Now hiring
Regional Sales Director - East
Now hiring

Regional Sales Director - East

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 over 40% year-over-year growth, Toptal is the largest fully distributed workforce in the world.

We take the best elements of virtual teams and combine them with a support structure that encourages innovation, social interaction, and fun (see this video from The Huffington Post). We see no borders, move at a fast pace, and are never afraid to break the mold.

Position Description

Interested in leading a team that drives the rapid growth of our enterprise business by creating innovative strategies and service offerings that bring to bear the power of on-demand, virtual talent? Become a part of Toptal’s incredible growth and help the planet’s top companies change the way they build teams and adapt to the Future of Work.

Toptal is building the world’s most exclusive community, with top talent from over 100 countries. We expertly match talent to our customer needs, on-demand, delivering top talent within 24 hours, 98% of the time. Our execution is outstanding!

We are looking for an accomplished sales leader to coach and grow our eastern sales team which enables the world’s greatest companies to embrace new ways of working. 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:

  • As a Regional Sales Director at Toptal, you will be responsible for accelerating Toptal’s expansion into our Northeast, Mid-Atlantic and Southeast regions by leading and scaling our regional sales team. You will play an integral role by targeting, developing and closing high-value clients across the enterprise world.
  • To be successful in this position, you will need to be collaborative, empathetic and an especially creative and well-organized salesperson, as well as an excellent leader and critical thinker.
  • Function as both a “player” and a “coach”, spending time both operating to close - clients on the front lines and guiding the team’s development.
  • Develop account prioritization criteria and work with team members to prioritize their target client portfolios.
  • Regularly meet with your team to review activity, provide mentorship to keep things moving forward, share meaningful feedback, and develop coaching plans.
  • Evaluate and evolve the team’s short-, medium-, and long-term tactics for establishing Toptal as the leading provider of professional services in the enterprise space.
  • Define geographic focuses or vertically assigned industries for members of your team, and enable them to develop strategic enterprise sales playbooks tailored to each client segment.
  • Create and execute a plan for scaling the team structure and goals, as well as the interviewing standards and hiring plans needed to achieve these goals.
  • Build, maintain, and grow trusted C-level relationships with multiple executives from clients in your team’s portfolio.
  • Actively recruit new members to join our rapidly growing team.
  • Set ambitious sales goals for your team and the development and guidance of the team to meet and exceed those goals.

In the first week, expect to:

  • Onboard and integrate into Toptal.
  • Learn Toptal’s model, our value, and our story.
  • Work with cross-functional teams to accelerate our regional growth and drive success.
  • Learn our operating model, delivery method, and sales process.

In the first month, expect to:

  • Complete our personalized training program, complete with mock calls and role-play scenarios.
  • Begin to create a business plan for your region.
  • Establish a working cadence with your team and begin to assess individual strengths and potential.

In the first three months expect to:

  • Begin to meet with clients, articulate our value proposition, and identify where we can help organizations in your region.
  • Provide strategic assistance for your team members.
  • Create a holistic plan for your region, including target clients, financial projections, and hiring plans.

In the first six months, expect to:

  • Build and lead your regional team.
  • Establish a base of new clients that will serve as the foundation for future growth.
  • Help your team, expand the footprint at existing accounts collaboratively with other team members.

In the first year, expect to:

  • Have built a strong, high-performing region with incredible client accounts and a track record of successful delivery, satisfied clients, and positively engaged team members.
  • Have built the foundation of an extraordinary, high-performing team, while continuing to grow both your team and your region’s customer base.

Requirements:

  • 5+ years of shown success leading professional service sales including staffing and/or project sales, with relationships ranging from director-level to C-level contacts.
  • Confirmed experience as a successful sales team leader at a rapidly growing professional services organization.
  • Possess an outstanding individual contributor track record who can both work with salespeople on the front lines and develop and execute coaching plans for the team’s continued development.
  • Be a creative, entrepreneurial salesperson with exceptional leadership and critical thinking skills.
  • Understand how to navigate a large organization to assess which accounts/projects are in need of our specific resources, as well as the ability to evaluate the merit of creative new tactics.
  • Extensive experience building client portfolios of $10M+, including experience with complex service agreements.
  • You must be an outstanding individual contributor to thrive at Toptal. You will not be here just to tell other people what to do.
For Toptal Use Only: #emidatlantic #esoutheast #enortheast

Who Will You Work With

Mike Dowhan

VP of SMB Sales

As Toptal’s VP of SMB Sales, Mike is responsible for driving growth of our solutions with Toptal’s startup and growth clients. He brings over 20 years of experience in management, sales, operations, and technology from Morningstar, The Boston Consulting Group, and Goldman Sachs. Mike earned a BSE in Civil Engineering and Operations Research from Princeton University and an MBA from Northwestern University’s Kellogg School of Management.

Bryce York

Head of Inbound Sales

As Toptal’s Head of Inbound Sales, Bryce leads the team responsible for ensuring our small- to medium-business and startup (SMB) inbound leads are fully aware of Toptal’s value proposition and positioning Toptal as a valued talent partner for their organization. The Inbound team focuses on entrepreneurs and co-founders to midmarket organizations. Bryce began his tenure at Toptal as an SMB sales rep and since had the opportunity to move through multiple leadership roles within the SMB team. Before Toptal, he worked in professional sales for his entire career, working for companies in the medical, technology, and software spaces. Bryce holds his Masters of Business Administration from Malone University.

Dave Connaker

Head of Relationship Management

As Toptal's Head of Relationship Management, Dave's is building the world's most customer-centric account management team, focusing on industry-leading talent offerings that ensure comprehensive coverage for all client needs. His team partners with the world's most innovative small and medium-sized businesses across the globe. Before Toptal, Dave served in senior leadership roles for over 25 years at numerous marquee companies, including Toshiba and Verizon Wireless, with a focus on business transformation, growth, and leadership. He is the founder of Wheelhouse Consulting, a global consultancy that offers a broad range of services in sales strategy and operations to high-profile consumer electronics organizations. Dave earned a BS with honors from St. Cloud State University and an MBA from the University of Mary. He also attended the International Institute for Management Development in Lausanne, Switzerland and Singapore.

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.

Jordan Lyons

SEO Manager

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