SMB Account Executive
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:
Want to make an impact by innovating how top global companies build teams and adapt to the Future of Work? As an Account Executive, you’ll have the opportunity to target and close net new accounts, as well as re-engage dormant accounts. Success in this role comes from your skills in researching potential customers, strategically engaging them, aligning Toptal’s value with their needs, and consistently closing new business. This is a full sales cycle role, which means you will be responsible for setting your own meetings through your prospecting and outreach.
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.
- Prospect, educate, qualify, and close leads and opportunities by engaging dormant accounts and performing lead-generation activities into new targeted accounts. Additionally, manage inbound leads, as required.
- Conduct outbound prospecting via phone, email, and LinkedIn to convey Toptal’s vision, identify opportunities, present Toptal’s value proposition, and secure new business.
- Effectively manage the sales funnel to optimize lead progression, coordinate communication among various stakeholders, and diligently follow up on accounts to nurture leads toward conversion.
- As you become more comfortable in the role, you’ll help evolve our demand generation strategy and tactics.
In the first week, expect to:
- Onboard and integrate into Toptal.
- Learn Toptal’s model, our value proposition, and our story.
- Work with cross-functional teams to understand how you can utilize our incredible global team to build client relationships and drive success.
- Learn the breadth of Toptal’s impact on the world’s largest companies.
- Grasp the importance of the outbound function to the success of growing Toptal.
- Understand our sales method and our selling process to set you up for success.
In the first month, expect to:
- Complete our personalized sales training program, complete with mock calls, cold calls, and role-play scenarios.
- Learn how to use outreach tools (SalesLoft, Zoominfo, SalesNavigator).
- Learn the process for outreach, including calling, emailing, and LinkedIn messaging. Implement an outreach process and hit 1-month objectives.
- Learn how to analyze industry drivers, business problems, and target buyers.
In the first three months, expect to:
- Uncover new opportunities with existing accounts and target accounts that result in revenue-generating engagements for Toptal.
- Hit call/email quotas and fully ramped objectives.
- Become proficient in using our SaaS tools.
- Learn how to maintain excellent data integrity in Salesforce.com.
In the first six months, expect to:
- Continuously hit fully ramped quotas and objectives.
- Assist with training and onboarding new Account Executives.
- Build new and existing client relationships, expand Toptal’s partnership with new and existing clients.
- Suggest, implement and experiment with new lead and demand generation activities.
In the first year, expect to:
- Have closed multiple net new accounts from the strategic account list, while exercising discretion and independent judgment.
- Become a mentor to new members of the team, helping them learn about Toptal, our model, and how proper business development practices can improve relationships and increase revenue.
- Consistently maintain a high level of success by meeting and exceeding 100% of monthly and quarterly key performance indicators and targets.
- Establish a career path for advancement.
Qualifications and Job Requirements:
- Bachelor’s degree is required.
- The ideal candidate will bring at least 1 year of closing experience.
- You are persistent. Being rejected by prospective clients can be a common occurrence in this role. You must have the ability to take those in stride and persist despite setbacks. Being enthusiastic, ambitious, and having a positive mindset will play a key role in your success.
- You are naturally curious. You have a strong desire to understand people, their problems, companies, and industries. If/when you come across a complex issue, you can understand and explain them to clients.
- You thrive with autonomy and ownership. We’re looking for someone who can be held accountable for leading their portion of the business. To succeed at Toptal, you need to be a world-class individual contributor. Part of this includes being able to take ownership of your accounts, successes, and failures.
- You are a go-getter. We are looking for self-starters who are passionate about hunting for new accounts and think about target accounts as their own business. You aren’t afraid to do the work required to reach your goals by following a process and being creative.
- 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 teams, after all.
- 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 also eligible to earn monthly commissions based on revenue generated from engagements sold. The US-based salary range for this full-time position is $50,000 - $60,000 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.
