Director, Partnerships

About the role

The Director of Partnerships will lead the strategy and growth of Toptal’s global partner ecosystem to drive revenue and market opportunity. This hands-on leadership role involves managing strategic relationships, developing joint go-to-market motions, and collaborating across internal teams to execute partnership initiatives. The successful candidate will combine commercial strategy with operational discipline to scale the partner portfolio.

Responsibilities

• Drive partnership revenue and pipeline through strategic execution and co-selling motions.
• Own strategic partner relationships by developing joint business plans and leading regular business reviews.
• Build joint go-to-market and co-sell motions including account mapping, marketplace opportunities, and reseller programs.
• Grow Toptal’s position within partner ecosystems by managing certifications, specializations, and partnership tiers.
• Secure partner investment through Marketing Development Funds, sponsorships, and enablement funding.
• Manage the full partnership lifecycle from identification and contracting to activation and performance management.
• Coordinate cross-functional execution across Sales, Services, Talent, Marketing, Legal, and Finance.
• Establish and track KPIs to measure portfolio performance and build scalable partnership operations.

Required skills

• Strategic partnerships
• Business development
• Sales
• Professional services
• Executive communication
• CRM
• Pipeline management
• Salesforce

Nice to have

• Technology partnerships
• Cloud partnerships
• AI services
• Marketplace programs
• Reseller programs

Qualifications

• Bachelor’s degree
• 8+ years of experience in strategic partnerships, alliances, business development, professional services, or sales

Benefits

• 401(k) retirement plan
• Medical insurance
• Dental insurance
• Vision insurance
• Basic life insurance
• Short-term disability coverage
• Long-term disability coverage
• Flexible spending accounts
• Telehealth
• Flexible paid time off

About the Company

Toptal is a global network of top talent in business, design, and technology that enables companies to scale their teams on-demand. It is the world’s largest fully remote workforce with team members based around the globe.