Job Summary:
As Vice President, International, you will report directly to the EVP, Industries, and grow Toptal’s Enterprise business across Europe, the Middle East, Africa, and Asia Pacific. All international Enterprise sales teams will report to you. Working with our industry General Managers, you will decide where to focus, tailor our approach to each market, and be accountable for sales results.
In some markets, growth will depend on solving the practical problems of doing business there. You may need to find a local partner, work through contracting requirements, or adapt how we deliver. You will work across Toptal to put those arrangements in place and help your teams win business.
You will build on established enterprise relationships to expand the problems clients trust Toptal to solve through our services, AI-based solutions, and talent-based capabilities. You will personally develop client relationships, shape proposals, and lead important negotiations. This role requires someone who can make sound choices about the business and do the work needed to deliver them.
This is a remote position. Resumes and communication must be submitted in English.
Responsibilities:
The following information is intended to describe the general nature and level of work being performed. It is not intended to be an exhaustive list of all duties, responsibilities, or required skills.
- Align with industry GMs which markets and clients to pursue, what to offer, and where to stop investing effort. Use your teams’ knowledge of local buyers and competitors to develop sales plans that fit each market.
- Work through obstacles to selling and serving clients in priority geographies. Bring Legal, Finance, Operations, and Delivery together to resolve local requirements and establish arrangements that work commercially. Follow through on implementation.
- Be accountable for new-client acquisition, retention, and expansion. Work with industry GMs and account teams to expand existing relationships into additional business units and countries. Make sure teams know who owns each account and opportunity.
- Build senior client relationships and take an active role in important sales. Work with clients to define the problem, the value of solving it, and what it will take to reach a buying decision. Shape proposals with the relevant industry GM and specialists, and lead negotiations where your involvement can help close the business.
- Develop targeted campaigns with Marketing, Sales Development, and industry teams. Give sellers propositions that address the needs of local buyers, and use campaign results to improve targeting and follow-up.
- Find partners that help Toptal reach clients or serve a market. Agree on how you will sell together, who owns the client relationship, and how each party benefits. Judge partnerships by the business they generate.
- Help sellers recognize when a client needs services or an AI-based solution. Bring in the right expertise, coach teams on explaining the value, and ensure the seller stays responsible for advancing the opportunity.
- Hire and develop strong regional leaders. Review their coaching and join client calls to see where teams need help. Set clear expectations, demonstrate better approaches, and address underperformance promptly.
- Establish a consistent rhythm for pipeline reviews, forecasting, and account planning. Investigate missed targets and change what is not working. Work with Finance to keep spending within agreed budgets and direct resources toward the best growth opportunities.
In the first week, expect to:
- Learn Toptal’s Enterprise business model, industry priorities, and services, AI, and talent capabilities.
- Meet industry GMs, your sales leaders, and the teams supporting international clients.
- Join client calls and begin reviewing sales performance, active opportunities, and obstacles to growth.
In the first month, expect to:
- Assess your leaders and teams, including their selling capability, account coverage, and coaching.
- Present a proposed international growth plan identifying the markets and clients to pursue, the barriers to address, and the resources needed.
- Establish regular commercial reviews with regional leaders and industry GMs.
In the first three months, expect to:
- Be executing agreed regional plans, with sellers pursuing defined accounts and opportunities.
- Have put initial arrangements in place to address priority barriers to selling and serving clients.
- Be personally advancing major opportunities and have made the first hiring, leadership, and coaching decisions needed to improve results.
In the first six months, expect to:
- Demonstrate progress against international sales objectives and explain which initiatives are contributing to results.
- Show where coaching has improved deal progression or conversion, and act where results remain weak.
- Have active client opportunities from partnerships where they are part of the regional plan.
In the first year, expect to:
- Deliver against agreed international revenue and sales performance objectives.
- Demonstrate growth from new clients and expansion within existing accounts, with evidence to guide further investment.
- Have regional leaders who coach their teams, address performance issues, and deliver against their plans.
Qualifications and Job Requirements:
- Bachelor’s degree is required. An MBA or a master’s degree in a relevant field is preferred.
- 10+ years of B2B commercial experience, including SaaS or services sales to enterprise clients. You can demonstrate your personal contribution to winning significant business and growing client relationships.
- 3+ years leading sales organizations, including managing managers and teams across multiple countries. You have improved results through coaching, hiring, and addressing underperformance.
- Deep commercial experience in at least one of Europe, the Middle East, Africa, or Asia Pacific. Experience in a second region is preferred.
- Experience opening or expanding markets by solving commercial and operating challenges, including working with partners. You can explain what stood in the way, what you put in place, and the business it generated.
- Experience developing industry-specific sales strategies with industry or business-unit leaders. You know how to combine their expertise with regional knowledge and resolve competing priorities.
- Experience navigating enterprise buying processes and personally leading important client negotiations.
- Sound commercial judgment. You can assess market potential, understand the costs of pursuing it, and decide where to commit resources.
- Enough fluency in technology, AI, and services delivery to discuss client needs, identify relevant opportunities, and know when specialist expertise is needed.
- Clear, persuasive written and verbal communication in English, including the ability to give geographically distributed teams specific direction.
- Outstanding written and verbal communication skills, including proposals and presentations.
- Ability to work in a fast-paced, rapidly growing company and handle a wide variety of challenges, deadlines, and a diverse array of contacts.
- Regular or periodic travel to meet and engage with Toptal clients and customers both inside and outside of your geographic location.
- 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.
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.
- Work effectively with clients and colleagues across time zones.
- Travel internationally as needed to develop client and partner relationships and work with your teams.
