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Toptal is a global network of top talent in business, design, and technology with $200+ million in annual revenue. This is a remote, consultative account management role focused on growing and retaining Toptal's small- and medium-sized business (SMB) client base.
You will own a portfolio of high-value SMB accounts and serve as the primary point of contact and trusted advisor for each client. Your core responsibilities include:
**Account Ownership & Growth**: Manage the full client lifecycle from retention through expansion. You will proactively identify unmet needs, build account plans that connect client business goals to Toptal's offerings (specialized talent, HireGlobal global hiring and payroll, and AI-driven services), and drive expansion revenue across multiple product lines.
**Consultative Selling**: Run insight-driven discovery conversations to understand the business problem behind each request, not just the transactional need. You will diagnose account health, uncover challenges Toptal can solve, and position recommendations based on client business objectives.
**Portfolio Expansion**: Expand accounts across Toptal's full service portfolio. You will qualify, manage, and close expansion opportunities across departments and offerings, explaining fit and bringing in subject-matter experts for specialized solutions.
**Client Experience Ownership**: Stay close to active engagements, address concerns with a client-first mindset, and partner with Talent Operations and Delivery teams to keep work on track. You are the first line of defense for client issues, resolving what you can and escalating appropriately.
**Pipeline & Forecast Management**: Maintain accurate pipeline, forecast, and account data in Salesforce. Monitor demand signals and platform data to identify "uncovered value" and use outreach campaigns to educate clients on Toptal's breadth of services.
**Team Contribution**: Review your own calls, seek feedback, and contribute learnings back to the team. By year one, you will mentor new team members on consultative account management and positioning the full portfolio.
You will work in a fast-paced, high-energy environment with colleagues across Customer, Talent Operations, Delivery, and HireGlobal. Communication over Zoom and Slack is critical. The role requires independent judgment in prioritizing and growing accounts while maintaining exceptional time management across a diverse array of clients and competing deadlines.
**Requirements**
Required:
- Bachelor's degree
- 3+ years of B2B account management or sales experience with demonstrated history of meeting or exceeding revenue-based quotas
- 1+ years of experience in a software consulting or tech sales role, 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 and maintaining momentum 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 with exceptional time management
Preferred:
- 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
