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Toptal is a global network of top talent in business, design, and technology, enabling companies to scale their teams on-demand. With $200+ million in annual revenue and a fully remote workforce, Toptal is seeking an SMB Account Manager to grow and retain small- and medium-sized business clients.
You will own a portfolio of high-value SMB accounts and serve as a trusted advisor, proactively expanding relationships across Toptal's full service portfolio including specialized talent, global hiring and payroll (HireGlobal), and AI-driven platform services. This is a consultative growth role where you look beyond transactional requests to understand underlying business problems, identify unvoiced needs, and build account plans that transform single engagements into broader partnerships.
Key responsibilities include:
- Owning the full client lifecycle as the primary point of contact, accountable for retention, growth, and success
- Running insight-driven discovery conversations to understand business objectives, assess account health, and uncover challenges Toptal can solve
- Building and executing proactive account plans connecting client goals to relevant Toptal offerings
- Expanding accounts across the full portfolio (specialized talent, HireGlobal, services), positioning Toptal as a strategic partner
- Managing expansion opportunities from identification through qualification, proposal, negotiation, and close
- Monitoring demand signals and platform data to identify uncovered value and unvoiced needs
- Owning the client experience across all engagements, staying close to active work and partnering with Talent Operations and Delivery
- Serving as first line of defense for client issues, escalating when needed to Client Experience
- Maintaining accurate pipeline and forecast data in Salesforce
- Contributing to team improvement through call review, feedback, and knowledge sharing
Onboarding timeline: Week one focuses on integration and learning Toptal's model. Month one includes sales training, vertical-specific training, and initial client call participation. By three months, you'll establish yourself as primary contact and build qualified expansion pipeline. By six months, you'll execute account plans and expand engagement scope. By year one, you'll demonstrate portfolio net revenue growth and mentor new team members.
Requirements:
Bachelor's degree required. 3+ years of B2B account management or sales experience with demonstrated history of meeting or exceeding revenue-based quotas. 1+ years in software consulting or tech sales with proficiency navigating the software project lifecycle. Demonstrated experience growing and retaining existing client accounts, including proactively creating and closing expansion opportunities, reaching new decision makers, and connecting new business needs to additional solutions. Experience managing a portfolio of accounts in parallel while other teams complete necessary work. Ability to translate client business objectives into recommendations and actionable project scopes. Experience maintaining accurate pipeline, forecast, and account data in a CRM. Outstanding written and verbal communication skills. Ability to work and thrive in a fast-paced, rapidly growing company managing diverse clients and competing deadlines with exceptional time management.
Preferred: Exposure to named sales methodologies (MEDDPICC, Challenger, SPIN, Sandler, or similar). Experience selling multiple product or service lines 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 assessed: Consultative discovery, proactive ownership, business acumen, point of view, portfolio thinking, account discipline, client-centricity, will to win, learn-it-all mindset, and collaborative approach.
