Toptal

Data Analyst

• Analyze data, build models, test hypotheses, find root causes, develop prototypes, forecast performance, create Tableau reports, and write SQL scripts; and extract insights from these data activities to inform marketing decisions.
• Use descriptive (what happened) and diagnostic (why did it happen) analytics to develop specific, actionable recommendations for marketing leaders.
• Define metrics that are independent, holistic, accurate, encourage the right behaviors, and are aligned with company strategy and objectives.
• Measure and diagnose the performance of SEM, SEO, and Generative AI channels—analyzing spend efficiency, keyword and query performance, organic visibility and share of voice, funnel conversion, and lead value/ROAS—to guide budget allocation and channel strategy.
• Map marketing processes and channel journeys to their corresponding data flows across acquisition, engagement, and revenue generation.
• Proactively identify and surface opportunities to improve efficiency, conversion, revenue generation, client and talent experience, operations, communication, systems & tools, cash usage, etc.
• Work closely with marketing stakeholders, data analysts, and business process owners to empower data-backed decision making, balancing and prioritizing competing requests across teams.
• Leverage Generative AI tools (such as Claude, Gemini, and ChatGPT) to accelerate analysis, automate reporting workflows, and evaluate the growing impact of AI-driven search and referral channels on marketing performance.
• Build and maintain marketing data infrastructure from lead acquisition to revenue generation, setting up and integrating Google Analytics, Google Search Console, and Google Ads as required.

Senior Marketing Analyst, Strategy & Analytics

Manager

• Equip revenue-generating teams with knowledge, skills, tools, and processes
• Design, execute, and continuously improve scalable enablement programs
• Partner with executive leadership to translate business priorities into scalable enablement initiatives
• Lead rollout strategies for new products, GTM messaging, sales motions, tools, and operational processes
• Develop enablement roadmaps aligned with company objectives and sales priorities
• Identify enablement gaps through performance data, stakeholder feedback, and sales insights
• Own end-to-end enablement programs from planning through execution and reinforcement
• Build comprehensive enablement plans with clear objectives, timelines, and success metrics
• Design and deliver engaging instructor-led, self-paced, and live training
• Develop playbooks, programs, learning paths, and reference materials with Toptal’s LMS and other tools
• Facilitate workshops, webinars, office hours, and reinforcement sessions
• Measure program effectiveness through adoption, engagement, behavior change, and business impact
• Collect qualitative and quantitative feedback from stakeholders and learners
• Share program impact with leadership through clear reporting and recommendations
• Build trusted relationships with Sales Leadership and cross-functional teams
• Consult with stakeholders to understand business needs and recommend enablement solutions

Senior Manager, Customer Enablement

• Equip revenue-generating teams with knowledge, skills, tools, and processes to sell confidently and effectively.
• Combine strategic thinking with operational excellence to design, execute, and continuously improve scalable enablement programs that drive measurable business outcomes.
• Support Sales Enablement strategy across various organizations, ensuring teams are prepared for evolving products, go-to-market strategies, and customer needs.
• Own end-to-end enablement programs from planning through execution and reinforcement.
• Build comprehensive enablement plans with clear objectives, timelines, and success metrics.
• Design and deliver engaging instructor-led, self-paced, and live training.
• Develop playbooks, programs, learning paths, and reference materials.
• Measure program effectiveness and continuously improve based on feedback and performance data.

