Head of Industries

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 Head of Industries, you will lead and oversee Toptal’s Industry’s function, which includes all of our industry-related GMs for each industry vertical. The Industry’s team is responsible for go-to-market (GTM) strategy per industry, as well as for being the key driver of revenue for all service lines at Toptal. You will be responsible for driving strategic growth across verticals, ensuring alignment, scalability, and performance throughout the Industry 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. You will need to drive revenue and sales—this will be the absolutely most important part of your job. You will do this through working with our hunters to hunt and our farmers to build prosperous farms. Knowing who should be a hunter. vs. farmer and how to drive each is key. Knowing how to align the team with the relevant service lines is also key. A huge portion of your role will be constructing, managing, and scaling a world-class accounts management process. This is the most important capability for driving revenue and sales within our company and it will be at least 50% of your focus. This will be coupled with ensuring that your Industry function is doing exceptional consulting and solutioning with all clients, all of the time. Threading the needle here with the service lines will be key to running a successful accounts management process. You will collaborate closely with the Executive team to define priorities, unlock new market opportunities, and build trusted relationships with leaders at our top strategic clients. This is a remote position, though you will be expected to meet with your team monthly to drive sales and strategy. 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. Lead and manage 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 industries, ensuring all teams are operating 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 coach 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 management 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. Coach and mentor team members, managing pipelines, providing feedback, conducting performance reviews, and implementing performance improvement plans, if needed. Manage a team of high-level and consultative practitioners within each industry who drive sales via consulting and solutioning, that blows the minds of clients and makes those clients want to work with us based on the quality of our consulting and solutions delivered to them. Hire and manage a team of hunters and farmers per Industry vertical. Know how to identify and hire for each. In the first week, expect to: Onboard and integrate into Toptal. Learn Toptal’s model, our value proposition, and our story. Meet key stakeholders and begin relationship building with the leadership teams. In the first month, expect to: 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 coaching cadences with GMs and sales leadership to align on key metrics and expectations. Establish a strategic plan to drive cross-vertical collaboration and capability sharing. In the first three months, expect to: Operationalize a scalable framework for GM and GTM performance management and business reporting. Help GMs and GTM teams close key deals and open new enterprise doors, leveraging your industry relationships. Implement mechanisms to drive alignment, share best practices, and accelerate new logo acquisition and account expansion across industries and other areas. Hire multiple Industry GMs and oversee that those GMs are hiring and structuring their teams optimally relative to drive and scale revenue. In the first six months, expect to: Lead the execution of established revenue targets across all verticals, ensuring teams are consistently closing 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. Continue to refine and scale repeatable deal execution practices across verticals, sharing best practices and success patterns across teams. Ensure each vertical is consistently expanding client footprint through upsells, cross-sells, and renewal strategies in active accounts. In the first year, expect to: Have the full team of GMs hired. Lead a high-performing, collaborative Industries and GTM leadership team 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. Qualifications and Job 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. Excellent organization skills and detail-oriented. You are hyper-organized, know how to work efficiently, and prioritize execution, as well as mentor others to do the same. Exceptional 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. 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.