[Hiring] Sales Development Representative @Toptal

Role Description

As a Sales Development Representative (SDR) on our Staffing team, you will drive business growth by identifying opportunities with target clients. You’ll play a pivotal role in identifying potential customers, generating new business opportunities, and providing support to both customers and our team. You will set the stage for successful sales interactions through cold outreach efforts and nurturing relationships to secure qualified meetings for our sales team. If you’re a self-motivated individual with a passion for sales, we encourage you to join our team!

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

Responsibilities

• Understand current and future demand.
• Enable, educate, and directly support the sales force to best position this practice with Toptal clients and win new business.
• Lead client conversations, presenting Toptal’s perspective on innovation and experience topics, and ask exploratory questions to better understand client needs.
• Through lead-generation activities and cold-calling, prospect, educate, qualify, and develop sales-ready leads and opportunities from unsigned clients and accounts.
• Enthusiastically explain Toptal’s vision, pinpoint opportunities, and generate interest.
• Build rapport through strategic outreach and a well-rounded client and industry knowledge.
• Research clients and stay informed on industry trends.
• Collaborate with your team and Staffing Sales Executive to pursue opportunities, recommend appropriate follow-up actions, and schedule qualified meetings.
• Communicate via Zoom and Slack to maintain a high level of collaboration and clear communication within the team.
• Be open to and implement feedback to improve both individually and as a team.
• Help evolve our demand generation strategy and tactics as you become more comfortable in the role.

Expectations

• In the first week, expect to:
  • 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 global team to build client relationships and drive success.
  • Grasp the importance of the SDR function to the success of Toptal.
  • Understand our sales method and selling process.
• In the first month, expect to:
  • Complete our personalized sales training program with mock calls, cold calls, and role-play scenarios.
  • Learn how to use Salesforce.com and other SaaS outreach tools.
  • Integrate into your pod, partner with Staffing Sales Executives and Staffing Sales Leadership, and begin targeting strategic accounts.
  • 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.
• In the first three months, expect to:
  • Become fully ramped on the SDR team, attaining your metrics.
  • Uncover new opportunities within 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.
• In the first six months, expect to:
  • Continuously hit fully ramped quotas and objectives.
  • Assist with training and onboarding new SDRs.
  • Build new and existing client relationships, expand Toptal’s partnerships, and continue to execute account plans.
  • Suggest, implement, and experiment with new lead and demand generation activities.
• In the first year, expect to:
  • Have built a portfolio of net new accounts from the strategic account list.
  • Become a mentor to new members of the team.

Qualifications

• Bachelor’s degree is required.
• 1-3 years of experience as an Enterprise SDR within the Staffing industry or related Staffing verticals.
• Broad understanding of business challenges encountered by Enterprise clients across key staffing verticals.
• Critical thinking skills to create new opportunities from unsigned clients and accounts.
• Perseverance and a relentless push towards goals.
• Passion for sales and enthusiasm to succeed.
• Curiosity about people, their problems, their companies, and their industries.
• Conscientiousness in understanding and explaining sophisticated issues to clients.
• Highly motivated and continuously striving for personal and professional improvement.
• Resourceful and self-starting in hunting for new accounts.
• Proactive in understanding our mission and driving towards it.
• Outstanding written and verbal communication skills.
• Ability to work as a team and exhibit ownership of accounts.
• Problem-solving skills to handle minor challenges beyond primary problems.
• Ability to prioritize tasks according to account needs.