Senior Manager, Account Management

About Toptal

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.

We take the best elements of virtual teams and combine them with a support structure that encourages innovation, social interaction, and fun. We see no borders, move at a fast pace, and are never afraid to break the mold.

Job Summary:

As a Senior Manager, Account Management, you will play a crucial role in leading and managing a team of Account Managers in our SMB Sales function. Working closely with Finance, Matching, Legal, and Inbound Sales Teams, you will be helping grow Toptal’s business through client expansion and retention of existing accounts. You will provide guidance, support, and leadership to the Account Managers within your team by coaching and mentoring them to help them develop their skills and achieve their goals. Your expertise and leadership will be instrumental in driving the success of the business.

To excel in this leadership position, you should have a strong background in tech sales and consulting, and experience leading Strategic Account/Relationship Management teams for SMB clients. The ideal candidate is a high-energy sales leader with proven success building efficient, top-performing sales and relationship manager teams. This role also requires a solid understanding of software development best practices to help consult with the team on strategies for client success. Reporting to the AVP, SMB Client Services, you will ensure that your team members meet their targets and deliver exceptional customer experiences, while also supporting larger operational needs required to scale the business. Your management skills and ability to inspire, motivate, and hold the team accountable will be key to your success.

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

Responsibilities:

The following information is intended to describe the general nature and level of work being performed. It is not intended to be an exhaustive list of all duties, responsibilities, or required skills.

• Coach, drive, and support your team members, providing feedback, conducting performance reviews, and implementing performance improvement plans as needed. Since it’s not always smooth sailing, you must also be comfortable taking appropriate action when individual performance is not meeting expectations.
• You’ll be in the driver’s seat and expected to develop and set the direction for an efficient, high-performing team, united within the broader Client Services sales function. You will be expected to lead by example, diving in deep to demonstrate desired behavior, as needed.
• Clients are at the heart of everything we do. You will maximize customer satisfaction and engagement with Toptal products and services while ensuring the provision of quality customer service and the achievement of team revenue targets.
• Anticipate operational problems and identify opportunities for improvement through detailed knowledge of clients’ businesses. You will need to support your team’s consulting capabilities, presenting technical delivery solutions when needed and bringing creative ideas on how to increase client engagement.
• Accomplish work objectives by leading and supervising other Toptal team members within SMB Client Services.
• Assign, delegate, oversee, and monitor work.

Qualifications and Job Requirements:

• Bachelor’s degree is required.
• 3+ years of experience leading a sales team with a demonstrated history of overachieving revenue-based quotas and fostering a strong team culture.
• 5+ years of cumulative experience in either Account or Relationship Manager roles, showcasing a profound understanding of client needs and fostering positive relationships.
• 2+ years of experience in a software consulting or sales role, demonstrating proficiency in navigating the software project management life cycle.
• Comprehensive ability to quickly understand client intent/needs and convert them into actionable material and detailed content for sales proposals or client calls.
• Coach at heart; you like to continuously learn and share your knowledge with others. You have experience coaching full-cycle sales teams to include disciplined outbound strategies, purposeful call discovery, and effective pipeline management.
• A client-centric mindset. Our clients’ businesses and needs must be a high priority to you and your team.
• Belief in disciplined adherence to process and realize that success in a high-volume sales role requires the ability to consistently execute day in and day out.
• Bias toward action; when in doubt you aren’t afraid to roll up your sleeves and do the work.
• Optimistic and ambitious in the face of change – promoting new sales offerings, updating team strategies to drive growth, and setting challenging targets.
• Problem solver. When presented with a problem, you identify potential solutions rather than escalating issues with no analysis or review.
• Strong experience in managing stakeholders across geographically dispersed virtual teams.
• Self-motivated, quick-thinking, with the ability to thrive in a fast-paced work environment. Having exceptional time management skills is required to achieve success in this role.
• Outstanding written and verbal communication skills.
• Ability to work in a fast-paced, rapidly growing company and handle a wide variety of challenges, deadlines, and a diverse array of contacts.
• You must be a world-class individual contributor to thrive at Toptal. You will not be here just to tell other people what to do.