Manager, SMB Sales

About the role

Toptal’s inbound sales team converts interest from small‑ and medium‑sized businesses into long‑term clients. As the Manager, SMB Sales you will lead a group of Client Advisors, coach them in a high‑velocity consultative selling environment, and ensure inbound opportunities move smoothly from first contact to close.

Key responsibilities

• Coach Client Advisors on discovery, qualification, portfolio selling and deal management, providing actionable feedback from live and recorded calls.
• Review calls, run focused role‑plays and continuously refine the inbound playbook using audit findings and conversion data.
• Recruit, interview and hire advisors with strong consultative potential, assessing curiosity, business acumen and coachability.
• Own performance management, identify causes of under‑performance and implement corrective actions with clear timelines.
• Oversee onboarding and ramp‑up, ensuring new advisors meet skill‑based milestones before taking quota.
• Develop career paths and succession plans for advisors, including progression into leadership roles.
• Maintain pipeline oversight, challenge opportunity assumptions and improve forecasting discipline.
• Partner with Client Services, Talent Operations, Client Experience and People to bring in specialists at the right time.
• Deliver cross‑departmental presentations on metrics, insights and action plans.
• Foster a culture of high performance, accountability and continuous improvement through recognition and transparent communication.

Required profile

• Bachelor’s degree.
• Three or more years of B2B sales experience, with one to two years leading inbound or inside small‑business sales teams.
• Demonstrated record of improving individual and team sales performance through coaching and disciplined opportunity management.
• Ability to learn and apply a structured sales methodology.
• Experience managing pipeline and forecast rigor across a team using a CRM.
• Genuine passion for AI and technology‑driven services.