Manager, SMB Sales
EMEA Region · Remote · Latin America · Full-time · Remote · Posted Sep 30, 2026
At a glance
- Employment
- Full-time
- Workplace
- Remote
- Location
- EMEA Region · Remote · Latin America
- Visa sponsorship
- Visa sponsorship not offered
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’s inbound sales team is a driving force behind our growth, converting inbound interest from small- and medium-sized businesses into Toptal clients. As Manager, SMB Sales, you will lead a team of Client Advisors, coaching them towards growth and holding them to a high standard of excellence in a high-velocity, consultative selling role. You will keep the team responsive to new inquiries while ensuring active opportunities continue to move. You will coach advisors through stalled decisions, specialist involvement, and client follow-up, stepping in where your judgement can help secure the next commitment. You will lead a team that is responsible for executing strong discovery, disciplined qualification, portfolio selling across Toptal’s full offering with complete ownership of the client relationship from first conversation through close. Your team’s job is to position Toptal as a strategic services partner, not a single-transaction talent vendor, and you set that standard.
- You will be accountable for improving conversion of inbound leads by identifying conversion leakage, bringing accountability to individuals’ performance, hiring Client Advisors with consultative potential, reviewing calls, demonstrating stronger approaches, and coaching each advisor on changes to improve their sales skill and industry knowledge. Internally, this position works closely with leadership across Client Services, Talent Operations, Client Experience, and People to support a team-based approach to best-in-class service.
- Our ideal candidate is ambitious, competitive, driven by team success, and pairs that drive with genuine curiosity about what makes a sales team excellent. If you want to sharpen a team’s performance and be recognized for the results, this is the team you want to be part of.
- This is a remote position. We do not offer visa sponsorship or assistance. Resumes and communication must be submitted in English.
About the role
- As Manager, SMB Sales at Toptal, you will lead a team of Client Advisors converting inbound interest from small- and medium-sized businesses into Toptal clients.
- You will coach advisors toward growth, hold them to high standards in a high-velocity consultative selling role, and ensure active opportunities continue to move.
- This position requires working closely with cross-functional leadership to support a team-based approach to best-in-class service in a fully remote environment.
Responsibilities
- Coach Client Advisors on discovery, qualification, portfolio selling, and deal management, demonstrating how to bring a useful point of view and ask for commitment.
- Review live and recorded calls, examine active opportunities, run focused role-plays, and provide clear, actionable feedback.
- Recruit and interview Client Advisors against Client Advisor Core Competencies, hiring for consultative potential and sales experience.
- Own and continuously refine the Client Advisor inbound playbook using call audit findings and conversion data.
- Manage performance by understanding underperformance causes, agreeing on corrective actions, and driving team conversion improvement.
- Manage onboarding and ramp for new Client Advisors, assessing them against skill-based ramp milestones.
- Support career development and succession planning for Client Advisors, including paths into leadership.
- Challenge pipeline evidence, manage forecast rigor, prioritize support, and identify process improvements for team efficiency.
- Partner cross-functionally with Client Services, Talent Operations, Client Experience, and People leadership, and bring in specialists when needed.
- Deliver presentations to cross-departmental partners covering metrics, key takeaways, and action plans.
Requirements
- Bachelor’s degree required.
- Three or more years in business-to-business sales.
- One to two years direct leadership of inbound, inside, or end-to-end small business sales teams.
- Demonstrated record of improving individual and team sales performance through specific coaching and disciplined opportunity management.
- Ability to learn and coach to a structured sales methodology.
- Experience managing pipeline and forecast rigor across a team in a CRM.
- Genuine, demonstrable passion for AI in the world of work, including using AI to improve sales team research, call review, and coaching.
- Outstanding written and verbal communication skills with comfort presenting metrics and strategy to cross-departmental partners.
- Comfortable operating in a dynamic environment with evolving processes and priorities.
- Full availability during working hours to support the team and step into client escalations.
Preferred qualifications
- Experience leading a team that sells more than one product or service line into the same account (portfolio selling).
- Experience with a named sales methodology (MEDDPICC, Challenger, SPIN, Sandler, or similar).
- Software, tech, or professional-services sales leadership experience.
- Fluency with modern sales tooling, including AI-assisted call review, conversation intelligence, and CRM workflows.
Workplace
- Fully remote position.
Skills
- CRM
- MEDDPICC
- Challenger
- SPIN
- Sandler
