Practice Director, Sales

Role Overview

• 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).

Requirements

• A bachelor’s degree is required, and an MBA is preferred.
• 8+ years of experience in Sales, preferably at least 5+ years in a Sales Leadership role.
• Experience in sales is crucial; this includes end-to-end knowledge of the sales funnel and key activities, processes, and drivers in each stage.
• Experience with sales technology and automation, including familiarity with CRM systems, sales automation tools, analytics, and intelligence tools, etc.
• Proven track record leading consultative, client-facing engagements and delivering measurable commercial outcomes.
• Experience designing, packaging, and scaling services offerings (staff aug, projects, managed services).
• Refined relationship development & leadership skills with a track record of success in building credibility across all levels of an organization. You can develop positive relationships across the business to partner on key initiatives and gain consensus on processes and strategies.
• Collaborative, entrepreneurial, and able to operate effectively in a fast-paced, distributed organization.
• Builder mindset: hands-on, practical, and outcome-oriented. *Recognized thought leadership in sales transformation or revenue excellence is highly preferred.
• Outstanding written and verbal communication skills.
• Ability to work in a fast-paced, rapidly growing company and handle a wide variety of challenges, deadlines, and a diverse array of contacts.
• 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.

Benefits

• Participation in a 401(k) retirement plan
• Medical, dental, and vision health insurance plans
• Basic life insurance coverage
• Short-term and long-term disability coverage
• Access to flexible spending, dependent care, and health savings accounts
• Access to telehealth virtual doctors
• Employee assistance program
• Flexible paid time off