SMB Account Manager - US-Based

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.
Our Account Managers grow and retain Toptal’s small- and medium-sized business clients. You will own a book of high-value SMB accounts, become a trusted advisor to each client, and proactively expand each relationship across Toptal’s full portfolio, including specialized talent, global hiring and payroll through HireGlobal, and our AI-driven, platform-powered, outcome-focused services offerings.
This is a high-energy, consultative growth role. You will look beyond the transactional request to understand the business problem behind it, identify needs the client has not yet voiced, and build account plans that turn one successful engagement into a broader partnership. You will be the primary point of contact for your accounts, guide clients through active projects, resolve issues before they stall decisions or put the relationship at risk, and know when to bring in specialists for deeper expertise. You will work closely with Talent Operations, Delivery, HireGlobal, and Toptal’s services experts to deliver an exceptional experience while driving growth.
Our ideal candidate is ambitious, competitive, driven by client service, and pairs that drive with genuine curiosity about how businesses work. This is a remote position. Resumes and communication must be submitted in English.
Own the Portfolio:

You are the dedicated advisor and primary point of contact for a portfolio of SMB accounts, accountable for their retention, growth, and success. You exercise discretion and independent judgment in how you prioritize and grow each account.
Discovery and Diagnosis:

You run insight-driven conversations with clients to understand the business objective behind each request, assess account health, and uncover challenges Toptal can solve. Account Planning:

You build and execute proactive account plans that connect each client’s business goals to the right Toptal offering, with clear next steps, timing, and expansion targets.
You expand accounts across Toptal’s full portfolio, including specialized talent, HireGlobal for global hiring and payroll, and our AI-driven, platform-powered services offerings, positioning Toptal as a strategic partner rather than a single-transaction talent vendor.
Qualify, Manage, and Win Expansion:

You own expansion from identification through qualification, proposal, negotiation, and close across departments, projects, and offerings. You maintain accurate pipeline and forecast data in Salesforce (SFDC).
Uncover Value Early:

You monitor demand signals and platform data to offer “uncovered value,” identifying needs before the client voices them, and you use outreach and engagement campaigns, including Salesloft cadences, to educate clients on Toptal’s full breadth of services.
You stay close to active work, address concerns with a client-first mindset, and partner with Talent Operations and Delivery, who execute the work, to keep engagements on track so that retention is earned through results.
You partner with Talent Operations, Delivery, HireGlobal, and services experts to bring the right expertise into an account at the right moment. Meet colleagues across Customer, Talent Operations, Delivery, and HireGlobal to begin your onboarding journey.
Listen to recorded client calls and identify what the Account Manager did well and what they missed.
Complete our personalized sales and vertical-specific training, demonstrating fluency in our full range of talent, HireGlobal, and services offerings, including mock calls and role-play scenarios.
Begin joining client calls, learning who the business partners are on both sides of each relationship and where Toptal can help them grow.
Review and prioritize your portfolio, and draft an initial account plan for each of your accounts.
Complete all onboarding and portfolio transitions, and establish yourself as the primary point of contact for your accounts through introduction and discovery calls.
Establish a working cadence with key clients and with the team members supporting those accounts, while exercising discretion and independent judgment. Run account health check-ins that surface at least one new business need beyond the client’s original request.
Build a qualified expansion pipeline across your portfolio based on priority account plans with consistently high-performing call-quality metrics and accurate forecasts maintained in SFDC.
Execute your account plans and consistently meet or exceed your defined revenue and expansion metrics, with a clear pattern of organic growth across your portfolio.
Expand the scope of engagements to include new departments, projects, and offerings, including HireGlobal and services opportunities.
Demonstrate portfolio net revenue growth through sustained retention and expansion performance, with a consistent qualified pipeline of new opportunities across your accounts.
Be a trusted advisor to your clients, and a reference point for the team on maintaining forecast accuracy, account planning excellence, and on positioning the full Toptal portfolio.
Mentor new team members, sharing best practices on Toptal’s model and on moving from transactional to consultative account management.
Position yourself for senior-level partnership responsibilities.
Bachelor’s degree is required.
~3+ years of B2B account management or sales experience, with a demonstrated history of meeting or exceeding revenue-based quotas.
~1+ years of experience in a software consulting or tech sales role, with proficiency navigating the software project lifecycle.
~ Demonstrated experience growing and retaining existing client accounts, including proactively creating and closing expansion opportunities, reaching new decision makers, and connecting new business needs to additional solutions.
~ Experience managing a portfolio of accounts in parallel and maintaining momentum while other teams complete necessary work.
~ Ability to translate a client’s business objectives into recommendations and actionable project scopes that demonstrate Toptal’s value.
~ Experience maintaining accurate pipeline, forecast, and account data in a CRM.
~ Ability to work and thrive in a fast-paced, rapidly growing company, managing a diverse array of clients and competing deadlines. Exceptional time management is key to success in this role.

Exposure to a named sales methodology, such as MEDDPICC, Challenger, SPIN, Sandler, or similar.
Experience selling more than one product or service line into the same account.
Familiarity with global hiring, EOR, or payroll concepts.
Fluency with modern sales tooling, including AI-assisted research, call review, and CRM workflows.
You can hold a credible conversation with a founder or business owner about growth, hiring, cost, and risk, and connect what you sell to what they are trying to achieve.
You see beyond the single engagement and can position specialized talent, HireGlobal, and services offerings as parts of one growth plan.
Account discipline.

You bring consistent, disciplined account management and process adherence, including rigorous SFDC hygiene, to execute account strategies and long-term growth.
You want to exceed targets, not just meet them.
You work as a team within Toptal and within client accounts, and you don’t take yourself too seriously. We are a high-performance team that values authenticity and wit.
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
For candidates who meet the qualifications and job requirements listed above, 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. 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.
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