clarity and alignment to both vertical and company-wide growth initiatives. Build and maintain direct relationships with senior executives at key clients, supporting high-impact pursuits and strategic account growth. Drive revenue growth across verticals by identifying cross-industry opportunities, harmonizing sales practices, and aligning the team on best-in-class client delivery. Set sales standards and work with GMs and sales leaders on how to build and scale high-performing GTM teams across multiple client segments. Own quarterly planning for Industries, including revenue targets, headcount strategy, sales role allocation, and account segmentation. Partner with cross-functional leadership to ensure integrated support and alignment across GTM and operational initiatives. Lead performance visibility and forecasting across all teams, tracking pipeline health, conversion rates, client satisfaction, and productivity at every level. Lead operational reviews with GMs and GTM teams to assess deal progress, pipeline velocity, and client growth strategies. Support GMs and frontline managers in hiring, onboarding, coaching, and developing talent. Provide guidance and mentorship to GTM leaders and team members on pipeline management, feedback, and performance development when needed. Partner closely with a team of high-level and consultative practitioners within each industry who drive sales via consulting and solutioning, that blows the minds of clients and makes those clients want to work with us based on the quality of our consulting and solutions delivered to them. Support the hiring and development of a team of hunters and farmers per Industry vertical. Know how to identify and hire for each. In the first week, expect to: Onboard and integrate into Toptal. Learn Toptal’s model, our value proposition, and our story. Meet key stakeholders and begin relationship building with the leadership teams. In the first month, expect to: Assess the health and maturity of each vertical and GTM function. Review and calibrate
