Toptal

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 Product Manager

Client Partner

• Actively prospect and drive the acquisition of new, strategically aligned HLS accounts (net new logos) to grow the overall client base.
• Own and expand a portfolio of strategically important enterprise HLS accounts, with direct accountability for revenue growth, portfolio scale, and client outcomes.
• Build and sustain senior executive relationships, establishing Toptal as a trusted partner across critical business initiatives.
• Define and execute account strategy, including opportunity creation, pipeline development, and multi-year growth planning.
• Lead solution development and deal execution in partnership with Industry GMs, Practice Leaders, and Delivery teams.
• Partner with Enterprise Sales Executives to drive coordinated account expansion and maximize total account value.
• Maintain disciplined pipeline and account intelligence to support accurate forecasting and informed decision-making.
• Ensure high-quality delivery outcomes by aligning cross-functional teams to client objectives and expectations.
• Lead strategic conversations with existing clients, while exercising discretion and independent judgment.

Client Partner, Health and Life Sciences

Backend Engineer

• Write elegant, efficient, and testable Ruby (and/or TypeScript) code that is easy to maintain and debug.
• Cover code with tests and perform manual testing of features, while reviewing the work of colleagues.
• Work on the infrastructure part of the project, collaborating with Infrastructure Engineers.
• As a true teammate, continuously improve the team’s processes, brainstorm ideas, communicate statuses, and progress.
• Mentor team members, provide feedback, and continuously improve as a professional.
• Learn new concepts and technologies.
• Design, develop, document, analyze, create, test, or modify computer or cloud-based systems or programs.

Senior Backend Engineer

Director

• Define and execute a next-generation MSP service desk strategy centered on high-touch, white-glove client experience.
• Position the service desk as a value driver (client satisfaction, retention, upsell), not just a cost center.
• Develop tiered service offerings (e.g., standard vs. premium/concierge support models) aligned to client segments.
• Embed client-specific context into service delivery, ensuring support interactions reflect each client’s environment, priorities, and user needs.
• Stand up initial service center operations using a distributed, cross-functional contributor model.
• Establish intake channels (portal, chat, phone, dedicated client lines) with priority routing for high-touch clients.
• Create foundational SOPs, playbooks, and client-specific runbooks.
• Launch a knowledge-centered service (KCS) model tailored to client environments.
• Define early SLAs / XLAs with an emphasis on experience-level outcomes, not just resolution speed.
• Establish clear ownership models to ensure every request is tracked, managed, and resolved end-to-end.
• Transition to a dedicated, client-aligned service desk organization with named ownership models.
• Introduce pod-based or client-aligned support structures (e.g., service pods, technical account alignment).
• Develop workforce strategy including skill-based routing, coverage models, and high-touch escalation paths.
• Introduce automation to improve efficiency while preserving high-touch, human-led interactions for critical and high-value client engagements.
• Build a concierge-level support tier for high-value clients and critical services.
• Own end-to-end client support experience, measured through both operational and experiential metrics.
• Implement and track KPIs including CSAT, XLAs, FCR, and MTRS.
• Act as a senior escalation point for high-priority client issues.
• Partner with Client Success, Account Management, and Delivery teams to ensure aligned, seamless client engagement.
• Ensure consistent, proactive communication with clients throughout the issue lifecycle, eliminating the need for follow-ups or escalation for status visibility.
• Establish ITSM best practices (Incident, Request, Problem, Change) while adapting for client-specific flexibility.
• Build real-time dashboards and client-facing reporting that demonstrate value and transparency.
• Drive proactive and preventative support through trend analysis, recurring issue identification, and environment-level insights.
• Implement service reviews and feedback loops with clients to continuously refine delivery.
• Leverage automation, AI, and virtual agents to augment (not replace) human support.
• Introduce predictive and proactive support capabilities using analytics and telemetry.
• Continuously benchmark against leading MSP and enterprise service models.
• Evolve the service model to prioritize client experience, ownership, and business impact—not just ticket resolution.
• Finalize a target operating model.
• Implement customer facing proactive support functions.

Director, Service Desk

• Own and expand a portfolio of strategically important enterprise CPS accounts.
• Build and sustain senior executive relationships.
• Define and execute account strategy, including opportunity creation and pipeline development.
• Lead solution development and deal execution.
• Partner with Enterprise Sales Executives to drive coordinated account expansion.
• Maintain disciplined pipeline and account intelligence.
• Ensure high-quality delivery outcomes.
• Lead strategic conversations with existing clients.

Client Partner, Consumer Products & Services

• Build, maintain, and own Rails API capabilities across multiple business domain packs.
• Design and implement background job workflows with Sidekiq for async and parallel processing.
• Integrate and optimize LLM-based features for resume analysis, writing, and generation.
• Build and maintain event-driven systems using pub/sub patterns for cross-domain communication.
• Design PostgreSQL schemas and data models with strong attention to data integrity.
• Integrate third-party services, including payment processors, email providers, and cloud services.
• Maintain and evolve a modular monolith architecture with explicit package and domain boundaries.
• Collaborate closely with front-end and infrastructure teams on API contracts, deployment workflows, and production reliability.
• Use AI development tools daily to increase delivery speed, improve code quality, and explore implementation options.

Principal Back-End Engineer

Android Engineer

• Own architecture, delivery, and quality of the consumer app in iOS and Android.
• Design and ship the commerce experience, including payments and order flows.
• build the computer-vision-based measurement pipeline: AprilTag detection, pose estimation, camera calibration, multi-frame fusion, and the accompanying capture UX.
• Build the BLE / Wi-Fi connectivity layer and device control surface, in partnership with firmware.
• Set up and maintain the app’s production infrastructure: CI/CD, crash reporting, analytics, feature flags, and release management.
• Partner with design on onboarding, error states, and the craft details that define a consumer-grade experience.
• Contribute to mobile team growth: technical bar-setting, interviewing, and mentorship as the team scales.

