The posting
About Toptal
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 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.
Job Summary:
As the General Manager for Communication, Media, Entertainment, & Technology (CMET) at Toptal, you will be the visionary architect of our growth strategy in this dynamic industry. We’re seeking a hands-on leader with an entrepreneurial spirit who can inspire and scale a world-class team to drive exponential growth in our enterprise customer base.
In this high-impact role, you will collaborate with Senior Leadership to unlock transformative market opportunities and identify the highest-potential avenues for value creation. Your strategic insight and foresight will be pivotal in shaping the future of Toptal’s presence in the CMET landscape.
You will lead from the front, rolling up your sleeves to work directly with your sales team in forging and nurturing relationships with Fortune 500 companies. Your ability to strategically target and close deals will be integral to our success, positioning Toptal as a leader in the industry.
If you are a strategic thinker with a passion for driving growth, a knack for crafting compelling strategies, and the ability to execute at the highest level, we want to hear from you.
This is a remote position. Applicants must be authorized to work in the US at the time of hire. 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.
- Define strategy & execute tactics to acquire key target prospects while deepening strategic relationships with CMET portfolio clients.
- Cultivate relationships with Senior leaders at accounts in your team’s portfolio.
- Leverage your professional network connections to expand reach within your industry.
- Develop hypotheses to drive the team’s Go-to-Market Strategy and expand Toptal’s presence within Communication, Media, Entertainment, & Technology.
- Develop & prioritize industry-specific offerings in alignment with Category Service Leaders
- Evaluate and evolve the team’s short-, medium-, and long-term plan to establish Toptal as the leading provider of professional services in the enterprise space.
- Develop account prioritization criteria and work with members of the team to optimize account portfolios and engagement strategies.
- Develop account plans and relationship maps by leveraging industry insights.
- Lead a team of experienced Sales & Client Services professionals to expand Toptal’s professional services market share within the Communication, Media, Entertainment, and Technology industries.
- Regularly meet with Sales Director & CMET team members to review KPIs, provide guidance to increase deal velocity, evaluate performance, and develop coaching plans.
- Lead with both inspiration and accountability, establishing clear performance standards, providing direct feedback in real time, and driving execution through focused, consistent coaching.
- Actively recruit new members to join our rapidly growing team
In the first week, expect to:
- Onboard and integrate into Toptal.
- Learn Toptal’s model, our value proposition, and our story.
- Learn our sales method and our selling process.
- Meet the team and understand targets and goals.
In the first month, expect to:
- Build your initial GTM strategy for CMET in partnership with Services GMs, iterating based on feedback from clients while exercising discretion and independent judgment.
- Get up to speed on your industry territory and understand priority focus areas at the portfolio level
- Develop a performance cadence with the team to review key metrics (e.g., activity, conversion, etc.) and identify specific areas for improvement.
In the first three months, expect to:
- Roll out a focused industry strategy to align the team around clear goals, tactics, and go-to-market priorities across the CMET.
- Scale growth with existing clients and have a defined strategy to procure high-potential net-new clients.
- Engage with services stakeholders to develop coordinated strategies designed to accelerate and diversify growth while strengthening client relationships.
In the first six months, expect to:
- Secure initial traction within the CMET sector by closing new enterprise logos and expanding opportunities with existing clients, laying the groundwork for accelerated growth.
- Assess current team structure and capabilities, making necessary changes to ensure the right team is in place to support near-term opportunity and long-term growth goals.
- Establish clear team and individual performance objectives, aligning efforts around pipeline generation, sales velocity, and account development to drive early momentum.
In the first year, expect to:
- Achieve quarterly and annual growth objectives by setting clear performance expectations across the team, leading business reviews, and coaching through deal cycles.
- Demonstrate your ability to coach and develop the team to achieve ambitious goals while continuously improving pipeline health, close rates, and exceptional client outcomes.
- Expand the team’s portfolio by securing five or more new Fortune 500 clients, deepen relationships with existing clients, and promote growth through Toptal’s suite of offerings.
- Partner with Toptal Leadership to design and operationalize a 12-month growth plan for CMET through focused industry segmentation, strategic account targeting, and effective resource alignment.
Qualifications and Job Requirements:
- Bachelor’s degree is required. Master’s degree in Engineering, Business, or a related field preferred.
- 15+ years of experience in Professional Services, including 5+ years leading sales teams in Communication, Media, Entertainment, & Technology.
- 5+ years of in-market experience running and managing an industry business unit. Must have current, deep industry relationships at the leadership level within CMET.
- Experience establishing high-impact, revenue-generating commercial relationships, with a proven 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.
- Minimum of 10 years experience building client portfolios of $20M+ with a blended team of hunters and farmers
- A well-rounded understanding of emerging technologies and the ability to have an informed discussion about software delivery and development concepts with prospective clients.
- Recent experience selling large, complex, multi-phase, managed technology projects to enterprise clients with $2B+ in annual revenue.
- P&L experience with a strong understanding of business operations and management principles.
- Skilled at fostering positive internal relationships to align stakeholders, build consensus, and drive forward key strategic initiatives.
- Experience at a technology or hyper-growth company is strongly preferred.
- Experience in an operationally rigorous environment with competing deadlines and fast-paced work product turnaround.
- Ability to thrive and excel in a dynamic, fast-paced organization.
- Professional maturity, solid EQ skills, and executive presence – you’re an adept storyteller with experience building long-term client relationships and influencing senior-level buyers.
- Outstanding written and verbal communication skills.
- Ability to travel and engage with Toptal clients 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.
US FLSA Classification: Full-Time/Exempt
For candidates who meet the qualifications and job requirements listed above, individual pay is determined by work location and additional factors, including job-related skills, experience, and relevant education or training.
Applications are accepted on an ongoing basis. 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; and flexible paid time off.
