Note: The job is a remote job and is open to candidates in USA. Toptal is a global network of talent in business, design, and technology that enables companies to scale their teams on demand through a fully remote workforce. The Director of Partnerships Operations will lead strategic initiatives and build the operating model for Toptal’s partnerships ecosystem, managing partner lifecycles, marketplace operations, enablement, cross-functional coordination, and scalable processes. The role partners with Services Leadership, Sales, Talent Operations, Analytics, Product, and Finance Operations to drive growth and operational excellence.
Responsibilities
- End-to-end partnership lifecycle management: Operationalize partnerships from partner identification and onboarding through contracting, enablement, marketplace listing, launch, tier progression, and ongoing partner reviews
- Partner onboarding & administration: Own high-volume execution required to onboard and maintain partners, including registrations, applications, data collection, documentation, certifications, training requirements, and partner portal management
- Marketplace & ecosystem operations: Build and manage the operating infrastructure required to scale a rapidly expanding ecosystem across hyperscalers, compute providers, model companies, and other marketplace partners
- Cross-functional coordination: Orchestrate inputs and dependencies across Practice Leaders, GTM/Sales, Legal, Finance, and other internal teams to move partnerships forward and ensure deliverables are completed on time
- Partner program & tier management: Track partner requirements, certifications, benefits, commitments, and progression through partner tiers, ensuring Toptal captures the full value of each partnership
- GTM and co-sell enablement: Translate signed partnerships into executable GTM motions by coordinating sales enablement, listings, co-sell processes, and internal adoption across the sales organization
- Operating cadence & portfolio management: Establish and run the partnerships steering committee call, maintaining visibility into pipeline, status, blockers, milestones, owners, and next steps across a growing portfolio of 40+ partner relationships
- Scalable processes and tooling: Move the function away from manual, one-off execution by developing repeatable workflows, documentation, tracking, and systems that allow the partnership portfolio to scale efficiently
- 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
Skills
- Bachelor's degree is required
- 8+ years of experience in partnerships operations, business operations, professional services, sales operations, process improvement, or a related role
- Partnerships strategy and program management experience is required
- Proven experience managing both strategic projects and day-to-day operations in a fast-paced, high-growth environment
- High degree of ownership and a willingness to operate at both the strategic and executional levels
- Strong stakeholder management and cross-functional collaboration skills
- Excellent communication and problem-solving abilities
- Proficiency with Salesforce, Tableau, Claude, Gemini, Slack, Google Suite (Sheets, Docs, BigQuery)
- Outstanding written and verbal communication skills
- Ability to work in a fast-paced, rapidly growing company and handle a wide variety of challenges, deadlines, and a diverse array of contacts
- You must be a world-class individual contributor to thrive at Toptal. You will not be here just to tell other people what to do
Benefits
- This is a remote position.
- This position receives a base salary and is also eligible to receive a discretionary bonus.
- Participation in a 401(k) retirement plan
- Medical, dental, and vision health insurance plans
- Basic life insurance coverage
- 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
- Flexible paid time off
Company Overview