General Manager, New Business (VP of Product)

Overview

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 General Manager, you will play a pivotal role in driving Toptal’s growth by serving as the end-to-end owner of a new, high-impact business line. Leveraging your commercial and entrepreneurial experience, you will build the business from the ground up, starting with market positioning and strategy, through establishing product-market fit, and then, towards profitability and scalable business operations. This is a remote position.

Responsibilities

• Your primary objective will be to ensure the success of the business, measured by revenue growth, pipeline health, and gross margin.
• As the single accountable owner for the business P&L, you will work to optimize supply and demand for the business, and balance driving the top line while achieving operational efficiency.
• You will work closely with Executive and Senior Leadership to ensure the business is aligned with the broader growth goals of Toptal, and represents the Toptal brand in every aspect.
• As you build your business strategy, you will analyze market and industry opportunities and identify those with highest potential.
• Following an agile approach, you will build and test new offerings with clients, using initial client feedback to quickly achieve product-market fit.
• Working closely with Marketing and Talent Operations, you will lead the creation of an execution plan to ensure the right talent and/or solutions are identified and available to deliver on demand to Toptal clients.
• Critical for success is your ability to work both on the front-lines with clients, guiding them as a trusted business partner through their business challenges, and internally at Toptal where you will work cross-functionally with teams such as Marketing, Legal, Finance, and Sales.
• Additionally, you will establish robust analytics and feedback loops to continuously iterate on your initial strategy, ensuring constant refinement and improvement.

This highly visible position demands a leader with exceptional communication skills, an entrepreneurial spirit, and an unwavering commitment to driving growth.

First milestones

• In the first week: Onboard and integrate into Toptal; Learn Toptal’s business model, value proposition, and story; Shadow critical teams to learn core operations.
• In the first month: Understand our go-to-market model across SMB and Enterprise; conduct market and industry research; partner with Marketing to validate market opportunity; build initial GTM strategy and offerings using client feedback.
• In the first three months: Develop launch strategy with Marketing and Talent Operations; execute GTM with cross-functional support; collaborate with Sales during client pursuits and delivery.
• In the first six months: Demonstrate material growth in gross revenue and pipeline; embed in the Integrated Customer Framework for SMB and Enterprise clients.
• In the first year: Broaden reach into key industries; optimize people, processes, and systems; achieve product-market fit and growth KPIs.

Qualifications and Job Requirements

• Bachelor’s degree required; Master’s degree in Engineering or related field preferred.
• Demonstrated experience as product leader for a business or unit, with ownership of product strategy and roadmap in collaboration with Engineering.
• 10+ years of experience driving and managing a business with strong operations knowledge.
• 3+ years of managing a business with P&L ownership.
• Experience in a professional services organization driving business growth.
• Success in building and launching a new business or product offering from scratch, or equivalent entrepreneurial experience.
• Experience at a technology or hyper-growth company is strongly preferred.
• Management consulting (top-tier) or investment banking experience is preferred but not required.
• Leadership experience with responsibility for business results in a fast-paced, multi-function environment.
• Strong relationship development and leadership skills with a track record of credibility across levels of an organization.
• Experience with marketing technology, automation, CRMs, and related tools; ability to establish revenue-generating commercial relationships.
• Strong analytical abilities and comfort operating in ambiguity; strong commercial acumen and understanding of market needs.
• Strong command of P&L and financial metrics; excellent written and oral communication skills.
• Excellent organization, attention to detail, and ability to manage changing priorities and mentor others.
• Ownership mindset; dependable leader who drives results and fosters collaboration.
• Ability to work in a fast-paced, rapidly growing company with diverse stakeholders.
• You must be a world-class individual contributor who can thrive in a senior role at Toptal.