GM, Industrial Products and Services in Calgary

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.

As General Manager, Industrial Products & Services (IPS), reporting directly to the EVP, Industries, you will own the strategy, growth, and profitability of Toptal's business across Automotive, Manufacturing, Agriculture, Oil & Gas, Chemical, and Logistics clients, with full P&L and budget authority. You will identify where we can win, decide where to invest, and build the team and client relationships to deliver sustained growth. Your mandate covers winning new enterprise clients, expanding existing relationships, and increasing the value clients receive from Toptal's capabilities.

You will bring a clear perspective on the challenges facing potential clients and where Toptal can help. Working with our Services leaders and subject matter experts, you will translate those challenges into viable sales proposals across our AI solutions, managed services, management consultancy, and talent offerings. You will choose which markets, accounts, and opportunities to pursue, allocate resources accordingly, and give your team a focused plan.

You will lead from the front: personally leading executive client conversations, shaping proposals, working through difficult commercial negotiations, and helping close critical pursuits. Your team should see the selling standard you expect in your own work. You will understand what is driving performance, where growth is constrained, and what needs to change.

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 have the authority to build the team and invest in profitable growth. This is a remote position. Resumes and communication must be submitted in English.

Responsibilities:

• Set and execute the industry strategy. Identify the markets, client problems, and offerings with the strongest growth potential.
• Own the P&L and budget. Be accountable for revenue, profitability, and spending.
• Win new enterprise clients. Lead your team in pursuing priority accounts.
• Expand and retain client relationships. Work with Client Partners to understand client priorities.
• Make account planning actionable. Establish clear priorities and ownership.
• Bring the right expertise into the sale. Work with Services leaders, solution architects, and specialists.
• Maintain a credible forecast. Challenge the evidence behind opportunity values.
• Build and develop the team. Recruit strong commercial talent, set clear expectations, and coach people.

Qualifications and Job Requirements:

• Bachelor's degree is required. Master's degree in Engineering, Business, or a related field preferred.
• 5+ years of proven success leading professional services sales teams specifically in Industrial Products and Services.
• 12+ years of demonstrated experience running and managing an industry business unit.
• Deep industry relationships ranging from director-level to C-level contacts is expected.
• A sustained record of leading enterprise SaaS or services sales teams.
• Industry expertise and demonstrated sales experience in at least one of Oil & Gas, Industrial Manufacturing, Automotive, or Defense & Aerospace.
• Demonstrated accountability for commercial results and resource decisions.
• Experience closing complex enterprise opportunities.
• Strong industry relationships and a record of earning access to senior decision-makers.
• Evidence of hiring strong sellers and developing future leaders.
• Disciplined qualification and forecasting skills.
• Sufficient fluency in technology, AI, and services delivery.
• Clear, persuasive written and verbal communication.
• Ability to work in a fast-paced, rapidly growing company.