Now hiring
Client Partner, Enterprise Account Management
Now hiring

Client Partner, Enterprise 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 over 40% year-over-year growth, Toptal is the largest fully distributed workforce in the world.

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

Position Description

As a result of the new way of working caused by today’s uncertain times, Toptal has maintained its position as the world’s fastest-growing and largest fully distributed network of highly skilled business, design, and technical talent across 100+ countries. Our Enterprise team is still experiencing double-digit growth, and we are seeking Client Partners to service, expand, and retain some of Toptal’s most high-value clients. Become a part of our incredible growth, help the world’s top companies change the way they build teams, and enjoy the flexibility that our 100% remote model provides!

This is a remote position that can be done from anywhere in North America. Due to the remote nature of this role, we are unable to provide visa sponsorship. Resumes and communication must be submitted in English.

Responsibilities:

  • Client Development: Create and execute plans that lead to long term account expansion, ensure the profitability and stability of your portfolio, proactively identify new revenue streams, and strengthen relationships by introducing Toptal’s offerings to new divisions within existing accounts.
  • Sales: Effectively target buyers and use a consultative approach to surface unstated needs beyond an initial request and develop comprehensive solutions.
  • Account Management: Execute on tactical points of account management including project staffing oversight, partnering with Toptal’s legal team to ensure the correct service agreements are in place, and staying ahead of billing issues to ensure all payments are collected in a timely manner.
  • Delivery Management: Overall accountability for delivery and services within your portfolio. Advises clients on how to engage Toptal at scale and establish us as a strategic partner.
  • Team: Lead by example, mentor junior team members, and provide instant, relevant feedback on areas of improvement for processes and performance.

In the first week, expect to:

  • Onboard and integrate into Toptal.
  • Learn Toptal’s model, our value proposition, and our story.
  • Learn our operating model, delivery method, and sales process.

In the first month, expect to:

  • Complete our personalized sales training program, complete with mock calls and role-play scenarios.
  • Work with your team lead to identify the right mix of clients for your portfolio.
  • Begin to meet with clients, articulate our value proposition, and identify where we can help organizations in your target portfolio.

In the first three months, expect to:

  • Establish a working cadence with key clients, partners, and team members in your portfolio.
  • Provide delivery oversight for all work on your accounts, ensure customer satisfaction, and support the talent working wi th your customers.
  • Connect the world’s best companies with the world’s best talent. You will work collaboratively with clients to help them engage Toptal’s engineering, design, and finance specialists to drive successful outcomes for their organization.
  • Develop account plans for key accounts.

In the first six months, expect to:

  • Build upon your existing client relationships and execute account plans.
  • Begin to expand the scope of engagement at all of your accounts, introducing new capabilities and offerings to your clients, while also increasing the scale of involvement at your accounts.

In the first year, expect to:

  • Have built a portfolio of incredible accounts with a track record of successful delivery, satisfied clients, and happy team members.
  • Begin to mentor new members of the team, helping them learn about Toptal, our model, and how we connect our clients to the world’s top talent.
  • Continue to expand your portfolio of accounts, accelerate growth in existing accounts, and demonstrate the full suite of capabilities Toptal has to offer.

Requirements:

  • 5+ years of successful technical account management expertise developed at a technology-focused management consulting and/or professional services organization.
  • Experience with complex enterprise digital transformation initiatives.
  • Successful portfolio management experience with a history of exceeding revenue goals.
  • Skilled in negotiating service agreements and closing deals from the driver’s seat.
  • Must excel at relationship building, relationship selling, and influencing at the C-level.
  • Able to share stories that highlight how you lead by example and thrive in team environments.
For Toptal Use Only: #LI-DNI

Who You Will Work With

Nick Sarno

Nick Sarno

Regional Director

As one of Toptal's Enterprise Regional Directors, Nick leads Toptal's Enterprise business in the Northeast United States. He enables Toptal's clients to bridge talent gaps and achieve their strategic technological vision through Toptal's elite on-demand talent network. Nick brings over fifteen years of consulting experience to understanding client needs and guiding them to achieve their initiatives. Before Toptal, Nick served in sales leadership and account and delivery leadership roles at Deloitte and other firms, where he helped drive successful outcomes for enterprise and mid-tier clients. Nick holds a bachelor's degree from Boston College and an MBA from American University. Outside of the office, Nick can be found on the water or the golf course.

Veda Paruchuri

Veda Paruchuri

Regional Director

As one of Toptal's Enterprise Regional Directors, Veda leads Toptal's Enterprise business in the North-Central US. She enables Toptal's clients to bridge talent gaps and achieve their strategic technology vision through Toptal's elite on-demand talent network. Veda brings over twenty years of consulting experience to understand client needs and guide them in achieving their initiatives. Before Toptal, Veda served in account and delivery leadership roles at Accenture, where she helped drive successful outcomes for enterprise clients. Veda holds a Bachelor's in Engineering from BITS Pilani, one of the top engineering schools in India.

Sean Middleton

Sean Middleton

Chief Revenue Officer

As Toptal's Chief Revenue Officer, Sean is responsible for strategy, sales, and client success. He works closely with the executive team to ensure their growing client portfolio has access to the best talent in the world. Before joining Toptal, Sean spent ten years at Cognizant, where he played various roles, including President of their new Accelerator business division and COO of their Digital Business transformation service line. Sean earned a BS in Computer Science from Cornell University and an MBA from the Wharton School at the University of Pennsylvania.

View the Whole Team

Working at Toptal

We're changing the way the world works. Toptal is not only a place to progress your career and design your own lifestyle, but also a company where you'll learn how to develop innovations that push business and technology forward.
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Think you’re a fit? Apply below:

Our team reviews every application. We will reach out to set up an interview if we feel you are a great fit.
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Working at Toptal has been the best experience of my career. Every day I'm surrounded by intelligent, thoughtful, and hard-working colleagues that push me to be better.

Jordan Lyons

SEO Manager