Enterprise Sales Team Lead - 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 Toptal’s Enterprise Sales Team Lead you will accelerate Toptal’s expansion within your industry vertical and lead and scale a world-class team of Enterprise Sales Executives that is helping enterprise organizations change the way they execute on critical initiatives. You will work closely with leadership to target, develop, and close net new enterprise clients. To be successful in this position, you will need to be an excellent leader, a highlly creative and well-organized salesperson, a hands-on coach, and a critical thinker.
This is a remote position. However, we require applicants and the person in this position to reside in-market. We do not offer visa sponsorship or assistance. Applicants must be authorized to work in the US at the time of hire. 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.
- Accomplish work objectives through leading and supervising the Enterprise Sales Executives in your industry, working closely with them to accelerate the expansion of Toptal’s business in the enterprise space.
- Establish objectives and initiatives for the team, recommend the team’s structure and jobs, and organize, assign, delegate, oversee, and monitor work.
- Function as both a “player” and a “coach”, spending time developing your own portfolio on the front lines while guiding the team’s development.
- Develop account prioritization criteria and work with members of the Enterprise Sales team to prioritize their target client portfolios.
- Regularly meet with direct reports to review activity, provide coaching and feedback to accelerate outcomes, evaluate performance, and develop performance plans.
- Evaluate and evolve the team’s short-, medium-, and long-term tactics to establish Toptal as the leading provider of professional services in the enterprise space.
- Define territory focus areas for Enterprise Sales Executives in collaboration with the Industry Director, and work with them to develop strategic enterprise sales playbooks tailored to each client segment.
- Set aggressive sales goals for your team and take full ownership of leading the team to meet those goals.
- Build upon your existing client relationships, expand Toptal’s partnership with existing accounts, and execute your portfolio strategy.
- Focus on your team’s continuous development in various technical domains, presentation skills, consultative selling ability, and negotiation skills.
In the first week, expect to:
- Onboard and integrate into Toptal.
- Meet the team, understand individual strengths and areas of development.
- Learn Toptal’s business model, value proposition, and sales methodology.
In the first month, expect to:
- Know and regularly deliver the Toptal pitch assisting your team in effectively selling the Toptal model.
- Review each rep’s territory plan, adjusting and coaching as needed.
- Understand the Enterprise Deal Desk and Legal process.
- Actively contribute to the Sales Leadership team in building out go-to-market strategies.
In the first three months, expect to:
- Be a Master of the Toptal engine, closing contracts and generating revenue growth in your territory.
- Uncover new business opportunities within your territory and drive sales pursuits with cross-functional Toptal teams.
- Negotiate contracts, work collaboratively with clients, and help them engage Toptal’s technology, consulting, and marketing experts.
In the first six months, expect to:
- Complete build-out of the team making improvements and changes as deemed appropriate.
- Monitor and manage the team’s partnership with existing accounts and execution of their portfolio strategy.
In the first year, expect to:
- Have built out a world-class team of reps in a growing portfolio.
- Work with Enterprise Leadership to devise the next wave of growth for the team.
- Continue to expand your team’s portfolio of accounts, accelerate growth in your vertical, and use the full suite of capabilities Toptal has to offer.
Requirements:
- Bachelor’s degree is required.
- 5+ years of sales experience, including 2+ years of proven success selling professional services and demonstrated track record selling the Toptal business model.
- Proven experience as a successful sales team leader at a rapidly growing professional services organization.
- Extensive experience building client portfolios of $10M+, including experience with service agreements (e.g., MSAs, SOWs, etc.) ranging from a handful to 10+ team members.
- Ability to thrive and excel in a dynamic, wired-in organization.
- You must be able to both work with salespeople on the front lines and also develop and execute coaching plans for the team’s continued development.
- You must be a creative, entrepreneurial salesperson with exceptional leadership and critical thinking skills.
- You must have a strong understanding of how to navigate a large organization to assess which buyers or projects are in need of our specific resources, as well as a strong ability to evaluate the merit of creative new tactics.
- You must have exceptional discipline, attention to detail, and motivation. You must be fully capable of leading the team in responding to consistent challenges and going above and beyond as needed.
- You must be highly capable of motivating a team toward the prospect of growing an innovative, world-changing business with us.
- You must have outstanding written and verbal communication skills. This includes being fully capable of building and maintaining a respected boardroom presence.
- Ability to work in a fast-paced, rapidly growing company and handle a wide variety of challenges, deadlines, and a diverse array of contacts.
- Regular or periodic travel to meet and engage with Toptal clients and customers both inside and outside of your geographic location.
- 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 $150,000- $200,000 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 earn commissions and 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.
