General Manager, Financial & Professional Services Organizations - US-Based

Job Summary:
As our Industry Lead, Financial and Professional Services Organizations (FPSO) you will develop, own, and execute our growth strategy in this industry, leading and scaling a world-class team to accelerate the growth of Toptal’s enterprise customer base. You will work closely with Senior Leadership to analyze market and industry opportunities and identify those with the highest potential. You will also lead from the front, working with your sales team to target, close, and develop client relationships with Fortune 500 companies.
This is a remote position. Applicants must be authorized to work in the US at the time of hire. 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.
·        Lead a team of experienced Sales & Client Services professionals to expand Toptal’s professional services market share within the FPSO industry.·        Develop strategy & implement tactics to acquire key target prospects while deepening strategic relationships with FPSO portfolio clients.·        Serve as an Executive sponsor by cultivating SVP & C-level relationships at accounts in your team’s portfolio.·        Develop hypotheses to drive the team’s Go-to-Market Strategy and expand Toptal’s presence within FPSO.·        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.·        Regularly meet with members of the team to review KPIs, provide guidance to increase deal velocity, evaluate performance, and develop coaching plans.·        Coach and mentor team members, managing pipelines, providing feedback, conducting performance reviews, and implementing performance improvement plans, if needed.·        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 FPSO in partnership with Services GMs, iterating based on feedback from clients.·        Get up-to-speed on your industry portfolio and adjust territories as needed.·        Develop a coaching cadence with each rep to review key metrics (e.g., activity, conversion, etc.) and identify specific areas for improvement.·        Hone your Toptal pitch to assist the team in effectively selling our unique model.·        Navigate the processes required in dealing with internal stakeholders (e.g., Legal).
In the first three months, expect to:
·        Become a master of the Toptal sales process, closing contracts to acquire new logos.·        Uncover new business opportunities within your portfolio and drive sales pursuits with cross-functional teams to grow accounts, while exercising discretion and independent judgment.·        Work collaboratively with clients as they engage Toptal SMEs across different practice areas (e.g., Cloud, Data & Analytics, etc.) and delivery models (e.g., staffing, managed delivery, etc.).
In the first six months, expect to:
·        Take Toptal’s presence on your accounts to the next level by introducing new capabilities and winning work away from larger staffing and services competitors.·        Establish an industry strategy to align the team around key goals and objectives within the FPSO industry.·<