Now hiring
Director of Business Operations, Revenue Operations - US-Based
Now hiring

Director of Business Operations, Revenue Operations - US-Based

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 a leader on our Customer Operations team, you will scope and execute initiatives, develop strategies to meet objectives, and drive tactical progress with field sales teams. You will help standardize best practices at the rep and manager levels through the implementation of new infrastructure and processes. Your ability to learn the business, partner with function executives, develop recommendations, and act swiftly to drive to completion will be key to your success.

This is a remote position. Applicants must be authorized to work in the US at the time of hire. Resumes and communication must be submitted in English.


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.

Working backward from KPIs such as revenue, pipeline generation, and meetings, you will identify areas for improvement in our sales process such as territory and pipeline management, and drive initiatives to support those improvements. You will also use sales funnel data to derive insights for reps and managers, and help lead enablement efforts to run sales plays based on account / buyer priority and intent signals (e.g., client alumni). Success will mean thoroughly executing your plans, frequently doing things yourself as an individual contributor, and laying a solid foundation that can be built upon and owned or significantly supported by you upon completion.

In the first week, expect to:

  • Onboard and integrate into Toptal.
  • Rapidly begin learning about Toptal’s history, culture, and vision.
  • Shadow reps and managers to learn the core of Toptal’s sales process, sticking points, and measurable outcomes.

In the first month, expect to:

  • Identify near-term improvement areas and prioritize with leadership.
  • Begin initial scoping and resourcing of selected initiative(s).

In the first three months, expect to:

  • Work alongside team leaders to make recommendations and execute project plans, while exercising discretion and independent judgment.
  • Partner with Business Analytics to build and execute comprehensive funnel activity and conversion improvements under the guidance of Leadership.

In the first six months, expect to:

  • Make significant progress on initiative execution plans, as evidenced by the achievement of initiative milestones and KPIs.

In the first year, expect to:

  • Own or assume a key role in the ongoing execution and further enhancement of initiatives that drive significant business impact.

Qualification & Job Requirements:

  • Bachelor’s degree required.
  • 7+ years of total experience, including 5+ years combined revenue operations, sales operations, business operations, or consulting experience.
  • Hands-on experience with sales operations activities such as territory planning and pipeline forecasting a plus.
  • Leadership experience with responsibility for business results in a fast-paced, multi-function environment.
  • Creative problem solver with proven results in improving processes in a business operations and/or sales environment.
  • Ability to leverage data to perform root cause analysis and address the source of issues.
  • Proven ability to develop creative solutions that result in measurable transformative outcomes that reach beyond incremental improvements.
  • Strong collaboration skills and demonstrated ability to influence and execute effectively in a cross-functional environment.
  • Impeccable organization skills and attention to detail.
  • Ability to apply effective change management principles and consider the human element of change.
  • A knack for being able to convey complex information and recommendations in a clear, logical, understandable manner to stakeholders at executive levels.
  • Excellent presentation, written, and verbal communication skills.
  • Must be a high-integrity team player with the flexibility to meet the demands of changing business priorities.
  • Outstanding written and verbal communication skills.
  • 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.

Essential Job Functions

  • Regularly and reliably attend scheduled virtual team meetings on camera.
  • Work independently with minimal supervision.
  • Use all required digital collaboration tools.
  • Prioritize and self-manage workflows and deadlines.

US FLSA Classification: Full-Time/Exempt

The US-based salary range for this full-time position is $160,000 - $220,000 per year. Our salary ranges are determined by role, level, and location. The range displayed on each job posting reflects the minimum and maximum target for new hire salaries for the position across all US locations. Within the range, individual pay is determined by work location and additional factors, including job-related skills, experience, and relevant education or training.

This position is also eligible to receive a discretionary bonus.

Applications are accepted on an ongoing basis. Please note that the US-based salary range does not include the value of Toptal’s benefit offerings. In the US, Toptal’s benefit offerings include participation in a 401(k) retirement plan; medical, dental, and vision health insurance plans; basic life insurance coverage and short-term and long-term disability coverage; access to flexible spending, dependent care, and health savings accounts; access to telehealth virtual doctors; an employee assistance program; and flexible paid time off.

For Toptal Use Only: #LI-REMOTE #LI-GR2 #us

Who You Will Work With

Vicky Mackie

Vicky Mackie

SVP of Talent Operations and Customer

As Toptal's SVP of Talent Operations and Customer, Vicky is responsible for ensuring successful client outcomes by delivering an exceptional sales experience and matching clients with the right talent from Toptal’s global network. Prior to joining Toptal, Vicky developed her strategic and operational experience as a management consultant at Bain & Company. There, she worked with executive teams to address their most critical issues across a diverse range of industries. Vicky earned an Honors of Business Administration from the Ivey School of Business.

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Working at Toptal

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