Senior Mobile Engineer, iOS/Android

Account Manager

• Own the growth, retention and success of a diverse portfolio of SMB accounts serving as a dedicated advisor and primary point of contact.
• Develop and execute proactive account plans that align client business goals with Toptal’s talent solutions.
• Conduct regular, insight-driven check-ins with clients to gather feedback, assess health, and uncover new business challenges.
• Identify and qualify expansion opportunities across different business units.
• Provide ongoing guidance throughout the project lifecycle and address concerns with a client-first mindset.
• Partner with Talent Operations and Delivery teams to resolve escalations and ensure the successful execution of client engagements.
• Maintain rigorous Salesforce (SFDC) hygiene, ensuring pipeline accuracy, contact management, and diligent tracking.
• Stay current on industry trends and emerging technologies to provide clients with best-practice recommendations.
• Drive mutually beneficial growth by positioning Toptal’s expertise as a solution for client-side bottlenecks.
• Achieve “Trusted Advisor” status with your clients, evidenced by high retention rates and a consistent pipeline of new opportunities.

Account Executive

• Build and manage a targeted portfolio of CMET accounts
• Focus on net new logo acquisition and multi-tower account expansion
• Generate pipeline from scratch, penetrating enterprise organizations
• Close initial engagements with speed and precision
• Grow accounts into broader multi-tower partnerships
• Navigate cross-functional priorities, aligning to evolving client business objectives
• Demonstrate credibility at the C-suite level
• Prospect, pitch, negotiate, and close new opportunities while expanding existing relationships
• Partner closely with pre-sales experts and delivery teams to craft tailored solutions
• Onboard with Toptal and connect with key members of the CMET industry team
• Learn Toptal’s model, value proposition, and deep capabilities
• Familiarize yourself with the tools and resources needed to be successful
• Negotiate contracts and work collaboratively with clients
• Develop proposals and close deals
• Establish a network of client relationships

Enterprise Sales Executive, Communications, Media, Entertainment & Technology

• Drive full-cycle sales by identifying and engaging high-potential prospects, re-engaging dormant clients, and generating new opportunities through strategic outreach.
• Conduct outbound prospecting via phone, email, and LinkedIn to identify opportunities, present Toptal’s value proposition, and secure new business.
• Effectively manage the sales funnel to optimize lead progression, coordinate communication among various stakeholders, and diligently follow up on accounts to nurture leads toward conversion.
• Ensure timely and accurate CRM documentation, while providing leadership with clear sales forecasts and pipeline insights.
• Contribute to evolving our demand generation strategy and tactics to expand pipeline growth and market reach.

Platform Engineer

• Make decisions based on multiple quality dimensions like user impact, failure tolerance, code maintenance, implementation time, security breaches, and performance.
• Implement quality gates and improve agentic-driven processes and workflows.
• Collaborate on novel ideas to improve the team processes.
• Lead initiatives and own subproducts and feature development from problem statement and specification to production deployment.
• Care for and monitor the quality of our product.
• Raise awareness of technical issues.
• Develop a clear understanding of business value and collaborate with stakeholders by analyzing features and suggesting alternatives.
• Assist our platform and tooling’s users with their issues and resolve bugs they may experience.
• Proactively identify technical debt and product areas that require attention or improvements and suggest improvements in our technology stack.
• Mentor fellow teammates.
• Bring up difficult and/or systemic challenges and impediments to the attention of your manager.

Senior Platform Engineer

• Connect and engage with prospective clients who originate from inbound leads
• Seek new business opportunities by developing relationships with potential customers
• Support clients throughout the required sales stages
• Conduct sales calls regularly
• Manage deal cycles from discovery through close
• Build rapport with prospective clients
• Collaborate with team members to respond to high-volume inbound client inquiries
• Participate in sales training processes and complete training programs
• Mentor new team members and provide consultation or advice to management

Client Sales Representative

• Connect and engage with prospective clients who originate from inbound leads.
• Seek new business opportunities by connecting and developing relationships with potential customers.
• Guide prospective clients throughout the required sales stages.
• Execute a customer-centric approach across all customer interactions during pre-defined working hours.
• Build rapport with prospective clients and stay on top of industry trends and competitors.
• Collaborate with team members to respond to high-volume inbound client inquiries.

• Contribute to our vision and development of Agentic AI tooling and platforms through technical leadership and proactive thinking.
• Make decisions based on multiple quality dimensions like user impact, failure tolerance, code maintenance, implementation time, security breaches, and performance.
• Implement quality gates and improve agentic-driven processes and workflows.
• Collaborate on novel ideas to improve the team processes.
• Lead initiatives and own subproducts and feature development from problem statement and specification to production deployment.
• Care for and monitor the quality of our product.
• Raise awareness of technical issues.
• Develop a clear understanding of business value and collaborate with stakeholders by analyzing features and suggesting alternatives.
• Assist our platform and tooling’s users with their issues and resolve bugs they may experience.
• Proactively identify technical debt and product areas that require attention or improvements and suggest improvements in our technology stack.
• Mentor fellow teammates.
• Bring up difficult and/or systemic challenges and impediments to the attention of your manager.

Practice Director, Sales

Senior Product Manager

Client Partner, Health and Life Sciences

Senior Backend Engineer

Director, Service Desk

Client Partner, Consumer Products & Services

Principal Back-End Engineer

Senior Mobile Engineer, iOS/Android

Account Manager

Enterprise Sales Executive, Communications, Media, Entertainment & Technology

Account Executive

Senior Platform Engineer

Client Sales Representative

Client Sales Representative

Senior Back-end Engineer