[Hiring] SMB Account Manager @Toptal

Role Description

Our Account Managers grow and retain Toptal’s small- and medium-sized business clients. You will own a book of high-value SMB accounts, become a trusted advisor to each client, and proactively expand each relationship across Toptal’s full portfolio, including specialized talent, global hiring and payroll through HireGlobal, and our AI-driven, platform-powered, outcome-focused services offerings.

This is a high-energy, consultative growth role. You will look beyond the transactional request to understand the business problem behind it, identify needs the client has not yet voiced, and build account plans that turn one successful engagement into a broader partnership. Excellence in this role means asking better questions than the clients expect, keeping every engagement healthy, and consistently turning insight into expansion revenue.

You will own the full client lifecycle. You will be the primary point of contact for your accounts, guide clients through active projects, resolve issues before they stall decisions or put the relationship at risk, and know when to bring in specialists for deeper expertise. You will work closely with Talent Operations, Delivery, HireGlobal, and Toptal’s services experts to deliver an exceptional experience while driving growth.

Our ideal candidate is ambitious, competitive, driven by client service, and pairs that drive with genuine curiosity about how businesses work. If you want to build real consultative selling skills in a fast-paced environment and be recognized for the growth you create, this is the team you want to be part of.

This is a remote position. We do not offer visa sponsorship or assistance. Resumes and communication must be submitted in English.

Responsibilities

• Own the Portfolio: You are the dedicated advisor and primary point of contact for a portfolio of SMB accounts, accountable for their retention, growth, and success. You exercise discretion and independent judgment in how you prioritize and grow each account.
• Discovery and Diagnosis: You run insight-driven conversations with clients to understand the business objective behind each request, assess account health, and uncover challenges Toptal can solve. You earn the right to recommend before you recommend.
• Account Planning: You build and execute proactive account plans that connect each client’s business goals to the right Toptal offering, with clear next steps, timing, and expansion targets.
• Portfolio Selling: Clients rarely arrive with their full set of needs articulated. You expand accounts across Toptal’s full portfolio, positioning Toptal as a strategic partner rather than a single-transaction talent vendor.
• Qualify, Manage, and Win Expansion: You own expansion from identification through qualification, proposal, negotiation, and close across departments, projects, and offerings. You maintain accurate pipeline and forecast data in Salesforce (SFDC).
• Uncover Value Early: You monitor demand signals and platform data to offer “uncovered value,” identifying needs before the client voices them.
• Own the Client Experience: You own the client relationship and the client’s experience of every engagement, from kickoff onward.
• First Line of Defense: You are the first to respond when a client raises an issue, resolving smaller concerns yourself and escalating when necessary.
• Growth and Development: Our SMB team improves individually and as a team. You review your own calls, seek and act on feedback, and contribute what you learn back to the team.

Expectations

• In the first week, expect to:
  • Onboard and integrate into Toptal.
  • Learn Toptal’s model, our team members, and our story.
  • Meet colleagues across Customer, Talent Operations, Delivery, and HireGlobal.
  • Listen to recorded client calls and identify what the Account Manager did well and what they missed.
• In the first month, expect to:
  • Complete our personalized sales and vertical-specific training.
  • Begin joining client calls and learn who the business partners are.
  • Review and prioritize your portfolio, and draft an initial account plan for each of your accounts.
• In the first three months, expect to:
  • Complete all onboarding and portfolio transitions.
  • Establish a working cadence with key clients.
  • Run account health check-ins that surface at least one new business need.
  • Build a qualified expansion pipeline across your portfolio.
• In the first six months, expect to:
  • Execute your account plans and consistently meet or exceed your defined revenue and expansion metrics.
  • Expand the scope of engagements to include new departments, projects, and offerings.
  • Identify where expansion opportunities lose momentum and improve your follow-through.
• In the first year, expect to:
  • Demonstrate portfolio net revenue growth through sustained retention and expansion performance.
  • Be a trusted advisor to your clients.
  • Mentor new team members, sharing best practices.
  • Position yourself for senior-level partnership responsibilities.

Qualifications

• Bachelor’s degree is required.
• 3+ years of B2B account management or sales experience, with a demonstrated history of meeting or exceeding revenue-based quotas.
• 1+ years of experience in a software consulting or tech sales role.
• Demonstrated experience growing and retaining existing client accounts.
• Experience managing a portfolio of accounts in parallel.
• Ability to translate a client’s business objectives into 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.

Preferred Qualifications

• Exposure to a named sales methodology, 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, call review, and CRM workflows.

Core Competencies

• Consultative discovery.
• Proactive ownership.
• Business acumen.
• Point of view.
• Portfolio thinking.
• Account discipline.
• Client-centricity.
• Will to win.
• Learn-it-all mindset.
• Collaborative and grounded.