General Manager, SMB
New
T
ToptalB2B services
Listing location: Canada; This is a remote position.Full-TimeManager
Salary not disclosed
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Job Details
- Languages
- Resumes and communication must be submitted in English.
- Experience
- 12+ years of B2B commercial experience; 5+ years leading sales and account management teams.
- Required Skills
- Artificial IntelligenceAccount Management
Requirements
- Bachelor’s degree required.
- MBA or a master’s degree in engineering, computer science, physics, or mathematics preferred.
- 12+ years of B2B commercial experience, including SaaS or services sales.
- Sustained record of scaling high-volume sales to small and medium-sized businesses and demonstrating personal contribution to growth.
- 5+ years leading sales and account management teams, including managing managers.
- Experience leading new-client acquisition and account management, with evidence of improving conversion, retention, and expansion.
- Demonstrated accountability for commercial results and resource decisions, including pricing, staffing, investment, and client coverage.
- Experience building outbound sales and working with Marketing and Sales Development on targeted campaigns that produce measurable revenue.
- Experience activating commercial partnerships and turning partner relationships into qualified opportunities and revenue.
- Strong analytical judgment, including tracing sales performance issues, testing explanations, and assessing whether changes produced meaningful improvement.
- Fluency in technology, AI, and services delivery sufficient to discuss client priorities and evaluate commercial opportunities.
- Clear, persuasive written and verbal communication, including proposals and presentations.
Responsibilities
- Set and execute the SMB strategy, business plan, financial objectives, and investment priorities.
- Own the P&L and budget, allocate resources, and act on performance variances.
- Improve conversion from first contact to first engagement by setting standards for response, discovery, qualification, and closing.
- Grow and retain the client base through account management, proactive client conversations, and efforts to earn repeat business.
- Build outbound sales and targeted marketing campaigns with Marketing, Sales Development, and Enterprise industry teams.
- Activate commercial partnerships that generate qualified demand and revenue.
- Expand adoption of services and AI-based solutions by developing propositions and supporting sellers in client conversations.
- Recruit and develop sales managers and sellers, set performance expectations, and manage coaching and underperformance.
- Plan team capacity and coordinate with Operations, Matching, and Delivery to support client work.
- Establish reliable commercial reporting and forecasts, test changes against baselines, and use technology and AI to improve execution.
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