[Hiring] Account Executive @Toptal

Role Description

Want to make an impact by innovating how top global companies build teams and adapt to the Future of Work? As an Account Executive, you’ll have the opportunity to target and close net new accounts, as well as re-engage dormant accounts. Success in this role comes from your skills in researching potential customers, strategically engaging them, aligning Toptal’s value with their needs, and consistently closing new business. This is a full sales cycle role, which means you will be responsible for setting your own meetings through your prospecting and outreach.

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

Responsibilities

• Prospect, educate, qualify, and close leads and opportunities by engaging dormant accounts and performing lead-generation activities into new targeted accounts.
• Manage inbound leads, as required.
• Conduct outbound prospecting via phone, email, and LinkedIn to convey Toptal’s vision, identify opportunities, present Toptal’s value proposition, and secure new business.
• Effectively manage the sales funnel to optimize lead progression, coordinate communication among various stakeholders, and diligently follow up on accounts to nurture leads toward conversion.
• Help evolve our demand generation strategy and tactics as you become more comfortable in the role.

Onboarding Expectations

• Onboard and integrate into Toptal.
• Learn Toptal’s model, our value proposition, and our story.
• Work with cross-functional teams to understand how to utilize our incredible global team to build client relationships and drive success.
• Learn the breadth of Toptal’s impact on the world’s largest companies.
• Grasp the importance of the outbound function to the success of growing Toptal.
• Understand our sales method and our selling process to set you up for success.

First Month Expectations

• Complete our personalized sales training program, complete with mock calls, cold calls, and role-play scenarios.
• Learn how to use outreach tools (SalesLoft, Zoominfo, SalesNavigator).
• Learn the process for outreach, including calling, emailing, and LinkedIn messaging. Implement an outreach process and hit 1-month objectives.
• Learn how to analyze industry drivers, business problems, and target buyers.

First Three Months Expectations

• Uncover new opportunities with existing accounts and target accounts that result in revenue-generating engagements for Toptal.
• Hit call/email quotas and fully ramped objectives.
• Become proficient in using our SaaS tools.
• Learn how to maintain excellent data integrity in Salesforce.com.

First Six Months Expectations

• Continuously hit fully ramped quotas and objectives.
• Assist with training and onboarding new Account Executives.
• Build new and existing client relationships, expand Toptal’s partnership with new and existing clients.
• Suggest, implement and experiment with new lead and demand generation activities.

First Year Expectations

• Have closed multiple net new accounts from the strategic account list, while exercising discretion and independent judgment.
• Become a mentor to new members of the team, helping them learn about Toptal, our model, and how proper business development practices can improve relationships and increase revenue.
• Consistently maintain a high level of success by meeting and exceeding 100% of monthly and quarterly key performance indicators and targets.
• Establish a career path for advancement.

Qualifications

• Bachelor’s degree is required.
• At least 1 year of closing experience.
• Persistent and able to handle rejection.
• Curious with a strong desire to understand people, their problems, companies, and industries.
• Thrives with autonomy and ownership.
• Self-starter passionate about hunting for new accounts.
• Sense of humor and comfortable with sarcasm.
• Outstanding written and verbal communication skills.
• Able to work in a fast-paced, rapidly growing company.
• World-class individual contributor.