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Toptal is a global network of top talent in business, design, and technology enabling companies to scale teams on-demand. With $200+ million in annual revenue and fully remote operations, Toptal is the world's largest fully remote workforce.
As a Client Advisor, you will convert inbound interest from small- and medium-sized businesses into Toptal clients. You will be the first conversation prospective clients have with Toptal, responding to immediate-assistance requests within five minutes. Your core responsibilities include:
**Discovery and Diagnosis**: Run high-energy, open-ended discovery on every inbound conversation. Quickly establish rapport, understand what prompted the client to reach out, and uncover the business objective behind the stated request. Build sales momentum to keep clients engaged before recommending solutions.
**Qualify, Manage, and Win**: Identify what is driving the need, assess whether a real opportunity exists, determine key metrics for the client, and identify decision-makers. Explain why relevant Toptal offerings fit, address concerns, ask for commitment, and manage deal cycles from discovery through close while maintaining accurate CRM data.
**Post-Call Ownership**: Brief specialists on client needs and prepare them for subsequent conversations. Stay engaged as technical questions are resolved, keep clients engaged through decisions, and maintain clear next steps, timing, and blockers for active opportunities while responding to new inbound requests.
**Portfolio Selling**: Understand clients' broader growth plans including global hiring, EOR, payroll, marketing, sales, financial, and technology challenges. Position Toptal as a strategic partner rather than a single-transaction vendor.
**Client Experience**: Execute a client-centric approach during pre-defined working hours. Run rapid research on clients before outreach, ask focused questions, and stay current on industry trends and competitive landscape to bring informed perspective to conversations.
**Collaboration**: Work with your team and cross-functional partners (matching, delivery, HireGlobal, service offerings experts) to respond to high-volume inbound inquiries and bring the right expertise into deals at the right moment. Clear communication over Zoom and Slack is critical.
**Growth and Development**: Review your own calls, seek and act on feedback, and contribute learnings back to the team.
You will manage a high volume of first conversations, ask better questions than clients expect, and constantly build momentum along the right Toptal offering path. This is a high-energy, consultative sales role where excellence means running high-volume conversations while maintaining quality and conversion.
In your first week, you will onboard, learn Toptal's model and story, begin 1-1 sales training covering value proposition and discovery framework, and listen to recorded calls to identify strengths and gaps.
In your first month, you will complete personalized sales training including mock calls and role-play, run inbound conversations independently, prepare clear briefs for specialist teams, and begin closing new business.
In your first three months, you will be fully ramped and integrated, complete vertical-specific training, manage incoming leads alongside active opportunities, and maintain a healthy, accurately forecast pipeline.
In your first six months, you will have a solid history of claiming and closing new business by meeting or exceeding sales and quality targets, identify where opportunities lose momentum, and suggest process improvements.
In your first year, you will mentor new team members, demonstrate sustained sales and quality performance, be a reference point for discovery quality and portfolio positioning, and become a productive, collaborative contributor.
**Required Qualifications**
- 2–3 years of B2B sales experience (Account Executive, Inside Sales, Sales Development, Account Representative, or related role)
- Demonstrated experience converting inbound opportunities into paying customers at scale, owning the sale from first call to close
- Experience coordinating parallel sales opportunities and maintaining sales momentum while other teams complete necessary work
- Outstanding written and verbal communication skills
- Full availability during working hours to take client calls
- Ability to work and thrive in a fast-paced, rapidly growing company, managing high volume of clients alongside competing deadlines
- Exceptional time management
**Preferred Qualifications**
- Software, tech, or professional-services sales experience
- Exposure to a named sales methodology (MEDDPICC, Challenger, SPIN, Sandler, or similar)
- Experience selling more than one product or service line into the same account
- Familiarity with global hiring, EOR, or payroll concepts
- Fluency with modern sales tooling, including AI-assisted research, call review, and CRM workflows
**Core Competencies**
- Consultative discovery: ask open-ended questions, listen for what is not being said, diagnose before prescribing
- Qualification discipline: distinguish between interest and intent, articulate why deals will close and who will sign
- Business acumen: hold credible conversations with founders or business owners about growth, hiring, cost, and risk
- Point of view: bring insight and respectfully reframe client thinking when their stated request isn't the best path
- Client-centricity: uncover and resolve issues through value-based selling, be direct about fit
- Will to win: naturally competitive, looking to exceed quota; base salary plus uncapped commission
- Learn-it-all mindset: constantly seek feedback, review own calls, share learnings with team
- Ownership: operate as self-directed individual contributor, take full accountability for pipeline and results while collaborating effectively
