Manager, Sales Development

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:

As Manager, Enterprise Sales Development you will have the opportunity to lead and scale a world-class sales development team for one of the world’s most disruptive companies. You will be responsible for managing end-to-end sales development operations targeted towards acquiring new enterprise clients. You will lead the success of a high-energy team of Sales Development Representatives (SDRs). You will be collaborating with marketing and lead-generation teams to plan and execute SDR goals, strategy, and tactics to grow the Toptal brand.

This is a remote position. We do not offer visa sponsorship or assistance. 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.

As a Manager, you will:

• Hire, onboard, train, and manage a team of Sales Development Representatives.
• Motivate SDRs to exceed goals through coaching and incentives, and develop and maintain key performance metrics and dashboards that focus on maximizing performance.
• Drive AI innovation by identifying automation opportunities, rolling out agent-powered workflows for prospect research and personalized outreach, and coaching the team on adapting these in their daily practices.
• Work with Enterprise Sales and Client Partner teams to optimize lead and pipeline creation.
• Be in constant communication with team members via Slack.

Coach and lead the team as they do the following:

• Prospect, educate, qualify, and develop sales-ready leads and opportunities from lead-generation activities and outbound cold-calling into targeted accounts.
• Interact with prospects via phone and email to explain Toptal’s vision, identify opportunities, and generate interest.
• Disseminate opportunities to appropriate sales reps, educate reps as necessary about the opportunity, and recommend follow-up action items.
• 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:

• Onboard and integrate into Toptal.
• Learn Toptal’s model, our value proposition, and our story.
• Work with cross-functional teams to understand how you can leverage our global team to build client relationships and drive success.
• Learn our sales method and selling process.

In the first month, expect to:

• Integrate into your team and Toptal’s processes.
• Lead regular 1:1s with each team member.
• Join client calls with SDRs to coach them and provide feedback.
• Be an active member of the SDR and Enterprise Sales Executive Leadership team, contributing to excellence.

In the first three months, expect to:

• Be an integral leader of the SDR team.
• Continue to lead a team that is exceeding monthly and quarterly KPIs.
• Prove the success of the SDR function and process by successfully generating leads that generate revenue.

In the first six months, expect to:

• Scale the impact of the SDR function as you optimize the sales development process and build out your team.
• Collaborate closely with the Toptal Enterprise teams as we execute strategic initiatives, while exercising discretion and independent judgment.
• Be an integral part of the onboarding and promotion of the SDR team you hire and lead.

In the first year, expect to:

• Find incremental improvements to a high-performing team.
• Hire and promote many SDRs.
• Be a contributing leader to an ever-expanding SDR team.
• Continue to collaborate closely with the Toptal Enterprise teams to execute strategic initiatives.

Qualifications and Job Requirements:

• Bachelor’s degree is required.
• Minimum of 6 years of experience as a Sales Development Representative or in an outbound sales role is a must.
• Minimum of 2 years of leadership experience.
• Experience with Salesloft, Salesforce, LinkedIn Sales Navigator, and modern lead-generation tools is a must.
• Hands-on experience designing, building, and deploying AI agents to support outbound sales motions (e.g., automated prospect research, personalized outreach messages, sequences, or lead qualification) to improve SDR productivity or pipeline health.
• Be a creative, process-oriented person who is skilled at building relationships and composing effective communications.
• Have a metrics-oriented mindset with an aptitude for tracking progress, and setting and meeting goals.
• Have a talent for writing compelling emails and subject lines for prospecting, directed to a technical and/or senior audience.
• Outstanding written and verbal communication skills.
• 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.