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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 a fully remote workforce, Toptal is seeking a Client Advisor to convert inbound interest from small- and medium-sized businesses into paying clients.
In this high-energy, consultative sales role, you will be the first conversation prospective clients have with Toptal. You will respond to immediate-assistance requests within five minutes, quickly diagnose business problems, connect clients with relevant Toptal specialists, and guide them through the sales process. You will establish trust, explain Toptal's value proposition across its full portfolio (specialized talent, global hiring and payroll through HireGlobal, and AI-driven platform services), address concerns, and convert businesses to sales.
Key responsibilities include running high-energy discovery conversations to understand client objectives and build sales momentum; qualifying opportunities and identifying decision-makers; explaining why Toptal offerings fit client needs; managing deal cycles from discovery through close with accurate CRM data; staying engaged with clients through technical stages; and positioning Toptal as a strategic partner by understanding broader client growth plans including global hiring, EOR, payroll, marketing, sales, financial, and technology challenges.
You will collaborate with cross-functional teams (matching, delivery, HireGlobal, service offerings experts) to respond to high-volume inbound inquiries and bring the right expertise into deals at the right moment. You will review your own calls, seek feedback, and contribute learnings back to the team.
First week: onboarding, learning Toptal's model and story, beginning 1-1 sales training on value proposition and discovery framework, meeting cross-functional teams, and listening to recorded calls.
First month: completing personalized sales training with mock calls and role-play, running inbound conversations independently, preparing briefs for specialist teams, and beginning to close new business.
First three months: full ramp and integration, vertical-specific training, managing incoming leads alongside active opportunities, and maintaining a healthy, accurately forecast pipeline.
First six months: solid history of claiming and closing new business, identifying momentum loss, and suggesting process improvements.
First year: mentoring new team members, demonstrating sustained sales and quality performance, and becoming a reference point for discovery quality and full portfolio positioning.
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 with open-ended questions and diagnostic approach
- Qualification discipline to distinguish interest from intent
- Business acumen to hold credible conversations with founders and business owners
- Point of view and willingness to respectfully reframe client thinking
- Client-centricity and value-based selling
- Competitive drive to exceed quota
- Learn-it-all mindset with constant feedback-seeking
- Ownership and self-directed accountability
