SMB Sales Manager

About the role

Toptal’s inbound sales team drives growth by converting SMB interest into clients. As the SMB Sales Manager you will lead a team of Client Advisors, coaching them to deliver high‑velocity, consultative selling and own the client relationship from first conversation through close.

Key responsibilities

• Coach Client Advisors on discovery, qualification, portfolio selling and deal management.
• Review live and recorded calls, run role‑plays and provide actionable feedback.
• Recruit, interview and hire Client Advisors with consultative potential.
• Own and continuously refine the inbound sales playbook based on call audits and conversion data.
• Manage performance, set corrective actions and track improvement in team conversion rates.
• Oversee onboarding and ramp‑up of new advisors, ensuring they meet skill‑based milestones.
• Partner with Client Services, Talent Operations, Client Experience and People leadership to deliver seamless service.
• Prepare and deliver cross‑departmental presentations on metrics, insights and action plans.

Required profile

• Bachelor’s degree.
• Minimum three years of B2B sales experience, including one to two years leading inbound or small‑business sales teams.
• Proven track record of improving individual and team sales performance through coaching and disciplined opportunity management.
• Ability to adopt and teach a structured sales methodology.
• Experience managing pipeline and forecasting in a CRM environment.
• Genuine interest in AI and technology services.