[Hiring] Account Manager @Toptal

Role Description

As an Account Manager for SMB, you will manage a portfolio of growing accounts, serving as a dedicated advisor and key driver of client success. This is a proactive, growth-oriented role designed for an individual who moves beyond the transactional to understand the “why” behind a client’s needs. You will be expected to uncover new opportunities and deliver high-impact talent solutions that help your clients scale and achieve their business objectives.

You will leverage deep curiosity and emerging business acumen to diagnose client challenges and identify opportunities for expansion across different departments and project types. Working both independently and in coordination with Toptal’s functional teams—including Talent Operations and Delivery—you will execute account strategies that ensure an exceptional experience and drive consistent revenue growth.

This is a mid-level role for an ambitious professional who excels at building relationships, solving problems, and driving mutual value through consistent engagement and a consultative approach. You will be instrumental in positioning Toptal as a trusted partner, helping our clients navigate their most important talent initiatives.

This is a remote position. We do not offer visa sponsorship or assistance. Applicants must be authorized to work in the US at the time of hire. Resumes and communication must be submitted in English.

Responsibilities

• Exercise discretion and independent judgment.
• Own the growth, retention and success of a diverse portfolio of SMB accounts serving as a dedicated advisor and primary point of contact.
• Develop and execute proactive account plans that align client business goals with Toptal’s talent solutions, ensuring consistent value delivery and partnership expansion.
• Conduct regular, insight-driven check-ins with clients to gather feedback, assess health, and uncover new business challenges where Toptal can provide solutions.
• Identify and qualify expansion opportunities across different business units, using a consultative approach to recommend marketing, finance, and technical experts.
• Execute tailored outreach and engagement campaigns—including the use of Salesloft cadences—to educate clients on Toptal’s full breadth of services.
• Provide ongoing guidance throughout the project lifecycle, addressing concerns with a client-first mindset and ensuring a seamless experience for both clients and talent.
• Partner with Talent Operations and Delivery teams to resolve escalations, manage contract renewals, and ensure the successful execution of client engagements.
• Maintain rigorous Salesforce (SFDC) hygiene, ensuring pipeline accuracy, contact management, and diligent tracking of all account activities and revenue.
• Stay current on industry trends and emerging technologies to provide clients with best-practice recommendations that reinforce Toptal’s position as a trusted partner.
• Actively monitor demand signals and platform data to proactively offer “uncovered value,” identifying needs before the client explicitly voices them.
• Drive mutually beneficial growth by positioning Toptal’s expertise as a solution for client-side bottlenecks, effectively upselling and cross-selling across the portfolio.

First Week Expectations

• Onboard and integrate into Toptal.
• Meet colleagues in our Customer, Talent, and Operational teams to begin your onboarding journey at Toptal.

First Month Expectations

• Complete Toptal’s personalized sales and vertical-specific training, mastering our full range of talent and managed service offerings.
• Start engaging in client calls, understanding the business partners involved in the relationship on both sides, and identifying where we can help partner companies grow.

First Three Months Expectations

• Complete all onboarding and portfolio transitions, establishing yourself as the primary point of contact for your accounts through introduction and discovery calls.
• Establish a working cadence with key clients, business partners, and team members in these accounts, while exercising discretion and independent judgment.
• Quarterback the full lifecycle of account activities—from qualifying new needs and project staffing to providing delivery oversight and ensuring client satisfaction.
• Uncover new opportunities with clients that result in revenue-generating engagements for Toptal.

First Six Months Expectations

• Execute on your strategic account plans to establish a clear pattern of organic business growth and revenue expansion.
• Expand the scope of engagements for all accounts to incorporate new verticals and new projects.
• Establish a clear pattern of business growth across your account portfolio.

First Year Expectations

• Achieve “Trusted Advisor” status with your clients, evidenced by high retention rates and a consistent pipeline of new opportunities.
• Begin to mentor newer team members, sharing best practices on Toptal’s model and how to effectively transition from transactional to consultative account management.
• Continue to utilize the full suite of Toptal’s capabilities to accelerate growth and position yourself for senior-level partnership responsibilities.

Qualifications

• Bachelor’s degree is required.
• 3+ years of experience in an Account Management role with a demonstrated history of overachieving revenue-based quotas and showcasing a profound understanding of client needs and fostering positive relationships.
• 1+ years of experience in a software consulting or tech sales role, demonstrating proficiency in navigating the software project management life cycle.
• Comprehensive ability to translate client business objectives into strategic solutions and actionable project scopes that demonstrate Toptal’s value.
• Client-Centric. Be driven to build strong relationships and be committed to the client’s success.
• Growth mindset. Consistently looking to learn, grow and improve skills.
• Proactive. A self-starter who believes in extreme ownership.
• Critical thinker. Ability to think critically about a client’s technical and operational bottlenecks.
• Competitive. Competitive with yourself to be a better version than you were yesterday.
• Commitment to disciplined, consistent account management and process adherence.
• Optimistic and ambitious in the face of change.
• Collaborative. Success at Toptal is determined by being able to work as a team.
• Self-motivated, quick-thinking, with exceptional time management skills.
• Outstanding written and verbal communication skills.
• Ability to work in a fast-paced, rapidly growing company.
• This role requires up to 25% travel, primarily for client-facing meetings and events.

Benefits

• Participation in a 401(k) retirement plan.
• Medical, dental, and vision health insurance plans.
• Basic life insurance coverage and short-term and long-term disability coverage.
• Access to flexible spending, dependent care, and health savings accounts.
• Access to telehealth virtual doctors.
• An employee assistance program.
• Flexible paid time off.