Director, Partnerships - US-Based

About Toptal

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. We see no borders, move at a fast pace, and are never afraid to break the mold.

Job Summary:

As Director of Partnerships, you will lead the strategy and growth of Toptal’s global partner ecosystem, turning strategic relationships into measurable revenue, differentiated services, and expanded market opportunity across Toptal’s existing and emerging services, products, and new businesses.

Reporting to the Chief Customer Officer, AI Services, you will work closely with Sales, Services, Talent, Marketing, and senior leadership to identify, activate, and grow strategic partners. This includes joint go-to-market motions, partner-sourced and influenced pipeline, co-selling, joint solutions, marketplace and reseller opportunities, talent certifications, partnership tiers, executive relationships, and partner-funded programs such as Marketing Development Funds (MDF) and sponsorships.

The successful candidate will combine commercial instincts, partnership strategy, operational discipline, and executive relationship management. This is a hands-on leadership role for someone who can develop the strategy, put pen to paper, build the plans and materials, work directly on opportunities, and drive execution through measurable business results.

This is a remote position that can be done from anywhere. Due to the remote nature of this role, we are unable to provide visa sponsorship. 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.

We are looking for an experienced, strategic, and hands-on partnerships leader with strong commercial instincts, executive communication skills, and experience across partnerships, sales, services, and business operations.

Key responsibilities include:

Drive partnership revenue and pipeline: Build and execute partnership strategies that generate partner-sourced and partner-influenced pipeline, accelerate sales opportunities, and expand revenue across Toptal’s services, products, and new businesses.

Own strategic partner relationships: Develop joint business plans with priority partners, build executive and field-level relationships, establish shared goals, and lead regular business reviews focused on revenue, pipeline, adoption, and growth.

Build joint GTM and co-sell motions: Turn partnerships into actionable sales motions through joint solutions, account mapping, co-selling, marketplace opportunities, reseller programs, sales enablement, campaigns, and events.

Grow Toptal’s position within partner ecosystems: Drive certifications, specializations, partnership tiers, designations, marketplace listings, and other requirements that increase Toptal’s access, credibility, benefits, and commercial opportunity within each ecosystem.

Secure partner investment: Identify and capture Marketing Development Funds (MDF), sponsorships, enablement funding, event support, sales incentives, and other partner-funded programs that can accelerate growth.

Manage the partnership lifecycle: Own partnerships from identification and business case through contracting, onboarding, launch, activation, growth, and ongoing performance management.

Coordinate cross-functional execution: Work closely with Sales, Services, Talent, Marketing, Legal, Finance, Product, and leadership to ensure partnership commitments are translated into clear owners, deliverables, and measurable outcomes.

Measure portfolio performance: