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:
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 objectives.
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 growth.
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 initiatives.
This is a remote position. We do not offer visa sponsorship or assistance. 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.
- 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 of 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 technical 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 and talent.
- Partner with Talent Operations and Delivery teams to resolve escalations, manage contract renewals, and ensure the successful execution of client engagements.
- Maintain rigorous Salesforce (SFDC) hygiene, ensuring pipeline accuracy, contact management, and diligent tracking of all account activities and revenue.
- Stay current on industry trends and emerging technologies to provide clients with best-practice recommendations that reinforce Toptal’s position as a trusted partner.
- Actively monitor demand signals and platform data to proactively offer “uncovered value,” identifying needs before the client explicitly voices 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.
In the first week, expect to:
- Onboard and integrate into Toptal.
- Meet colleagues in our Customer, Talent, and Operational teams to begin your onboarding journey at Toptal.
In the first month, expect to:
- Complete Toptal’s personalized sales and vertical-specific training, mastering our full range of talent and managed service offerings.
- Start engaging in client calls, understanding the business partners involved in the relationship on both sides, and identifying where we can help partner companies grow.
In the first three months, expect to:
- Complete all onboarding and portfolio transitions, establishing yourself as the primary point of contact for your accounts through introduction and discovery calls.
- Establish a working cadence with key clients, business partners, and team members in these accounts, while exercising discretion and independent judgment.
- Quarterback the full lifecycle of account activities—from qualifying new needs and project staffing to providing delivery oversight and ensuring client satisfaction.
- Uncover new opportunities with clients that result in revenue-generating engagements for Toptal.
In the first six months, expect to:
- Execute on your strategic account plans to establish a clear pattern of organic business growth and revenue expansion.
- Expand the scope of engagements for all accounts to incorporate new verticals and new projects.
- Establish a clear pattern of business growth across your account portfolio.
In the first year, expect to:
- Achieve “Trusted Advisor” status with your clients, evidenced by high retention rates and a consistent pipeline of new opportunities.
- Begin to mentor newer team members, sharing best practices on Toptal’s model and how to effectively transition from transactional to consultative account management.
- Continue to utilize the full suite of Toptal’s capabilities to accelerate growth and position yourself for senior-level partnership responsibilities.
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 translate client business objectives into strategic solutions and actionable project scopes that demonstrate Toptal’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 professional 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 strategic partner.
- Competitive. Competitive with yourself to be a better version than you were 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 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 a grounded personality—we are a high-performance team that values authenticity and wit.
- 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.
- 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.
