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 mol

d.
Job Summa

ry:
As an Account Manager for SMB, you will manage a portfolio of growing accounts, serving as a dedicated advisor and key driver of client success. This is a proactive, growth-oriented role designed for an individual who moves beyond the transactional to understand the “why” behind a client’s needs. You will be expected to uncover new opportunities and deliver high-impact talent solutions that help your clients scale and achieve their business objecti

ves.
You will leverage deep curiosity and emerging business acumen to diagnose client challenges and identify opportunities for expansion across different departments and project types. Working both independently and in coordination with Toptal’s functional teams—including Talent Operations and Delivery—you will execute account strategies that ensure an exceptional experience and drive consistent revenue gr

owth.
This is a mid-level role for an ambitious professional who excels at building relationships, solving problems, and driving mutual value through consistent engagement and a consultative approach. You will be instrumental in positioning Toptal as a trusted partner, helping our clients navigate their most important talent initia

tives.
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 E

nglish.
Responsib

ilities:
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 require

• d skills.
  Exercise discretion and independent
• judgment.Own the growth, retention and success of a diverse portfolio of SMB accounts serving as a dedicated advisor and primary point o
• f contact.Develop and execute proactive account plans that align client business goals with Toptal’s talent solutions, ensuring consistent value delivery and partnership
• expansion.Conduct regular, insight-driven check-ins with clients to gather feedback, assess health, and uncover new business challenges where Toptal can provide
• solutions.Identify and qualify expansion opportunities across different business units, using a consultative approach to recommend marketing, finance, and technica
• l experts.Execute tailored outreach and engagement campaigns—including the use of Salesloft cadences—to educate clients on Toptal’s full breadth of
• services.Provide ongoing guidance throughout the project lifecycle, addressing concerns with a client-first mindset and ensuring a seamless experience for both clients a
• nd talent.Partner with Talent Operations and Delivery teams to resolve escalations, manage contract renewals, and ensure the successful execution of client en
• gagements.Maintain rigorous Salesforce (SFDC) hygiene, ensuring pipeline accuracy, contact management, and diligent tracking of all account activities an
• d revenue.Stay current on industry trends and emerging technologies to provide clients with best-practice recommendations that reinforce Toptal’s position as a truste
• d partner.Actively monitor demand signals and platform data to proactively offer “uncovered value,” identifying needs before the client explicitly vo
• ices them.Drive mutually beneficial growth by positioning Toptal’s expertise as a solution for client-side bottlenecks, effectively upselling and cross-selling across the

portfolio.
Qualifications and Job Re

• quirements:
  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 re
• lationships.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 translate client business objectives into strategic solutions and actionable project scopes that demonstrate Top
• tal’s value.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 professi
• onal growth.Proactive. You are a self-starter who believes in extreme ownership. You use multiple means of communication and proactive outreach to engage clients. You do not wait until a client specifically states a new opportunity or potential dissatisfaction. You are proactively analyzing their trajectory, identifying gaps, needs and roadblocks before
• they occur.Critical thinker. Have the ability to think critically about a client’s technical and operational bottlenecks to propose high-impact talent solutions to drive account growth and your value as a strate
• gic partner.Competitive. Competitive with yourself to be a better version than you wer
• e yesterday.Commitment to the disciplined, consistent account management and process adherence day to day needed to execute account strategies and long-
• term growth.Optimistic and ambitious in the face of change – promoting new sales offerings, updating strategies to drive growth, and hitting challeng
• ing 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 o
• f 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 clie
• nt 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 i
• n this role.You don’t take yourself too seriously; You have a sense of humor and a grounded personality—we are a high-performance team that values authentic
• ity and wit.Regular or periodic travel to meet and engage with Toptal clients and customers both inside and outside of your geograph
• ic location.Outstanding written and verbal communica
• tion 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.Regular or periodic travel to meet and engage with Toptal clients and customers both inside and outside of your geograph
• ic location.Outstanding written and verbal communica
• tion 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.This role requires up to 25% travel, primarily for client-facing meetings and events. Travel is planned in advance whe

re possible.
Essential J

• ob 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 a

nd deadlines.
US FLSA Classification: Fu

ll-Time/Exempt
This position receives a base salary and is also eligible to earn monthly commissions based on revenue generated from engagements sold. 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 educati

on 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 flexibl