Director, Partnerships

About the role

As Director of Partnerships, you will lead the strategy and growth of Toptal’s global partner ecosystem to drive measurable revenue and market opportunity. You will work closely with cross-functional teams to identify, activate, and manage strategic relationships, including joint go-to-market motions and co-selling initiatives. This is a hands-on leadership role requiring both strategic planning and direct execution to deliver business results.

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 sales enablement.
• Grow Toptal’s position within partner ecosystems by managing certifications, specializations, and partnership tiers.
• Secure partner investment through Marketing Development Funds, sponsorships, and other partner-funded programs.
• Manage the full partnership lifecycle from identification and contracting through 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
• Professional services
• Sales
• Executive communication
• CRM
• Pipeline management
• Salesforce

Nice to have

• Technology partnerships
• Platform partnerships
• Cloud partnerships
• AI
• Software
• Marketplace
• Reseller programs

Qualifications

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

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.