General Manager, Industry Staffing
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 General Manager, Industry Staffing you will play a pivotal role in driving Toptal’s growth by serving as the end-to-end owner of a new, exciting, high-impact business line. Leveraging your commercial and entrepreneurial experience, you will build the business from the ground up starting with market positioning and strategy, through establishing market fit, and then towards profitability and scalable business operations.
This is a remote position. However, we require applicants and the person in this position to reside in-market. 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.
Your primary responsibility will be to ensure the success of the business, measured by revenue growth, pipeline health, and gross margin. As the single accountable owner for the business P&L, you will work to optimize supply and demand for the business, and balance driving the top line while achieving operational efficiency. You will work closely with Toptal Executives and Senior Leadership to ensure the business is aligned with the broader growth goals of Toptal, and represents the Toptal brand in every aspect.
As you build your business strategy, you will analyze market and industry opportunities and identify those with highest potential. Following an agile approach, you will test staffing occupations with clients, using initial client feedback to quickly achieve product-market fit. Working closely with Marketing and Talent Operations, you will lead the creation of an execution plan to ensure the right talent and/or solutions are identified and available to deliver on demand to Toptal clients.
Critical for success is your ability to work both on the front-lines with clients, guiding them as a trusted business partner through their business challenges, and internally at Toptal where you will work cross-functionally with teams such as Marketing, Legal, Finance, and Sales. Additionally, you will establish robust analytics and feedback loops to continuously iterate on your initial strategy, ensuring constant refinement and improvement.
This highly visible position demands a leader with exceptional communication skills, an entrepreneurial spirit, and an unwavering commitment to driving growth. If you are passionate about launching new ventures and transforming them into substantial revenue opportunities, we encourage you to join our team and be at the forefront of Toptal’s continued success.
In the first week, expect to:
- Onboard and integrate into Toptal.
- Learn Toptal’s business model, our value proposition, and our story.
- Shadow critical teams throughout the organization to learn Toptal’s core operations and capabilities.
In the first month, expect to:
- Understand our go-to-market model across SMB and Enterprise, and be able to articulate Toptal’s capabilities and differentiators.
- Conduct market and industry research related to staffing opportunities, recruiting, demand, location. Identify underserved niches, and form your hypothesis for business positioning and differentiation versus the competition.
- Partner closely with Marketing to research and validate the market opportunity and ability to fulfill the demand.
- Draft your initial Staffing business plan, GTM strategy and occupations, iterating on the strategy through feedback from direct client calls and meetings, while exercising discretion and independent judgment.
In the first three months, expect to:
- Complete your Staffing business plan and have it approved by Senior Leadership.
- Identify the infrastructure, systems, organization, processes, and legal requirements needed to support your staffing business.
- Create the case for build versus buy to launch your staffing business.
- Leverage your network to recruit the team needed to launch and run your business.
- Partner with Marketing and Talent Operations to develop a robust launch strategy, ensuring all aspects follow Toptal’s launch playbook and best practices.
- Start executing your GTM strategy leveraging internal cross-functional support from Legal, Finance, and others.
In the first six months, expect to:
- Have executed the first stages of your GTM strategy and show lessons learned in gross revenue and pipeline volume.
- Become deeply embedded in the Integrated Customer Framework and participate in industry events and other activities to drive demand.
In the first year, expect to:
- Have broadened Toptal’s reach into key occupations by industry and subsectors.
- Continue scaling the infrastructure required for execution, including the optimization of people, processes, and systems.
- Be able to look back on consecutive quarters of growth, having achieved product-market fit and successfully realized your core business and sales KPIs.
Qualifications and Job Requirements:
- Bachelor’s degree is required. Master’s degree in Engineering, Business, or a related field preferred.
- 7+ years of demonstrated experience of sales leadership in staffing, recruiting, and managing a staffing business with a strong understanding of business operations and management principles.
- 3+ years managing a business specifically with P&L ownership.
- Experience working in a non-professional staffing organization, driving business growth through deep industry or client relationships ranging from director-level to C-level contacts.
- Experience with Industrials industries mandatory (Manufacturing, Transportation, Oil/Gas/Utilities, Construction, Chemicals, Industrial Software).
- Demonstrated success in, or entrepreneurial experience that is commensurate to, building and launching a new business or product offering from scratch. Experience at a technology or hyper-growth company is strongly preferred.
- Management consulting experience at a top-tier firm (e.g., McKinsey, Bain, BCG) or investment banking experience is preferred but not required.
- Leadership experience, including responsibility for business results in a fast-paced, multi-function environment.
- Experience with marketing technology and automation, including familiarity with marketing platforms, CRMs, and other technologies.
- Strong commercial acumen, informing all priorities and decisions with a keen understanding of market needs and business goals.
- Must have excellent written and oral communication skills. Good communication is at the core of everything we do, and you must be a strong communicator able to work with a wide range of stakeholders from senior executives to individual contributors.
- 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.
