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Enterprise Sales Development Director
Now hiring

Enterprise Sales Development Director

About Toptal

Toptal is a global network of top freelance talent in business, design, and technology that enables companies to scale their teams, on-demand. With $200+ million in annual revenue and over 40% year-over-year growth, Toptal is the world’s largest fully remote company.

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.

Position Description

As the Sales Development Director, you will have the opportunity to continue the design, build, and scale a world-class sales development team for one of the world’s fastest growing and most disruptive companies. You will need to leverage your experience, skills, and creativity to help us continue our incredible growth, while changing the way organizations around the world build teams.

In this role, you are responsible for the management of overall inbound business development and outbound prospecting pipeline, building strategy and execution by leading Sales Development Managers and the Sales Development Reps. You’ll work closely with Marketing and Sales leadership to devise the best tactics to increase demand and help set weekly and monthly KPIs.

This is a remote position. However, we require applicants to reside in-market. We are unable to provide visa sponsorship. Resumes and communication must be submitted in English.

Responsibilities:

  • Align with marketing and sales leaders and teams to strategically and predictably fill pipeline with qualified prospects and customers for their territories.
  • Ensure the sales development KPIs are being hit on a weekly and monthly basis by conducting regular assessment of progress regarding weekly and monthly forecasts.
  • Responsible for coaching and training the SDR talent track by monitoring people in line for promotion and enabling others to progress in their career.
  • Effectively lead SDR team to exceed their team goals and pipeline.
  • Work strategically with Marketing to create prospecting campaigns.
  • Build and manage a team of Outbound SDRs selling solutions.
  • Manage and coordinate the tactical and strategic direction of SDRs.
  • Upgrade current sales techniques or procedures based on team performance.
  • Achieve pipeline creation at or above stated quota and goals.
  • Monitor, support and coach sales development representatives with cold calling, prospecting, follow-up calls and booking meetings.
  • Conduct performance management reviews to ensure direct reports are developing and that goals and expectations are aligned.

In the first week, expect to:

  • Onboard and integrate into Toptal.
  • Learn Toptal’s model, our value proposition, and our story.
  • Work with cross-functional teams to understand how you can leverage our incredible global team to build client relationships and drive success.
  • Learn our sales method and our selling process.

In the first month, expect to:

  • Review end-to-end SDR function and process based on strategic experimentation, quantitative funnel analysis, and cross-team collaboration.
  • Continue recruiting and training the SDR team.
  • Be the cultural ambassador for this high functioning remote team.

In the first three months, expect to:

  • Validate the vision of the SDR team makes changes you deem that will drive greater performance.
  • Evaluate and review current processes and ways to improve.
  • Prove success of the SDR function and process by successfully generating leads that generate revenue.

In the first six months, expect to:

  • Scale the impact of the SDR function as you optimize the sales development process and grow the team beyond their current size of 22.
  • Collaborate closely with the Toptal Growth Team and Enterprise Teams as we execute strategic initiatives.

In the first year, expect to:

  • Turn the SDR function into a highly optimized performance engine.
  • Continue to collaborate closely with the Toptal Growth Team and Enterprise Teams as we execute strategic initiatives.

Requirements:

  • Experience as an SDR leader or second line SDR leader.
  • Prior experience as a Sales Development Representative is a must.
  • Experience with Salesloft, Salesforce, Hubspot, and modern lead-generation tools is a must.
  • You are a creative, process-oriented person skilled at building relationships and composing effective communications.
  • Have a metrics-oriented mindset with an aptitude for tracking progress and setting and meeting goals.
  • Have a talent for writing compelling emails and subject lines for prospecting, directed to a technical/senior audience.
  • Be comfortable in a fast-growing company with a focus on execution.
  • You must have excellent verbal and written communication skills.
  • 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.
  • You don’t take yourself too seriously; you have a sense of humor and are comfortable with sarcasm. This position does sit on our Sales teams, after all.
For Toptal Use Only: #LI-REMOTE #LI-DN1 #west #midwest #ussouth #northeast

Who You Will Work With

Sean Middleton

Sean Middleton

Chief Revenue Officer

As Toptal's Chief Revenue Officer, Sean is responsible for strategy, sales, and client success. He works closely with the executive team to ensure their growing client portfolio has access to the best talent in the world. Before joining Toptal, Sean spent ten years at Cognizant, where he played various roles, including President of their new Accelerator business division and COO of their Digital Business transformation service line. Sean earned a BS in Computer Science from Cornell University and an MBA from the Wharton School at the University of Pennsylvania.

Jeff Bradley

Jeff Bradley

VP of Enterprise

As Toptal's Vice President of Enterprise Sales, Jeff is responsible for spearheading Toptal's rapid growth initiatives in the enterprise space, bringing over 20 years of experience in software sales and consulting services to this role. Prior to joining Toptal, Jeff was Vice President of Sales at Hitachi Consulting and led the Enterprise Sales Team at Automattic in his role as Chief Revenue Officer. He has also held sales and leadership roles at some of the world's largest organizations, including Google, Microsoft, and IBM. Jeff earned a BA from the University of Missouri-Columbia and an MBA from Washington University in St. Louis.

View the Whole Team

Working at Toptal

We're changing the way the world works. Toptal is not only a place to progress your career and design your own lifestyle, but also a company where you'll learn how to develop innovations that push business and technology forward.
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Working at Toptal has been the best experience of my career. Every day I'm surrounded by intelligent, thoughtful, and hard-working colleagues that push me to be better.

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SEO Manager