General Manager, SMB - US-Based

Job Summary: As General Manager, Small & Medium Business (SMB), reporting directly to the EVP, Industries, you will own the strategy, growth, and profitability of Toptal ’s SMB business, with full P&L and budget authority. You will improve how we win new clients, retain and expand existing relationships, and bring more of Toptal’s capabilities to market. You will decide where to invest, build the team, and be accountable for the results. SMB requires consistent and strong commercial judgment at a high volume. New clients arrive with an immediate need; within 15 minutes your team must quickly understand the problem, explain how Toptal can help, and move the opportunity toward a sale. In addition to strengthening the inbound execution, you will grow our nascent outbound sales motion, improve our client expansion motion, develop more targeted marketing with our Enterprise industry teams, and activate a partnership ecosystem to bring new clients and revenue to Toptal. You will lead a high-energy sales organization with clear expectations and rigorous performance management. You will listen to calls, speak with clients, examine where opportunities are lost, and coach your leaders through specific performance issues. You will know whether a shortfall comes from demand, selling quality, pricing, capacity, or the client experience, and act with the responsible teams to address it. Your managers should see the standard you expect in your own work. You will build on