Client advisor for small and medium-sized businesses

Toptal is a global network of top talent in business, design, and technology that enables companies to scale their teams, on-demand. With $200+ million in annual revenue and team members based around the globe, Toptal is the world’s largest fully remote workforce. We take the best elements of virtual teams and combine them with a support structure that encourages innovation, social interaction, and fun.

• You will run high energy, open-ended discovery on every inbound conversation.
• You will quickly establish rapport, understand what prompted the client to reach out, and uncover the business objective behind the stated request.
• You will use this to build the necessary sales momentum to keep clients engaged, earning the right to recommend before you recommend.
• You will quickly identify what is driving the need, whether there is a real opportunity, identify the metrics that matter most to the client, and who is involved in the decision.
• You will explain why the relevant Toptal offering fits, address the client’s concerns, and ask for commitment.
• You will manage deal cycles from discovery through close and maintain accurate pipeline and forecast data in our CRM.
• You will give any necessary specialists a clear account of the client’s needs and prepare them for subsequent conversations, stay close as technical questions are resolved, and keep the client engaged through the next decision.
• Maintain clear next steps, timing, and blockers for each active opportunity while responding to new inbound requests.
• You will be responsible for understanding the client’s broader growth plans, including global hiring, EOR and payroll needs, marketing and sales growth, financial, and technology challenges, and for positioning Toptal as a strategic partner rather than a single-transaction vendor.
• You will execute a client-centric approach across every interaction during pre-defined working hours, running rapid research on clients before outreach, asking focused questions to fill the gaps, and staying current on industry trends and the competitive landscape so that you bring a point of view to the conversation.
• You will work with your team and with cross-functional partners, including matching, delivery, HireGlobal, and Toptal’s service offerings experts, to respond promptly to high-volume inbound inquiries and to bring the right expertise into a deal at the right moment.
• Communicating clearly over Zoom and Slack is critical.
• You will review your own calls, seek and act on feedback, and contribute what you learn back to the team.

• 2–3 years of B2B sales experience (Account Executive, Inside Sales, Sales Development, Account Representative, or a 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 your working hours to take client calls.
• Ability to work and thrive in a fast-paced, rapidly growing company, managing a high volume of clients alongside competing deadlines.
• Exceptional time management is key to success in this role.
• Consultative discovery. You ask open-ended questions, listen for what is not being said, and diagnose before you prescribe.
• Qualification discipline. You know the difference between interest and intent.
• Business acumen. You can hold a credible conversation with a founder or business owner about growth, hiring, cost, and risk — and connect what you sell to what they are trying to achieve.
• Point of view. You bring insight to the conversation.
• Client-centricity. You uncover and resolve client issues through value-based selling, and you are direct about fit when Toptal isn’t the right answer.
• Learn-it-all mindset. You constantly seek feedback from peers and leaders, review your own calls, and share what you learn with the team.
• Ownership. You operate as a self-directed individual contributor who takes full accountability for your pipeline and your results, while collaborating effectively with the cross-functional partners who help you win.
• Будет плюсом: 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

• This is a remote position.
• We provide a base salary plus uncapped commission