Vice President, International

Toptal

Contract type

Ongoing

Work mode

Remote

Experience

Lead / principal · 10+ years

Job description

Vice President, International at Toptal, reporting to the EVP, Industries, responsible for growing Toptal's Enterprise business across Europe, the Middle East, Africa, and Asia Pacific. Leads all international Enterprise sales teams and is accountable for sales results.

At a glance

Work mode: Remote
Languages: English – fluent

What you'll do

Align with industry GMs which markets and clients to pursue, what to offer, and where to stop investing effort; use 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 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 keep spending within agreed budgets and direct resources toward the best growth opportunities.

What we're looking for

Bachelor's degree is required.
10+ years of B2B commercial experience, including SaaS or services sales to enterprise clients; can demonstrate personal contribution to winning significant business and growing client relationships.
3+ years leading sales organizations, including managing managers and teams across multiple countries; has improved results through coaching, hiring, and addressing underperformance.
Deep commercial experience in at least one of Europe, the Middle East, Africa, or Asia Pacific.
Experience opening or expanding markets by solving commercial and operating challenges, including working with partners; can explain what stood in the way, what was put in place, and the business it generated.
Experience developing industry-specific sales strategies with industry or business-unit leaders; knows how to combine their expertise with regional knowledge and resolve competing priorities.
Experience navigating enterprise buying processes and personally leading important client negotiations.
Sound commercial judgment; can assess market potential, understand the costs of pursuing it, and decide where to commit resources.
Enough fluency in technology, AI, and services delivery to discuss client needs, identify relevant opportunities, and know when specialist expertise is needed.
Clear, persuasive written and verbal communication in English, including the ability to give geographically distributed teams specific direction.
Outstanding written and verbal communication skills, including proposals and presentations.
Ability to work in a fast-paced, rapidly growing company and handle a wide variety of challenges, deadlines, and a diverse array of contacts.
Regular or periodic travel to meet and engage with Toptal clients and customers 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.
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.
Work effectively with clients and colleagues across time zones.
Travel internationally as needed to develop client and partner relationships and work with your teams.

Nice to have

An MBA or a master's degree in a relevant field is preferred.
Experience in a second region (Europe, the Middle East, Africa, or Asia Pacific) is preferred.

Your team

Enterprise business (International)

International Enterprise sales teams across Europe, the Middle East, Africa, and Asia Pacific, working with industry General Managers.

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