SMB Account Manager

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:

This key role on Toptal’s Client Services team works with a diverse portfolio of SMB accounts (up to $2B in revenue), strategically engaging with clients to open new buying centers and maximize value from their Toptal partnership. The focus for this role is on expanding existing Toptal business – growing strong client relationships, understanding client needs, and uncovering new opportunities for engagement.

As an SMB Account Manager, you will learn the ins and outs of your clients’ business and recommend innovative solutions, leveraging our best-in-class network of technical talent, including marketing, finance, and management consulting experts. In this role, you will work both independently and collaboratively to achieve revenue targets while attaining exemplary client satisfaction.

SMB Account Managers are key players in the development of Toptal’s SMB business and they focus on the creation and execution of client account plans in order to drive company revenue growth. In this role, you will develop strategies to establish mutually beneficial, long-term relationships with clients and position Toptal as a trusted talent partner, offering expertise and guidance on best practices, industry trends, and potential solutions to help clients achieve their desired outcomes. The Account Manager role is integral in the continued success of Toptal and achieving the company’s rapid growth goals.

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:

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.

• Understand the clients’ goals, objectives, and challenges, and provide guidance and support to ensure satisfaction.
• Prospect, educate, qualify, and develop leads and opportunities from active accounts, engaging prospects both via phone and email to uncover new business.
• Provide ongoing support and guidance to clients throughout the project lifecycle, addressing any concerns or issues that may arise.
• Conduct regular check-ins and status updates with clients and talent to gather feedback, assess satisfaction levels, and identify areas for improvement.
• Collaborate with internal teams to resolve any client issues or escalations, ensuring timely and effective resolution.
• Provide strategic recommendations and insights to clients based on software development best practices and the clients’ business objectives.
• Customize and send emails tied to Salesloft cadences, where applicable for your portfolio of accounts.
• Monitor demand signals and execute on associated tasks to provide additional uncovered value for clients.
• Identify opportunities for upselling or cross-selling additional services or products to existing clients, based on their needs and priorities.
• Input opportunities into Salesforce and track your portfolio pipeline and associated revenue.
• Monitor client satisfaction and retention rates, taking proactive measures to enhance client loyalty and mitigate churn.
• Stay updated on industry trends, competitor activities, and emerging technologies to provide valuable insights and recommendations to clients.
• Collaborate with the Talent Operations and Delivery teams on contract renewals, negotiations, and extensions, ensuring a smooth transition and continued partnership.

Qualifications and Job Requirements:

• 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 quickly understand client intent/needs and convert them into actionable material and detailed content for sales proposals or client calls.
• Client-Centric. Be driven to build strong relationships and be committed to the client’s success. This extends to the talent we provide, the experience we offer, and the outcomes we deliver.
• Growth mindset. Consistently looking to learn, grow and improve skills. Interested in receiving coaching to better realize personal and professional growth.
• Critical thinker. Have the capability to critically think through the challenges clients face and business challenges. Apply this understanding to build opportunities to develop those accounts.
• Competitive. Competitive with yourself to be a better version than you were yesterday.
• Belief in disciplined adherence to process and clear understanding that success in a high-volume sales role requires the ability to consistently execute day in and day out.
• Optimistic and ambitious in the face of change – promoting new sales offerings, updating strategies to drive growth, and hitting challenging targets.
• Proactive. A self-starter that will exhibit ownership of accounts, including successes, and failures, while also understanding our mission and doing the work required to drive us to that goal, without being told. Not reactive, but anticipates roadblocks, and thinks several steps ahead of a problem.
• Collaborative. Nothing we do is done in isolation. Success at Toptal is determined by being able to work as a team both within Toptal and within client accounts.
• 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.
• You don’t take yourself too seriously; you have a sense of humor and are comfortable with sarcasm. This position does sit on our Sales team, after all.
• Regular or periodic travel to meet and engage with Toptal clients and customers both inside and outside of your geographic location.
• 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.

Essential Job Functions

• Regularly and reliably attend scheduled virtual team meetings on camera.
• Work independently with minimal supervision.
• Use all required digital collaboration tools.
• Prioritize and self-manage workflows and deadlines.

US FLSA Classification: Full-Time/Exempt

This position receives a base salary and is eligible to earn both a quarterly discretionary bonus based on the achievement of assigned objectives and monthly commissions based on revenue generated from engagements sold. The US-based salary range for this full-time position is $55,000- $75,000 per year. Our salary ranges are determined by role, level, and location. The range displayed on each job posting reflects the minimum and maximum target for new hire salaries for the position across all US locations. Within the range, individual pay is determined by work location and additional factors, including job-related skills, experience, and relevant education or training.

Applications are accepted on an ongoing basis. Please note that the US-based salary range does not include the value of Toptal’s benefit offerings. In the US, Toptal’s benefit offerings include 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; and flexible paid time off.