About the role
Job Summary:
As General Manager, Industrial Products & Services (IPS), reporting directly to the EVP, Industries, you will own the strategy, growth, and profitability of Toptal’s business across Automotive, Manufacturing, Agriculture, Oil & Gas, Chemical, and Logistics clients, with full P&L and budget authority. You will identify where we can win, decide where to invest, and build the team and client relationships to deliver sustained growth. Your mandate covers winning new enterprise clients, expanding existing relationships, and increasing the value clients receive from Toptal’s capabilities.
You will bring a clear perspective on the challenges facing potential clients and where Toptal can help. Working with our Services leaders and subject matter experts, you will translate those challenges into viable sales proposals across our AI solutions, managed services, management consultancy, and talent offerings. You will choose which markets, accounts, and opportunities to pursue, allocate resources accordingly, and give your team a focused plan.
You will lead from the front: personally leading executive client conversations, shaping proposals, working through difficult commercial negotiations, and helping close critical pursuits. Your team should see the selling standard you expect in your own work. You will understand what is driving performance, where growth is constrained, and what needs to change.
You will build on established enterprise relationships to expand the problems clients trust Toptal to solve through our services, AI-based solutions, and talent-based capabilities. You will have the authority to build the team and invest in profitable growth.
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.
- Set and execute the industry strategy. Identify the markets, client problems, and offerings with the strongest growth potential. Build an IPS business plan with clear priorities, financial objectives, and investment decisions. Test your assumptions with clients and adjust the plan as evidence changes.
- Own the P&L and budget. Be accountable for revenue, profitability, and spending. Set and manage the budget, allocate resources, and evaluate returns on investments in people and growth initiatives. Understand how pricing, delivery economics, retention, and portfolio mix affect results, and act when performance diverges from the plan. Win new enterprise clients. Lead your team in pursuing priority accounts. Develop a credible reason for each client to engage with Toptal, build relationships with decision-makers, and personally advance important opportunities through discovery, solution development, negotiation, and close.
- Expand and retain client relationships. Work with Client Partners to understand client priorities, broaden relationships across buying centers, and develop opportunities across Toptal’s portfolio. Stay close to important engagements, resolve concerns with the responsible teams, and turn successful outcomes into further business.
- Make account planning actionable. Establish clear priorities and ownership. Expect your team to explain why an account matters, whom they need to engage, what opportunity they are pursuing, and how they will create progress. Ensure priority accounts receive sustained attention.
- Bring the right expertise into the sale. Work with Services leaders, solution architects, and specialists to diagnose needs and develop credible proposals across services, AI-based solutions, and talent. Coordinate with supporting functions to resolve obstacles and keep opportunities moving toward a decision.
- Maintain a credible forecast. Challenge the evidence behind opportunity values, close dates, and expected revenue. Understand the assumptions connecting pipeline to the financial plan, identify risks early, and take specific action to address shortfalls.
- Build and develop the team. Recruit strong commercial talent, set clear expectations, and coach people through real client situations. Review calls, account plans, and active pursuits; demonstrate stronger approaches and follow through on improvements. Address underperformance promptly and develop future leaders.
- Accomplish work objectives through leading and supervising other Toptal team members on the Industrial Products and Services team.
- Establish objectives and initiatives for the team, recommend the team’s structure and jobs, and organize, assign, delegate, oversee, and monitor work.
- Coach and mentor team members, provide feedback, conduct performance reviews, and implement performance improvement plans, if needed.
In the first week, expect to:
- Learn Toptal’s business model, capabilities, sales process, and client value proposition.
- Meet your team and the leaders whose functions support the IPS business.
- Begin reviewing the client portfolio, active opportunities, P&L, budget, and growth priorities.
In the first month, expect to:
- Meet priority clients and develop an informed view of their needs, our relationships, and the opportunities ahead.
- Assess the team’s capabilities and identify immediate coaching, performance, and hiring priorities.
- Establish a consistent rhythm for account planning, opportunity reviews, forecasting, financial management, and coaching.
- Present your proposed IPS business plan, including priority markets and accounts, revenue and profitability assumptions, investment choices, and the first actions you will take.
In the first three months, expect to:
- Be executing an agreed business plan with clear objectives, resource allocations, account priorities, and ownership.
- Be personally advancing major pursuits, helping close new business, and building qualified pipeline in priority accounts.
- Have specific expansion plans for key clients and be executing the talent decisions needed to strengthen the team.
In the first six months, expect to:
- Demonstrate measurable commercial progress against the plan through closed new business, expansion revenue, and margin performance.
- Show that coaching, account planning, and opportunity reviews are improving seller performance and commercial results.
- Manage the P&L against the budget, address material variances, and refine investment priorities using evidence from sales and delivery outcomes.
In the first year, expect to:
- Deliver against the agreed IPS revenue, profitability, and budget objectives.
- Have built a stronger team with clear accountability, consistent execution, and emerging leadership capability.
- Demonstrate deeper client relationships and broader adoption of Toptal’s services, AI-based solutions, and talent-based capabilities.
- Present the next stage of the industry business plan, including the investments required to sustain profitable growth.
Qualifications and Job Requirements:
- Bachelor’s degree is required. Master’s degree in Engineering, Business, or a related field preferred.
- 5+ years of proven success leading professional services sales teams specifically in Industrial Products and Services.
- 12+ years of demonstrated experience running and managing an industry business unit with a strong understanding of business operations and management principles.
- Deep industry relationships ranging from director-level to C-level contacts is expected.
- A sustained record of leading enterprise SaaS or services sales teams, winning new clients, and expanding existing relationships. You can demonstrate your personal contribution to those results.
- Industry expertise and demonstrated sales experience in at least one of Oil & Gas, Industrial Manufacturing, Automotive, or Defense & Aerospace.
- Demonstrated accountability for commercial results and resource decisions. You can explain how your choices on pricing, hiring, investment, and account priorities affected revenue, margin, and profitability.
- Experience closing complex enterprise opportunities, including shaping a business case, coordinating technical expertise, navigating procurement, and negotiating commercial agreements.
- Strong industry relationships and a record of earning access to senior decision-makers through relevant insight and demonstrated value.
- Evidence of hiring strong sellers, improving individual and team performance through specific coaching, and developing future leaders.
- Disciplined qualification and forecasting skills. You distinguish client interest from a credible buying process, assess the evidence behind a forecast, and act when an opportunity loses momentum.
- Sufficient fluency in technology, AI, and services delivery to discuss client priorities intelligently and recognize when deeper specialist expertise is needed.
- Clear, persuasive written and verbal communication. You can turn a complex client problem into a compelling proposal and explain business performance without obscuring the issues.
- 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.