President, Industries

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 combine the best elements of virtual teams 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.

About the role

As the President of Industries, you will lead and oversee Toptal’s Industries function, working closely with our Heads of Industries and industry-related GMs for each vertical. The Industries team is responsible for go-to-market (GTM) strategy per industry, as well as being the key driver of revenue for all service lines at Toptal. You will drive strategic growth across verticals, ensuring alignment, scalability, and performance throughout the Industries function. This role is central to Toptal’s continued market leadership and growth, requiring a blend of strategic vision, operational excellence, and hands-on leadership.

Your primary focus will be driving revenue and sales through a world-class accounts management process, which will constitute at least 50% of your role. You will work with "hunters" to acquire new clients and "farmers" to nurture and expand existing accounts, ensuring alignment with relevant service lines. Additionally, you will ensure exceptional consulting and solutioning for all clients, collaborating closely with the Executive team to define priorities, unlock new market opportunities, and build trusted relationships with leaders at top strategic clients. This is a remote position, though you will meet with your team monthly to drive sales and strategy.

Responsibilities

• Partner closely with the team of GMs responsible for Toptal’s key industry verticals.
• Align and manage the industry verticals with the service verticals to ensure strategy and delivery are fully aligned with the Industry function.
• Oversee and unify the GTM functions across Enterprise, ensuring all teams operate with consistency, clarity, and alignment to both vertical and company-wide growth initiatives.
• Build and maintain direct relationships with senior executives at key clients, supporting high-impact pursuits and strategic account growth.
• Drive revenue growth across verticals by identifying cross-industry opportunities, harmonizing sales practices, and aligning the team on best-in-class client delivery.
• Set sales standards and work with GMs and sales leaders on how to build and scale high-performing GTM teams across multiple client segments.
• Own quarterly planning for Industries, including revenue targets, headcount strategy, sales role allocation, and account segmentation.
• Partner with cross-functional leadership to ensure integrated support and alignment across GTM and operational initiatives.
• Lead performance visibility and forecasting across all teams, tracking pipeline health, conversion rates, client satisfaction, and productivity at every level.
• Lead operational reviews with GMs and GTM teams to assess deal progress, pipeline velocity, and client growth strategies.
• Support GMs and frontline managers in hiring, onboarding, coaching, and developing talent.
• Provide guidance and mentorship to GTM leaders and team members on pipeline management, feedback, and performance development.
• Partner closely with a team of high-level and consultative practitioners within each industry who drive sales via consulting and solutioning.
• Support the hiring and development of a team of hunters and farmers per Industry vertical, knowing how to identify and hire for each role.

First-Year Expectations

• First Week:
  • Onboard and integrate into Toptal, learning the company’s model, value proposition, and story.
  • Meet key stakeholders and begin relationship building with leadership teams.
• First Month:
  • Assess the health and maturity of each vertical and GTM function.
  • Review and calibrate existing GTM plans, vertical strategies, and performance data across teams.
  • Begin regular alignment cadences with GMs and sales leadership to review key metrics and expectations.
  • Establish a strategic plan to drive cross-vertical collaboration and capability sharing.
• First Three Months:
  • Operationalize a scalable framework for GM and GTM performance visibility and business reporting.
  • Help GMs and GTM teams close key deals and open new enterprise doors, leveraging industry relationships.
  • Implement mechanisms to drive alignment, share best practices, and accelerate new logo acquisition and account expansion.
  • Partner with Leadership to support the hiring of multiple Industry GMs and ensure their teams are structured optimally to drive and scale revenue.
• First Six Months:
  • Lead the execution of established revenue targets across all verticals, ensuring teams consistently close high-value, multi-phase enterprise deals.
  • Support GMs and GTM leaders in advancing late-stage opportunities and securing wins with top-tier enterprise clients.
  • Identify and remove bottlenecks in the sales cycle to improve velocity, conversion rates, and average deal size across verticals.
  • Partner with cross-functional teams to ensure proposals, pricing, legal, and delivery processes are tightly aligned and optimized for enterprise-scale engagements.
  • Refine and scale repeatable deal execution practices across verticals, sharing best practices and success patterns.
  • Ensure each vertical consistently expands client footprint through upsells, cross-sells, and renewal strategies in active accounts.
• First Year:
  • Partner with Leadership to ensure the full team of GMs is in place.
  • Foster a high-performing, collaborative Industries and GTM leadership ecosystem that consistently exceeds revenue goals.
  • Deliver results that surpass annual revenue targets across all industry verticals through sustained new logo acquisition and strategic account growth.
  • Partner with the Executive Team to shape and execute the next phase of go-to-market strategy, including potential expansion into new verticals or solution areas.
  • Institutionalize long-term strategic account planning across verticals to improve client retention, lifetime value, and revenue predictability.
  • Serve as a visible leader within Toptal, setting the standard for execution, accountability, and client-centricity.
  • Establish Toptal as the enterprise partner of choice across verticals, backed by a world-class GTM organization and deep industry leadership.

Requirements

• Bachelor’s degree is required; Master’s degree in Engineering, Business, or a related field preferred.
• 15+ years of enterprise B2B leadership experience, including 10+ years in executive roles with full P&L ownership across multiple verticals and sales organizations.
• Proven track record managing large, complex portfolios and driving substantial revenue growth and profitability.
• Demonstrated success scaling multi-industry go-to-market teams with direct oversight of complex commercial operations.
• Management consulting experience at a top-tier firm (e.g., McKinsey, Bain, BCG) or investment banking experience is preferred but not required.
• Experience leading large, distributed sales teams within high-growth technology or professional services environments.
• Deep expertise in enterprise sales methodology and leading consultative, multi-phase sales pursuits.
• Proven ability to manage extensive client portfolios and accelerate revenue growth across multiple verticals.
• Exceptional organizational skills; hyper-organized, efficient, and able to prioritize execution while mentoring others to do the same.
• Excellent communicator and storyteller with executive presence.
• Ability to influence and collaborate across functions including Sales, Marketing, Finance, Delivery, and Product.
• Strong track record of coaching and developing sales leaders and team members across all levels.
• Willingness to travel to meet with clients, team members, and stakeholders.
• Must be a world-class individual contributor; this role is not just about managing others.

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.

Benefits

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.
• Flexible paid time off.

For candidates who meet the qualifications and job requirements, individual pay is determined by work location and additional factors, including job-related skills, experience, and relevant education or training.