Remote opportunity at
ToptalSMB Account Manager
Toptal operates a global network connecting companies with business, design, and technology talent, generating over $200 million in annual revenue as a fully remote workforce. The…
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About This Role
Toptal operates a global network connecting companies with business, design, and technology talent, generating over $200 million in annual revenue as a fully remote workforce. The company is hiring an SMB Account Manager to handle a designated portfolio of small- and medium-sized business accounts in a remote capacity. This position suits competitive and ambitious individuals with a strong drive for client service, consultative selling, and business curiosity. In this role,…
Job Description
Toptal operates a global network connecting companies with business, design, and technology talent, generating over $200 million in annual revenue as a fully remote workforce. The company is hiring an SMB Account Manager to handle a designated portfolio of small- and medium-sized business accounts in a remote capacity. This position suits competitive and ambitious individuals with a strong drive for client service, consultative selling, and business curiosity.
In this role, the employee functions as the main contact and strategic advisor for assigned accounts, driving retention, relationship growth, and upsells across Toptal offerings like specialized talent, HireGlobal payroll solutions, and platform-driven services. Duties involve conducting diagnostic client conversations, building account plans, managing the full sales cycle from qualification to closing, and keeping records updated in Salesforce. The professional works closely with Talent Operations, Delivery, and other internal teams to resolve issues, monitor account health, and secure ongoing engagement success.
Responsibilities
- Manage a dedicated portfolio of SMB accounts as the primary point of contact and advisor responsible for retention and growth
- Conduct discovery conversations to identify underlying business objectives, assess account health, and diagnose challenges
- Draft and execute proactive account plans aligning client objectives with Toptal offerings
- Drive expansion opportunities from qualification through negotiation and closing across multiple departments and solution lines
- Maintain accurate pipeline, forecast, and account data within Salesforce
- Monitor platform data and demand signals to uncover unvoiced client needs and conduct outreach campaigns using tools like Salesloft
- Oversee the client experience from kickoff onward, coordinating with Talent Operations and Delivery teams
- Serve as the initial responder for client issues, resolving minor concerns and escalating complex challenges when necessary
- Review own calls, participate in team feedback sessions, and share insights to support group development
Requirements
- Minimum of 3 years of B2B sales or account management experience with a history of meeting or exceeding revenue quotas
- At least 1 year of software consulting or tech sales experience with knowledge of the software project lifecycle
- Experience managing a portfolio of accounts in parallel and keeping momentum across concurrent projects
- Proven background in growing and retaining client accounts, reaching decision makers, and closing expansion opportunities
- Ability to translate client objectives into actionable project scopes and recommendations
- Proficiency in maintaining accurate account, forecast, and pipeline data in a CRM system
- Outstanding verbal and written communication skills in English
- Strong time management and ability to thrive in a fast-paced environment with competing deadlines
- Ability to communicate clearly over Zoom and Slack
Qualifications
- Bachelor degree
- Exposure to named sales methodologies such as Challenger, MEDDPICC, SPIN, or Sandler
- Prior experience selling multiple product or service lines into a single account
- Familiarity with global hiring, employer of record, or payroll concepts
- Fluency in modern sales tooling including CRM workflows, call review, and AI-assisted research
Core Skills
Frequently Asked Questions
Answers are based only on the employer’s listing; where it doesn’t say, neither do we.
Is this position remote?
Yes, this is a remote position.
What is the employment type?
The posting specifies that this is a full-time role.
Does the posting state the salary?
The salary is not stated in the job posting.
Are visa sponsorship or assistance offered?
No, visa sponsorship or assistance is not offered for this role.
What language requirements are there for application?
Resumes and communication must be submitted in English.
Sample Interview Questions
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