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Inbound Sales Team Lead - EMEA
Now hiring

Inbound Sales Team Lead - EMEA

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

The EMEA Team Lead of Inbound Sales will lead a team of highly skilled and driven inbound sales representatives to. Our inbound sales team is a driving force of our unprecedented growth, and we are looking for a leader to coach and lead the team while promoting Toptal’s customer-centric strategy. Successful leaders at Toptal have a keen attention to detail, are driven, and have an ability to critically think through problems, all while being an inspiring leader to their teams. Are you up for the challenge?

This is a remote position that can be done from anywhere in Europe. Due to the remote nature of this role, we are unable to provide visa sponsorship. Resumes and communication must be submitted in English.


This role will lead the group responsible for growing Toptal’s EMEA Inbound SMB, by improving conversion of inbound leads by managing, coaching and onboarding new team members as we continue to grow. This role focuses on developing the skills of team members, analyzing key metrics for the EMEA region and developing a strategy tied to team goals to improve performance. The successful leaders in this role should have strong communication, problem solving, organizational and delegation skills You’ll have the opportunity to roll your sleeves up and help team members in all aspects of their assigned leads, develop strategies for articulating Toptal’s value to new prospective clients, and coach them to manage pipeline and close new opportunities in their accounts.

Internally, this position will work seamlessly with leadership from Client Services, Talent Operations and Client Experience to support a team-based approach to providing best-in-class service.

In the first week, expect to:

  • Onboard and integrate into Toptal leadership.
  • Learn Toptal’s model, our team members, and our story.
  • Become acquainted with the the team members that will be reporting to you.

In the first month, expect to:

  • Complete our personalized sales training program, and gain an understanding of who our clients are and why they choose Toptal.
  • Complete Toptal’s vertical-specific training, familiarizing yourself with the full range of offerings we make available to our clients.
  • Have met with every member of the Inbound Sales Leadership Team and EMEA SMB Inbound Sales Team.

In the first three months, expect to:

  • Develop your strategy to increase performance and productivity for your team.
  • Mentor, coach, and train members of your team to deliver results and execute the strategy which you have set. Set goals for individuals on your team.
  • Deliver detailed presentations to cross-departmental business partners covering metrics, key takeaways, and action plans based on data analysis.

In the first six months, expect to:

  • To see meaningful improvement in your team’s results.
  • Regularly assess team performance against previously determined Key Performance Indicators and utilize sales enablement and operations to continuously improve.
  • Continue to build, coach, and mentor team members guiding them to achieve greater success.

In the first year, expect to:

  • Have an optimized, well-run inbound sales function that maximizes our ability to capture market demand of Toptal’s SMB prospects in a profitable way.
  • Continue to drive a culture of high performance, continuous improvement, and record-breaking results.


  • Proven. You have been a leader before or displayed a high level of success in your previous sales role and are wanting to take the next step in your career. You are always viewed as a leader among your peers and demonstrate.
  • Accountable. You have no problem taking ownership for your results and areas of opportunity. You focus on what you can control and hold your team members accountable to raising their own bar consistently.
  • Critical thinker. You have strong analytical and problem resolution skills with a demonstrated ability to develop and support creative solutions rooted in data.
  • Resourceful. You are a growth-driver, self-starter, and are passionate about innovation. You flourish when you have freedom and accountability to lead a team under the strategy you set.
  • Proactive. You understand our mission and will do the work required to drive us to that goal, without being told. You are not reactive.
  • Excellent communicator. Communication is the lifeline of your relationships both internal and external to Toptal, and the remote nature of our company makes this attribute essential.
  • Collaborator. Nothing we do is done in isolation. Your success depends on your ability to work as a team both within Toptal and externally with our clients.
For Toptal Use Only: #LI-AE1 #europe #LI-REMOTE

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.

Ashlee Horn

Ashlee Horn


As VP of SMB, Ashlee Horn leads our inbound sales, as well as our client and relationship management teams. Ashlee joins Toptal from Gartner Research and Advisory, a $4B organization that advises the executives of the world’s leading companies on critical technology and business decisions. As a Regional Vice President at Gartner, Ashlee led multiple account management teams in the high-tech vendor division. She brings experience scaling teams in a rapid growth environment while working with emerging and midsize customers. Ashlee has a degree in Neuroscience and Psychology from the University of Miami.

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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Quote author

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.

Jordan Lyons

SEO Manager