Now hiring
Revenue Operations Manager, New Businesses
Now hiring

Revenue Operations Manager, New Businesses

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

As a Revenue Operations Manager, New Businesses; you will be a valuable member of the Practices Operations team responsible for supporting the Practices Teams in the growth of new and existing businesses. You will be focused on supporting client opportunities in our new business lines, and work with our Practices leadership on ensuring the successful execution of go-to-market strategies.

You will work on pipeline management, launching new business lines, and ensuring our Technology Services team has the operational support needed to achieve our core revenue KPIs. This role will report to Practices Operations Senior Manager and will work closely with stakeholders across all functions in the company. This role is perfect for someone who is energized by a fast-paced, hypergrowth environment and strives for continuous improvement to deliver impactful results and better meet the needs of our stakeholders.

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


  • Work closely with Practices leadership to ensure the SMB and Enterprise sales have the critical support they need to increase the success rate of opportunities, such as: managing the prioritization of pipeline requests and facilitating the communication of multiple stakeholders.
  • Act as a liaison with our delivery teams to ensure new sales opportunities have all the relevant information needed to successfully prioritize talent fulfillment and client success.
  • Work with Revenue Operations stakeholders to help prepare reports and provide insights as needed to monitor the launch and immediate post-launch periods of offerings, campaigns, etc.
  • Assist Revenue Operations and Practices team in creating, documenting, and communicating new workflows and SOPs required for continuously improving the Practices engagement model.
  • Communicate effectively with stakeholders to ensure other teams have a clear understanding and an excellent experience engaging with Technology Services subject-matter-experts.
  • Represent Revenue Operations in stakeholder meetings to capture and understand the business requirements of growth initiatives.
  • Support Practices in special projects relative to the scaling of Practices and new business lines.
  • Interface with the sales team to manage the assignments of new opportunities.
  • Work with Revenue leadership on new sales campaigns by providing key operational support.
  • Support Practices Operations leadership by creating senior level stakeholder presentations to report on the pipeline, projects, opportunities, and initiatives.

In the first week, expect to:

  • Onboard and integrate into Toptal.
  • Rapidly begin learning about Toptal’s history and vision.
  • Familiarize yourself with the Revenue team’s OKRs, initiatives, projects, and how they are aligned to Toptal’s overall success.

In the first month, expect to:

  • Learn the true value of Toptal by completing onboarding training, shadowing calls, and meeting with key stakeholders.
  • Meet the Revenue Team and your key stakeholders to begin uncovering individual priorities.
  • Explore Toptal’s tools and resources to understand how they are currently used.
  • Shadow ongoing projects to become familiar with your cross-functional team and project plans.

In the first three months, expect to:

  • Become fully ramped and integrated into the Revenue Operations Team.
  • Support Practices engagement framework by providing support to Practice leaders and Enterprise and SMB teams.
  • Become proficient in revenue tools to perform daily activities, such as Salesforce.
  • Learn how to maintain excellent data integrity using our CRM.
  • Actively engage with internal teams at Toptal and work collaboratively to support pipeline management.
  • Build relationships with key stakeholders to help Practices achieve their business outcomes.

In the first six months, expect to:

  • Support the development of new workflows and processes to make improvements to the Practices engagement model.
  • Manage operational activities in Practice and Talent Capabilities standups.
  • Monitor and measure the success of the engagement model to ensure teams are receiving the required support.

In the first year, expect to:

  • Begin to mentor new members of the team, helping them learn about Toptal, our model, and pass along standard methodologies.
  • Become a productive, collaborative, and consistent contributor to the team.


  • Bachelor’s degree in Business, preferred.
  • Over 5 years of experience working with technology companies or in technology services.
  • 3 years of project management or related operational experience.
  • Excellent verbal and written communication skills.
  • You thrive in a fast-paced environment. We are growing rapidly as a company and, as a result, we move quickly.
  • Time Manager - Must be able to work independently and manage time and resources efficiently; can successfully manage competing priorities.
  • Problem Solver - Must be capable of uncovering issues and resolving them quickly and effectively.
  • Motivated - Be highly motivated and continuously strive for personal and professional improvement.
  • Team-oriented - Cooperative and promotes an environment of continuous improvement.
  • Must be a high-integrity, team player with the flexibility to meet the demands of changing business priorities.
  • Previous experience at a technology company, SaaS, or services.
  • 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.
For Toptal Use Only: #LI-DNI

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.

Kimberly Kyle Hall

Kimberly Kyle Hall

VP of Revenue Operations

As Toptal’s VP of Revenue Operations, Kimberly is responsible for the successful operation of the entire Revenue function including the launch of the company’s new business lines. She ensures new client offerings deliver exceptional value to Toptal Clients and Talent and that each business has a strong operational infrastructure and well-defined business outcomes. Prior to Toptal, Kimberly worked with founders and entrepreneurial organizations to help start-ups launch and grow their businesses. She is the co-founder of Kalu Yala, a tourism and hospitality start-up in the Republic of Panama. Passionate about social impact, she is a Judge for Pharrell William's Black Ambition Awards, has led international teams for Techstars’ Startup Weekend and TEDx, and is currently the Vice Chair of the Board of Directors at Impact Public Service Fund, a nonprofit dedicated to educating the next generation of civic and social leaders. Kimberly graduated cum laude from Vanderbilt University with a degree in Economics.

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.
Toptal Careers

Think you’re a fit? Apply below:

By submitting your application, you are agreeing to Toptal’s Terms of Service, Privacy Policy, and Cookie Policy. Toptal may record your interview for quality assurance and training purposes.
Interested in joining our global talent network?
Apply as a Freelancer  
Quote author

Agency to create real impact, co-workers who support and challenge you, a work environment designed for high performers, and a powerful mission that seeks to change the future of work; I never thought I would find a company that had them all. I am so glad I made the decision to join Toptal.

Kimberly Hall

VP of Revenue Operations