Practice Director, Sales - US-Based

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 is an innovative organization that is disrupting the global professional services and talent market. As the leading provider of on-demand talent, Toptal enables clients to execute complex initiatives and drive measurable business outcomes with speed and precision. Building on this foundation, Toptal is expanding its Sales Offerings to help clients optimize sales performance, accelerate revenue growth, and modernize go-to-market operations through integrated advisory, execution, and managed services. The Practice Director, Sales is a client-facing executive leader responsible for driving the growth, delivery excellence, and commercial success of Toptal’s Sales Service Offering. You will be a key contributor to the strategic roadmap and vision for this practice, helping define Toptal’s market positioning, design scalable service offerings, and lead client engagements that deliver measurable revenue impact. This is a hands-on leadership role for a proven sales and growth strategist who excels in client-facing execution, offering design, and business development. This is a remote position. We do not offer visa sponsorship or assistance. Applicants must be authorized to work in the US at the time of hire. 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. Your mission is to help clients achieve transformational revenue growth by combining the right expertise, talent, and technology into cohesive, outcome-driven solutions. You will lead from the front, building relationships, driving engagements, and ensuring Toptal Sales solutions deliver clear, quantifiable client results. Including: Lead Client Engagements and Drive Commercial Growth · Serve as the primary client-facing executive for Toptal Sales, leading strategic engagements and ensuring client satisfaction and success. · Engage directly with C-level and founder audiences to diagnose growth challenges, design solutions, and deliver measurable outcomes. · Build long-term client partnerships that expand Toptal’s footprint and influence within key accounts. Build and Scale the Sales Services Practice · Partner with Toptal leadership to develop and execute the strategic roadmap for the Sales Practice. · Define market priorities, target segments, and the service portfolio required to meet client demand. · Collaborate across Marketing, Sales, Delivery, and Talent Operations teams to ensure seamless execution and growth alignment. Develop and Evolve Offerings · Design and scale differentiated service offerings—ranging from Sales Effectiveness and Readiness Programs to GTM Strategy, Sales Operations, and Technology-Enabled Managed Services. · Continuously refine packaging, pricing, and delivery models to align with market needs and client outcomes. Deliver Market Traction · Lead early-stage client engagements to validate new offerings and establish product-market fit. · Translate client insights into actionable input for offering enhancement and GTM strategy. Talent and Delivery Excellence · Ensure the Sales Practice is supported by top-tier experts across strategy, operations, enablement, and execution. · Define and uphold delivery standards and “The Toptal Way” for consistent client excellence. · Partner with Talent Operations to anticipate demand and align supply capabilities with emerging client needs. Thought Leadership and Market Presence · Represent Toptal Sales as a trusted authority in revenue acceleration and sales transformation. · Contribute to market education through thought leadership, client forums, and strategic ecosystem partnerships (PE, VC, and growth advisory firms). In the first week, expect to: · Onboard into Toptal’s culture, systems, and professional services operations. · Learn our client engagement models, current offerings, and organizational structure. In the first month, expect to: · Begin engaging directly with clients, supporting strategic conversations and active engagements. · Build relationships across internal teams and key external stakeholders. · Conduct a comprehensive assessment of current offerings, client demand, and early-stage opportunities. · Present a growth and engagement plan focused on quick, visible wins. In the first three months, expect to: · Lead client projects that demonstrate early revenue impact. · Shape and formalize the initial suite of Sales offerings. · Be in front of clients on a regular basis to hear from them firsthand, while exercising discretion and independent judgment. · Build internal alignment and operational readiness for scaling. In the first six months, expect to: · Establish Toptal Sales as a leading services organization recognized for driving tangible business outcomes. · Demonstrate repeatable success across key accounts and offerings. In the first year, expect to: · Drive significant growth in Toptal Sales through expanded client relationships, delivery excellence, and thought leadership. · Be recognized internally and externally as a market leader in sales performance and transformation. · Feel like you made the best decision of your career. · Increase the growth rate of Toptal materially. Qualifications and Job Requirements: · A bachelor’s degree is required, and an MBA is preferred. · 8+ years of experience in Sales, preferably at least 5+ years in a Sales Leadership role. · Experience in sales is crucial; this includes end-to-end knowledge of the sales funnel and key activities, processes, and drivers in each stage. · Experience with sales technology and automation, including familiarity with CRM systems, sales automation tools, analytics, and intelligence tools, etc. · Proven track record leading consultative, client-facing engagements and delivering measurable commercial outcomes. · Experience designing, packaging, and scaling services offerings (staff aug, projects, managed services). · Refined relationship development & leadership skills with a track record of success in building credibility across all levels of an organization. You can develop positive relationships across the business to partner on key initiatives and gain consensus on processes and strategies. · Collaborative, entrepreneurial, and able to operate effectively in a fast-paced, distributed organization. · Builder mindset: hands-on, practical, and outcome-oriented. *Recognized thought leadership in sales transformation or revenue excellence is highly preferred. · 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. Essential Job Functions · Regularly and reliably attend scheduled virtual team meetings on camera. · Work independently with minimal supervision. · Use all required digital collaboration tools. · Prioritize and self-manage workflows and deadlines. US FLSA Classification: Full-Time/Exempt This position receives a base salary and is also eligible to receive a discretionary bonus. For candidates who meet the qualifications and job requirements listed above, individual pay is determined by work location and additional factors, including job-related skills, experience, and relevant education or training. Applications are accepted on an ongoing basis. In the US, Toptal’s benefit offerings include participation in a 401(k) retirement plan; medical, dental, and vision health insurance plans; basic life insurance coverage and short-term and long-term disability coverage; access to flexible spending, dependent care, and health savings accounts; access to telehealth virtual doctors; an employee assistance program; and flexible paid time off.