Artificial Intelligence

• Own the vision, strategy, and P&L for the AI Services practice, establishing it as a differentiated, revenue-generating offering within our MSP portfolio.
• Develop repeatable service offerings and delivery frameworks that apply AI to ITIL processes — including Incident Management, Problem Management, Change Enablement, Service Request, and Knowledge Management — across a diverse client base.
• Define pricing models, packaging, and go-to-market strategy for AI-enabled ITSM services in collaboration with Sales and Marketing.
• Build internal IP: playbooks, accelerators, and pre-configured AI assets on ServiceNow that reduce time-to-value for clients.
• Serve as the executive-level AI advisor to key clients, engaging C-suite and IT leadership stakeholders to assess maturity, identify opportunities, and co-create AI-driven ITSM roadmaps.
• Lead discovery workshops and maturity assessments to baseline clients’ current ITSM and AI capabilities.
• Present business cases and ROI models for AI investments to client executives, translating technical capabilities into tangible outcomes (e.g., MTTR reduction, ticket deflection rates, cost avoidance).
• Maintain trusted advisor relationships across a portfolio of accounts, ensuring client satisfaction and identifying expansion opportunities.
• Oversee the architecture and delivery of ServiceNow AI solutions for clients: Now Assist, Virtual Agent, Predictive Intelligence, ITOM AIOps, NLU, and generative AI integrations. Govern integrations between ServiceNow and external AI platforms (e.g., Azure OpenAI, AWS Bedrock, Anthropic) to extend client capabilities.
• Establish delivery standards and quality assurance processes to ensure consistent, best-practice implementation across all client engagements.
• Drive adoption of AI-powered ServiceNow features that measurably reduce client operational burden and improve end-user experience.
• Apply deep ITIL v4 expertise to ensure AI augments and elevates client service management processes rather than introducing risk or technical debt.
• Champion a shift-left philosophy through AI-driven self-service, knowledge deflection, and automated resolution for clients.
• Establish governance and measurement frameworks (KPIs, SLAs, OLAs) for AI-enhanced ITSM processes delivered to clients.
• Recruit, develop, and lead a high-performing team of AI architects, ServiceNow practitioners, and ITSM consultants.
• Establish career paths and capability-building programs to grow AI and ITSM expertise across the broader services organization.
• Foster a culture of innovation and continuous improvement, encouraging the team to test and adopt emerging AI capabilities.
• Manage and deepen the company’s relationship with ServiceNow as a partner, including ISV/reseller programs and co-sell opportunities.
• Evaluate and manage relationships with complementary AI and AIOps vendors to enrich the client solutions portfolio.
• Represent the company at industry events, conferences, and ServiceNow communities as a thought leader in AI-powered ITSM.

VP, AI Services

Sales

• Help clients achieve transformational revenue growth by combining the right expertise, talent, and technology into cohesive, outcome-driven solutions.
• Lead from the front, building relationships, driving engagements, and ensuring Toptal Sales solutions deliver clear, quantifiable client results.
• 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.
• 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.
• 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.
• 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.
• 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.
• 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).

Practice Director, Sales

Product Manager

• Own and lead all aspects of an established agile team, including backlog grooming, triage, and prioritization, and cross-functional coordination.
• Define the scope of new product features and ongoing improvements across web, mobile, and desktop applications.
• Write and prioritize user stories and define acceptance criteria.
• Establish and maintain a high level of credibility with internal and external partners.
• Break down complex problems and use data and analytics, combined with high-quality user research, to inform product direction.
• Track progress, assess risks, coordinate delivery, and actively communicate contingency and mitigation plans for the team.
• Run various ad-hoc research and business analyses to assess opportunities and risks.
• Take ownership of identifying and solving complex product challenges that align with both short-term goals and long-term strategic initiatives.
• Apply system-analyst techniques and procedures, including consulting with users to determine hardware, software, or systems functional specifications.
• In the first week, expect to: Onboard and integrate into Toptal while independently starting to study and learn the Toptal product suite.
• Become acquainted with your product area, the product goals, and those you will partner with.
• In the first month, expect to: Work cross-functionally with Designers, Engineers, and senior stakeholders to organize and prioritize your high-level roadmap and backlog.
• Start collaborating closely with your development team.
• Take over all in-flight and planned initiatives.
• In the first three months, expect to: Fully support a product category, working collaboratively to complete quarterly planning and set OKRs.
• While exercising discretion and independent judgment, launch features that deliver high business impact.
• Be fully embedded into and own a development team.
• Monitor and measure the success of your initiatives against company goals.
• Continuously improve the team’s processes through meaningful contributions.
• In the first six months, expect to: Drive end-to-end delivery of our mobile and desktop apps, ensuring feature parity, high-quality user experience, and alignment with the web platform roadmap.
• Independently discover new product opportunities for your backlog.
• Develop a repeatable model for delivering upon our roadmap initiatives.
• Work across the Product team to measure and refine the roadmap, backlog, and processes to make improvements over time.
• Constantly re-evaluate your roadmap’s alignment with the strategic goals of the business, adjusting where necessary.
• In the first year, expect to: Deliver your roadmap priorities and promises.
• Ensure your team has an incredible record of building impactful products in a timely and elegant fashion.
• Work cross-functionally to scale your team to meet the growing needs of our business and our users.

Senior Marketing Analyst, Strategy & Analytics

Senior Manager, Customer Enablement

Senior Manager, Customer Enablement

VP, AI Services

Practice Director, Sales

Senior Product Manager