Director, Partnerships Operations

Onboard into Toptal’s partnerships ecosystem, strategy, and operating model.

Build context on the active partnership portfolio, including priority hyperscaler, AI, compute, model, and marketplace partnerships.

Meet key stakeholders across Practice Leadership, Sales, Legal, Finance, Operations, and other cross-functional teams.

Begin transitioning ownership of existing partnership workflows, operating cadences, and priority initiatives.

Develop a detailed understanding of the end-to-end partnership lifecycle, from onboarding and contracting through enablement, launch, tier management, and ongoing partner operations.

Take ownership of the Partnerships operating cadence, including portfolio tracking, priorities, dependencies, blockers, and next steps.

Begin driving execution across priority partnerships in close coordination with Practice Leaders and cross-functional stakeholders while exercising discretion and independent judgment.

Identify immediate opportunities to streamline high-volume, manual partnership processes and improve visibility across the portfolio.

Establish a consistent operating model for managing Toptal’s growing portfolio of partnerships and marketplace relationships.

Deliver early improvements to partner onboarding, administration, certification, enablement, and ongoing management.

Build scalable processes, documentation, and tracking that reduce manual effort and create clear accountability across partnership initiatives.

Strengthen coordination between Practice Leaders, GTM teams, and cross-functional partners to accelerate partnership launches and activation.

Demonstrate measurable improvements in the speed, consistency, and effectiveness of partnership execution.

Scale the operational infrastructure required to support a growing ecosystem of hyperscaler, technology, compute, model, and marketplace partners.

Establish clear frameworks for partner lifecycle management, tier progression, enablement, co-sell readiness, and ongoing performance management.

Ensure signed partnerships are effectively translated into activated GTM opportunities through strong cross-functional execution.

Serve as the operational owner of the Partnerships program, balancing strategic improvements with hands-on execution where needed.

Build a mature, scalable Partnerships Operations function capable of supporting continued growth in Toptal’s partner ecosystem.

Establish repeatable systems and processes that allow Toptal to onboard, activate, and manage a significantly larger portfolio of partners efficiently.

Create strong visibility into partnership health, performance, requirements, and opportunities through clear operating rhythms, metrics, and reporting.

Enable Practice and GTM leaders to focus on partner relationships and commercial opportunities by providing the operational foundation required to execute them successfully.

Continuously evolve the Partnerships operating model as partnerships become increasingly embedded within Toptal’s broader go-to-market strategy.

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.

This position receives a base salary and is also eligible to receive a discretionary bonus. For candidates who meet the qualifications and job requirements listed above, individual pay is determined by work location and additional factors, including job-related skills, experience, and relevant education or training.

Applications are accepted on an ongoing basis. In the US, Toptal’s benefit offerings include participation in a 401(k) retirement plan; medical, dental, and vision health insurance plans; basic life insurance coverage and short-term and long-term disability coverage; access to flexible spending, dependent care, and health savings accounts; access to telehealth virtual doctors; an employee assistance program; and flexible paid time off.

As Toptal’s CEO of Technology Services, Robert leads strategy and operations for our technical services portfolio, combining market-leading solutions in AI, automation, and operational excellence with Toptal’s distinctive approach to world-class professional services. Before Toptal, Robert served as Managing Director & Chief Commercial Officer for Deloitte’s Cloud Operate and Engineering business, which he helped transform into a multi billion dollar business and the firm’s largest growth area. He also served as interim CEO and COO at Velocity, where he helped develop them into the largest private equity owned cloud hosting and operating company. Velocity ultimately merged with Navisite and was acquired by Accenture. Robert held senior leadership roles at IBM including leading the development and operations for their cloud offerings and the rollout of their global sales and solution hubs. Robert was part of the founding team at Corio, a startup that was the first Application Service Provider (ASP) in the market that was subsequently acquired by IBM. Early in his career Robert served as CIO for two Fortune 500 companies. He studied Information Systems Management at the University of Maryland and served in the United States Air Force.

As Toptal’s Chief Customer Officer, AI Services, Jeff is responsible for the go-to-market and strategic growth of Toptal’s AI Services. Jeff has built his career at the intersection of talent and AI as demonstrated by serving the past 9 plus years as President and Head of Revenue Operations and Global Sales and Marketing at iMerit. Before joining iMerit in 2016, Jeff held leadership roles at several emerging technology companies, such as 1-Page (public listing ASX), Gengo (acquired by Lionbridge), Criteo (public listing Nasdaq), and SideStep (acquired by Kayak) . He also worked at Yahoo from 1998 to 2006, where he immersed himself in multiple phases of company growth across the commerce and media divisions. In 2021, he completed the Stanford University Graduate School of Business Executive Program.

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