Toptal
Remote
Remote

Enterprise Sales Development Team Lead at Toptal (Remote)

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About Toptal
Toptal is a global network of top freelance talent in business, design, and technology that enables companies to scale their teams, on-demand. With $200+ million in annual revenue and over 40% year-over-year growth, Toptal is the world's largest fully remote company .
We take the best elements of virtual teams and combine them 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.
Position Description
In this role, you will have the opportunity to lead and scale a world-class sales development team for one of the world's fastest growing and most disruptive companies. You will need to leverage your experience, skills, and creativity to help us continue our incredible growth.
You will be responsible for managing end-to-end Sales Development Operations targeted towards acquiring new enterprise clients. You will lead the success of a high-energy team of Sales Development Representatives. Collaborating with marketing and lead-generation teams to plan and execute SDR goals, strategy and tactics to grow the Toptal brand.
This is a remote position that can be done from anywhere. Due to the remote nature of this role, we are unable to provide visa sponsorship. Resumes and communication must be submitted in English.
Responsibilities:
Coach and lead the team as they do the following:
  • Prospect, educate, qualify, and develop sales-ready leads and opportunities from lead-generation activities and outbound cold-calling into targeted accounts.
  • Interact with prospects via phone and email to explain Toptal vision, identify opportunities, and generate interest.
  • Disseminate opportunities to appropriate sales representative, educating reps as necessary about the opportunity, and recommending appropriate follow-up action items.

As a team lead, you will:
  • Hire, onboard, train, and manage SDRs.
  • Motivate SDRs to exceed goals through coaching and incentives.
  • Develop and maintain key performance metrics and dashboards that help the SDR focus on maximizing performance.
  • Work with Sales and Client Partner teams to optimize lead and pipeline creation.
  • Be in constant communication with team members via Slack.

In the first week you will:
  • Onboard and integrate into Toptal.
  • Learn Toptal's model, our value proposition, and our story.
  • Work with cross-functional teams to understand how you can leverage our incredible global team to build client relationships and drive success.
  • Learn our sales method and our selling process.

In the first month you will:
  • Be integrated into your team and the Toptal process.
  • Lead regular 1:1s with each team member.
  • Joint call with the SDR's coaching them and providing feedback.
  • Be an active member of the SDR and ESE leadership teams contributing excellence.

In the first three months you will:
  • Be an integral part of the SDR team and hiring leaders.
  • Continue to lead a team exceeding monthly and quarterly KPI's.
  • Prove success of the SDR function and process by successfully generating leads that generate revenue.

In the first six months you will:
  • Scale the impact of the SDR function as you optimize the sales development process and build out your team to 10+ people.
  • Collaborate closely with the Toptal Growth Team and Enterprise Teams as we execute strategic initiatives.
  • Be an integral part of the on-boarding and promotion of the SDR team you hire and lead.

In the first year you will:
  • Find incremental improvements to a high performing team.
  • Hire many SDR's and promote many SDR's.
  • Be a contributing leader to an ever expanding SDR team.
  • Continue to collaborate closely with the Toptal Growth Team and Enterprise Teams as we execute strategic initiatives.

Requirements:
  • Prior experience as a Sales Development Representative is a must.
  • Experience with Outreach.io, Salesforce, Hubspot, and modern lead-generation tools is a must.
  • Minimum of 2 years of leadership experience is preferred.
  • Be a creative, process-oriented person skilled at building relationships and composing effective communications.
  • Have a metrics-oriented mindset with an aptitude for tracking progress and setting and meeting goals.
  • Have a talent for writing compelling emails and subject lines for prospecting, directed to a technical/senior audience.
  • Be comfortable in a fast-growing company with a focus on execution.
  • You must have excellent verbal and written communication skills.
  • You must be a world-class individual contributor to thrive at Toptal. You will not be here just to tell other people what to do.

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Candidate Location Eligibility:
Albuquerque, NM
Ann Arbor, MI
Atlanta, GA
Austin, TX
Baltimore, MD
Baton Rouge, LA
Birmingham, AL
Boise, ID
Boston, MA
Buffalo, NY
Charleston, SC
Charlotte, NC
Chicago, IL
Cincinnati, OH
Cleveland, OH
Colorado, CO
Columbus, OH
Dallas-Fort Worth, TX
Dayton, OH
Des Moines, IA
Detroit, MI
Fayetteville-Springdale-Rogers, AR
Greensboro, NC
Hampton Roads, VA
Hartford, CT
Houston, TX
Huntsville, AL
Indianapolis, IN
Jacksonville, FL
Kansas City, MO
Las Vegas, NV
Lexington, KY
Lincoln, NE
Little Rock, AR
Los Angeles, CA
Louisville, KY
Madison, WI
Memphis, TN
Miami, FL
Milwaukee, WI
Minneapolis–Saint Paul, MN
Nashville, TN
New Orleans, LA
New York City, NY
Ogden, UT
Oklahoma City, OK
Omaha, NE
Orlando, FL
Other US Location
Palm Bay-Melbourne-Titusville
Pensacola, FL
Peoria, IL
Philadelphia, PA
Phoenix – Mesa – Scottsdale, AZ
Pittsburgh, PA
Portland, ME
Portland, OR
Providence, RI
Provo, UT
Raleigh-Durham, NC
Reno, NV
Richmond, VA
Rochester, NY
Sacramento, CA
Salt Lake City, UT
San Antonio, TX
San Diego, CA
San Francisco, CA
San Luis Obispo, CA
Santa Cruz, CA
Seattle, WA
Spokane, WA
St. Louis, MO
Tallahassee, FL
Tampa Bay, FL
Tucson, AZ
Tulsa, OK
Washington DC
Wichita, KS
Wilmington, NC

Technology we use

  • Engineering
  • Product
  • Sales & Marketing
    • JavascriptLanguages
    • PythonLanguages
    • RLanguages
    • RubyLanguages
    • SqlLanguages
    • TypeScriptLanguages
    • ReactLibraries
    • Ruby on RailsFrameworks
    • TableauAnalytics
    • AbstractDesign
    • FigmaDesign
    • IllustratorDesign
    • MiroDesign
    • PhotoshopDesign
    • SketchDesign
    • AsanaManagement
    • ConfluenceManagement
    • Google DriveManagement
    • Google DocsManagement
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    • JIRAManagement
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    • HighspotCMS
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What are Toptal Perks + Benefits

Toptal Benefits Overview

In addition to being fully remote, Toptal has a generous discretionary PTO policy, and people are encouraged to take time off (including a day of BTO or Birthday Time Off). Health and dental insurance are free for employees, as is a subscription to the Calm meditation app. Work anniversaries bring cool Toptal swag, and for our work-from-anywhere workforce, every day is a casual day.

Culture
Friends outside of work
Intracompany committees
Toptal has the TopVibes team, made up of people from each department who plan fun community-building activities throughout the year. Everything from photo contests to scavenger hunts are fair game!
Open door policy
Team owned deliverables
Team based strategic planning
Group brainstorming sessions
Health Insurance & Wellness Benefits
Flexible Spending Account (FSA)
Dental Benefits
Vision Benefits
Health Insurance Benefits
Life Insurance
Wellness Programs
Everyone gets a free subscription to the Calm meditation app.
Retirement & Stock Options Benefits
401(K)
401(K) Matching
Child Care & Parental Leave Benefits
Generous Parental Leave
Remote Work Program
Toptal is and has always been a fully-remote workplace.
Family Medical Leave
Vacation & Time Off Benefits
Generous PTO
Sabbatical
Toptal offers full-time employees with five years of continued service the opportunity to take a two-month paid sabbatical, or a one-month paid sabbatical, and an additional month's paid salary.
Perks & Discounts
Casual Dress
Commuter Benefits
The benefit of remote work is that there's no commute, ever.
Company Outings
Toptal hosts annual team 'Offsites' where team members from across the globe gather by function to meet fellow co-workers and set goals.
Pet Friendly
Toptal loves pets; someone's furry roommate is always adding color commentary to a meeting.
Professional Development Benefits
Job Training & Conferences
Toptal employees are encouraged to seek out classes or conferences that they feel will help them in their career.
Promote from within
Online course subscriptions available

An Insider's view of Toptal

How would you describe the company’s work-life balance?

Toptal gave me the chance to turn my life into a beautiful adventure. Working remotely, connecting with Talent all over the world, collaborating with Fortune 500 companies, while keeping a flexible schedule and being mentored by my Leads and Directors into becoming my best professional self.

Francesca

Talent Acquisition Lead

What does your typical day look like?

Toptal represents the pinnacle of opportunity for anyone that wants to be a part of an innovative company, solving big challenges. Each day represents a chance to help change the world and most importantly, change lives. The culture Toptal has built as a remote company stands on its own. There is no better place to call my “work home."

Shane

Events Manager

How does the company support your career growth?

I am part of a team of humble, smart, and creative professionals. As an individual contributor, I have access to training and development, mentorship, and coaching. The way in which Product Management practices are put into practice is truly remarkable, and I have the opportunity to become a better professional and colleague every day.

Lucia

Associate Product Manager

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