Presales & Solutions Leader
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:
Toptal is an innovative organization that is disrupting the global professional services and talent market. In response to our clients’ overwhelming demand for exceptional talent in new areas, we are expanding the breadth and depth of our Technology Services offerings to further fuel that growth. As a Presales & Solutions Leader at Toptal, you will play a high-impact role in shaping our presales strategy, driving solution development, and enabling our sales teams to deliver exceptional value to clients.
This leader will be a proven expert in technology consulting, with a deep understanding of cross-industry target buyers, their priorities, and the trends that impact them. The ideal candidate for this position will have served in a leadership role in a technology services company or consultancy. Their expertise will inform critical business decisions, such as defining solution offerings, developing go-to-market strategies, and ensuring Toptal’s competitiveness in an evolving market.
This is a remote position. 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.
You will be responsible for building and scaling Toptal’s presales and solutions capabilities. This includes:
- Strategy: Identify target clients and buyers, understand their challenges, and craft solutions that drive business outcomes.
- Solution Development: Develop scalable, high-value solution offerings tailored to client needs.
- Go-to-Market Execution: Lead from the front to establish product-market fit with clients and drive adoption through collaboration with sales and marketing teams.
- Sales Enablement: Equip sales teams with the knowledge, tools, and resources to effectively position and sell Toptal’s solutions.
- Client Engagement: Participate in high-value sales conversations, guiding prospects through the solutioning process and ensuring a seamless transition to delivery.
- Market & Competitive Analysis: Stay ahead of industry trends, competitor strategies, and emerging technologies to refine our approach.
- Talent Readiness: Ensure our talent network is aligned with market demand by curating the right skills and expertise within our community.
This role is highly collaborative and will work closely with Toptal’s Marketing, Sales, and Talent Operations teams to fulfill these responsibilities.
In the first week, expect to:
- Onboard and integrate into Toptal; meet your colleagues.
- Learn about Toptal’s history, culture, and vision.
- Shadow key teams to understand Toptal’s core operations and capabilities.
In the first month, expect to:
- Develop relationships with key stakeholders across the organization.
- Dive deep into sales and delivery processes to identify improvement opportunities.
- Assess market demand and existing talent capabilities within the Toptal network.
- Formulate an initial presales and solutions strategy, while exercising discretion and independent judgment.
In the first three months, expect to:
- Engage directly with clients to refine solution offerings.
- Collaborate with Sales and Marketing to drive revenue growth.
- Begin seeing measurable impact from presales initiatives.
- Implement Toptal’s standardized RFP response and pricing templates.
In the first six months, expect to:
- Be recognized as the go-to expert for presales and solutions at Toptal.
- Have established a repeatable and scalable presales process.
- Have driven significant commercial impact through improved sales conversions and client engagement.
In the first year, expect to:
- Have driven material revenue growth for Toptal.
- Position Toptal as a leader in technology consulting solutions.
- Continue expanding and evolving our presales and solutions strategy to meet the changing needs of the market.
Qualifications and Job Requirements:
- Bachelor’s degree is required, MBA preferred.
- 15+ years of experience in presales, solution architecture, or technical consulting, with at least 5 years in a leadership role.
- Proficient in cloud, AI, data analytics, cybersecurity, or other relevant domains.
- Proven ability to develop and scale solution offerings.
- Experience working closely with Enterprise Sales teams to drive deal success.
- Exceptional communication (written and verbal), storytelling, and negotiation skills.
- Experience managing the sales pipeline to drive business growth with support from Sales and Marketing.
- A data-driven mindset with the ability to define and measure key performance metrics.
- A passion for solving complex business problems through technology.
- Comfortable with rolling up your sleeves to do the work, demonstrating traction, and building a team over time.
- Ability to communicate effectively with both technical and business audiences.
- Proven ability to lead collaboratively and operate in a fast-paced environment.
- Ability to develop and execute a strategic plan while being agile in response to market changes.
- Manage the pipeline and pipeline conversion to drive revenue growth with support from Practice Leaders and Sales teams.
- Leverage data-driven insights to inform decisions and measure success.
- Coach and mentor team members, provide feedback, conduct performance reviews, and implement performance improvement plans, if needed.
- 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
This position receives a base salary and is eligible to earn both a quarterly discretionary bonus based on the achievement of assigned objectives and monthly commissions based on revenue generated from engagements sold. The US-based salary range for this full-time position is $225,000 - $275,000 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.
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.
