Vice President, International
About the role
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 Vice President, International, you will report directly to the EVP, Industries, and grow Toptal’s Enterprise business across Europe, the Middle East, Africa, and Asia Pacific. All international Enterprise sales teams will report to you. Working with our industry General Managers, you will decide where to focus, tailor our approach to each market, and be accountable for sales results. In some markets, growth will depend on solving the practical problems of doing business there. You may need to find a local partner, work through contracting requirements, or adapt how we deliver. You will work across Toptal to put those arrangements in place and help your teams win business. You will build on established enterprise relationships to expand the problems clients trust Toptal to solve through our services, AI-based solutions, and talent-based capabilities. You will personally develop client relationships, shape proposals, and lead important negotiations. This role requires someone who can make sound choices about the business and do the work needed to deliver them. This is a remote position. Resumes and communication must be submitted in English. Responsibilities: The following information is intended to describe the general nature and level of work being performed. It is not intended to be an exhaustive list of all duties, responsibilities, or required skills. • Align with industry GMs which markets and clients to pursue, what to offer, and where to stop investing effort. Use your teams’ knowledge of local buyers and competitors to develop sales plans that fit each market. • Work through obstacles to selling and serving clients in priority geographies. Bring Legal, Finance, Operations, and Delivery together to resolve local requirements and establish arrangements that work commercially. Follow through on implementation. • Be accountable for new-client acquisition, retention, and expansion. Work with industry GMs and account teams to expand existing relationships into additional business units and countries. Make sure teams know who owns each account and opportunity. • Build senior client relationships and take an active role in important sales. Work with clients to define the problem, the value of solving it, and what it will take to reach a buying decision. Shape proposals with the relevant industry GM and specialists, and lead negotiations where your involvement can help close the business. • Develop targeted campaigns with Marketing, Sales Development, and industry teams. Give sellers propositions that address the needs of local buyers, and use campaign results to improve targeting and follow-up. • Find partners that help Toptal reach clients or serve a market. Agree on how you will sell together, who owns the client relationship, and how each party benefits. Judge partnerships by the business they generate. • Help sellers recognize when a client needs services or an AI-based solution. Bring in the right expertise, coach teams on explaining the value, and ensure the seller stays responsible for advancing the opportunity. • Hire and develop strong regional leaders. Review their coaching and join client calls to see where teams need help. Set clear expectations, demonstrate better approaches, and address underperformance promptly. • Establish a consistent rhythm for pipeline reviews, forecasting, and account planning. Investigate missed targets and change what is not working. Work with Finance to ke