General Manager, Industrial Products & Services - US Based

Toptal is hiring a General Manager to own the strategy, growth, and profitability of its Industrial Products & Services business. The role leads enterprise sales, client growth, P&L and budget management, and team development across industrial markets.

Responsibilities:

• Set and execute the industry strategy. Identify the markets, client problems, and offerings with the strongest growth potential. Build an IPS business plan with clear priorities, financial objectives, and investment decisions. Test your assumptions with clients and adjust the plan as evidence changes
• Own the P&L and budget. Be accountable for revenue, profitability, and spending. Set and manage the budget, allocate resources, and evaluate returns on investments in people and growth initiatives. Understand how pricing, delivery economics, retention, and portfolio mix affect results, and act when performance diverges from the plan
• Win new enterprise clients. Lead your team in pursuing priority accounts. Develop a credible reason for each client to engage with Toptal, build relationships with decision-makers, and personally advance important opportunities through discovery, solution development, negotiation, and close
• Expand and retain client relationships. Work with Client Partners to understand client priorities, broaden relationships across buying centers, and develop opportunities across Toptal’s portfolio. Stay close to important engagements, resolve concerns with the responsible teams, and turn successful outcomes into further business
• Make account planning actionable. Establish clear priorities and ownership. Expect your team to explain why an account matters, whom they need to engage, what opportunity they are pursuing, and how they will create progress. Ensure priority accounts receive sustained attention
• Bring the right expertise into the sale. Work with Services leaders, solution architects, and specialists to diagnose needs and develop credible proposals across services, AI-based solutions, and talent. Coordinate with supporting functions to resolve obstacles and keep opportunities moving toward a decision
• Maintain a credible forecast. Challenge the evidence behind opportunity values, close dates, and expected revenue. Understand the assumptions connecting the pipeline to the financial plan, identify risks early, and take specific action to address shortfalls
• Build and develop the team. Recruit strong commercial talent, set clear expectations, and coach people through real client situations. Review calls, account plans, and active pursuits; demonstrate stronger approaches and follow through on improvements. Address underperformance promptly and develop future leaders
• Accomplish work objectives through leading and supervising other Toptal team members on the Industrial Products and Services team
• Establish objectives and initiatives for the team, recommend the team’s structure and jobs, and organize, assign, delegate, oversee, and monitor work
• Coach and mentor team members, provide feedback, conduct performance reviews, and implement performance improvement plans, if needed

Requirements:

• Applicants must be authorized to work in the US at the time of hire
• Resumes and communication must be submitted in English
• Bachelor's degree is required
• 5+ years of proven success leading professional services sales teams specifically in Industrial Products and Services, with in-depth experience in the Energy Sector, specifically Oil & Gas is required
• 12+ years of demonstrated experience running and managing an industry business unit with a strong understanding of business operations and management principles
• Deep industry relationships ranging from director-level to C-level contacts is expected
• A sustained record of leading enterprise SaaS or services sales teams, winning new clients, and expanding existing relationships
• You can demonstrate your personal contribution to those results
• Industry expertise and demonstrated sales experience in at least one of Oil & Gas, Industrial Manufacturing, Automotive, or Defense & Aerospace
• Demonstrated accountability for commercial results and resource decisions
• You can explain how your choices on pricing, hiring, investment, and account priorities affected revenue, margin, and profitability
• Experience closing complex enterprise opportunities, including shaping a business case, coordinating technical expertise, navigating procurement, and negotiating commercial agreements
• Strong industry relationships and a record of earning access to senior decision-makers through relevant insight and demonstrated value
• Evidence of hiring strong sellers, improving individual and team performance through specific coaching, and developing future leaders
• Disciplined qualification and forecasting skills
• You distinguish client interest from a credible buying process, assess the evidence behind a forecast, and act when an opportunity loses momentum
• Sufficient fluency in technology, AI, and services delivery to discuss client priorities intelligently and recognize when deeper specialist expertise is needed
• Clear, persuasive written and verbal communication
• You can turn a complex client problem into a compelling proposal and explain business performance without obscuring the issues
• Ability to work in a fast-paced, rapidly growing company and handle a wide variety of challenges, deadlines, and a diverse array of contacts
• 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
• Work independently with minimal supervision
• Use all required digital collaboration tools
• Prioritize and self-manage workflows and deadlines
• Master's degree in Engineering, Business, or a related field preferred