General Manager, Communications, Media, Entertainment and Technology - US-Based

Job Summary:

Responsibilities:

• 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 Communications, 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 Communications, 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 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 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, 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 experience in Professional Services, including 5+ years leading sales teams in Communications, 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.
• PL 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