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.

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.

• 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.

• Onboard and integrate into Toptal.
• Meet colleagues in our Customer, Talent, and Operational teams to begin your onboarding journey at Toptal.

• 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.

• Complete all…