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 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 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 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 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 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 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, including 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: a self‑starter who believes in extreme ownership, uses multiple means of communication and proactive outreach to engage clients, and analyzes their trajectory to identify gaps, needs and roadblocks before they occur. Critical thinker: 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. Collaborative: nothing we do is done in isolation; success at Toptal is determined by working as a team within Toptal and within client accounts. Self‑motivated, quick‑thinking, with excellent time‑management skills to thrive in a fast‑paced, growing environment. Outstanding written and verbal communication skills. Regular or periodic travel to meet and engage with Toptal clients and customers inside and outside of your geographic location. World‑class individual contributor—able to thrive in Toptal’s culture; will not be there just to give instructions. #J-18808-Ljbffr