Proof · Toptal
Toptal is the world's largest fully distributed talent network. In 2022, the company needed to build enterprise sales across Asia Pacific and Japan from a standing start. No team, no strategy, and aggressive global targets from day one.
The Challenge
No established APAC sales engine
Strong global brand and product-market fit, but enterprise sales in APAC needed to be built, not optimised.
Aggressive targets, compressed timeline
Revenue expectations set against global benchmarks. The region was expected to contribute from the outset.
Complex deal structures
US-law contracting with APAC clients, requiring legal navigation across jurisdictions.
Team needed to be built
No existing sales team. Enterprise Reps, SDRs, and Account Managers all hired and developed from scratch.
The Intervention
Regional Sales Strategy
APAC strategy from first principles: target segments, market opportunities, revenue plans aligned to global objectives.
Team Build & Development
Hired and mentored a high-performing team through an accelerated ramp. Several members earned top performance awards and promotions.
Revenue Execution
New business, account expansion, cross-sell, and up-sell. Primary contact for large, complex transformational projects.
Cross-Functional Alignment
Marketing, legal, product, and professional services aligned to improve execution speed and navigate contracting complexity.
The Results
A region with no structured enterprise sales presence was generating revenue above global benchmarks within months. The team, built from scratch, earned recognition at the global level. Revenue came from multiple channels, not a single deal. A system.