From the listing
About the role
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.
Our Account Managers grow and retain Toptal’s small- and medium-sized business clients by owning a book of high-value SMB accounts and acting as a trusted advisor. This is a high-energy, consultative growth role where you identify client needs and build account plans that turn successful engagements into broader partnerships.
You will own the full client lifecycle, serving as the primary point of contact while working closely with Talent Operations, Delivery, and services experts to deliver an exceptional experience and drive expansion revenue.
What you'll do
- Act as the dedicated advisor and primary point of contact for a portfolio of SMB accounts, accountable for their retention and growth.
- Run insight-driven discovery conversations to understand business objectives and uncover challenges Toptal can solve.
- Build and execute proactive account plans that connect client business goals to Toptal's specialized talent and service offerings.
- Own the expansion process from identification and qualification through proposal, negotiation, and close.
- Monitor demand signals and platform data to identify needs before the client voices them.
- Stay close to active work and partner with Delivery and Talent Operations to ensure engagements stay on track.
- Maintain accurate pipeline and forecast data in Salesforce (SFDC).
- Resolve client issues as the first line of defense, escalating to Client Experience when necessary.
What they're looking for
- Bachelor’s degree.
- 3+ years of B2B account management or sales experience with a history of meeting or exceeding revenue quotas.
- 1+ years of experience in a software consulting or tech sales role, proficient in the software project lifecycle.
- Demonstrated experience growing and retaining existing client accounts through proactive expansion opportunities.
- Experience managing a portfolio of accounts in parallel and maintaining momentum.
- Ability to translate 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 in English.
Nice to have
- Exposure to named sales methodologies such as 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 and call review.
From the company page
Toptal benefits
◉ Remote policy · in their words
“Work wherever, on your terms. Being a fully-remote workforce means that all you need is wifi and a laptop. You can work from home, your favorite cafe, or even a charming villa halfway around the world.”
Pulled from their careers page · verified by Atlas
The hot takeJeff's read on Toptal
Toptal has one of my favorite (and clear) remote work policies:
Work Remotely
Work wherever, on your terms. Being a fully-remote workforce means that all you need is wifi and a laptop. You can work from home, your favorite cafe, or even a charming villa halfway around the world.
I would love to see a little more information about the perks and benefits Toptal offers its employees.
Note: They do NOT appear to be a Hire From Anywhere (HFA) company. You likely need to be eligible to apply for certain positions.