SMB Account Manager - US-Based

Toptal

3d • Remote

About The Position

Toptal is seeking a US-based SMB Account Manager to grow and retain small- and medium-sized business clients. The Account Manager owns a portfolio of high-value accounts, serves as each client’s primary point of contact and trusted advisor, and proactively expands relationships across Toptal’s offerings, including specialized talent, HireGlobal global hiring and payroll, and AI-driven, platform-powered services. This is a consultative growth role focused on understanding clients’ business objectives, uncovering needs, building account plans, and turning successful engagements into broader partnerships.

The Account Manager owns the client lifecycle, guides clients through active projects, responds to concerns, and collaborates with Talent Operations, Delivery, HireGlobal, Client Experience, and services experts. The role is remote and requires authorization to work in the US at the time of hire; visa sponsorship or assistance is not offered. Compensation includes base salary and eligibility for monthly commissions based on revenue generated from engagements sold. Individual pay depends on work location and job-related factors, including skills, experience, education, and training.

Requirements

• Bachelor’s degree.
• At least 3 years of B2B account management or sales experience, with a demonstrated history of meeting or exceeding revenue-based quotas.
• At least 1 year of experience in software consulting or tech sales, with proficiency navigating the software project lifecycle.
• Demonstrated experience growing and retaining existing client accounts, creating and closing expansion opportunities, reaching new decision makers, and connecting business needs to additional solutions.
• Experience managing a portfolio of accounts in parallel while maintaining momentum as other teams complete necessary work.
• Ability to translate client business objectives into recommendations and actionable project scopes that demonstrate value.
• Experience maintaining accurate pipeline, forecast, and account data in a CRM.
• Outstanding written and verbal communication skills.
• Ability to thrive in a fast-paced, rapidly growing company while managing diverse clients and competing deadlines; strong time management is required.
• Authorization to work in the US at the time of hire; Toptal does not offer visa sponsorship or assistance.
• Ability to communicate clearly over Zoom and Slack.

Nice To Haves

• Exposure to a named sales methodology such as MEDDPICC, Challenger, SPIN, Sandler, or similar.
• Experience selling more than one product or service line into the same account.
• Familiarity with global hiring, EOR, or payroll concepts.
• Fluency with modern sales tooling, including AI-assisted research, call review, and CRM workflows.

Responsibilities

• Own a portfolio of SMB accounts as their dedicated advisor and primary point of contact, with responsibility for retention, growth, and client success.
• Conduct insight-driven discovery conversations to understand client business objectives, assess account health, and identify challenges Toptal can address.
• Create and execute proactive account plans that connect client goals to Toptal offerings, with clear next steps, timing, and expansion targets.
• Expand accounts across specialized talent, HireGlobal, and Toptal services offerings, positioning Toptal as a strategic partner.
• Manage expansion opportunities from identification and qualification through proposal, negotiation, and close; collaborate with internal specialists for expertise and scoping.
• Maintain accurate pipeline, forecast, and account data in Salesforce (SFDC).
• Monitor demand signals and platform data to identify client needs early, and use outreach and engagement campaigns, including Salesloft cadences, to educate clients about Toptal’s services.
• Own the client experience from kickoff onward, stay close to active engagements, address concerns, and partner with Talent Operations and Delivery to keep work on track.
• Serve as the first responder to client issues, resolve concerns where possible, and escalate issues to Client Experience when needed.
• Coordinate with Talent Operations, Delivery, HireGlobal, and services experts to bring appropriate expertise into client accounts.
• Review personal calls, seek and act on feedback, and share learning with the team.
• Complete onboarding and training, prioritize the account portfolio, develop account plans, and establish client relationships and working cadences.
• Build a qualified expansion pipeline, meet or exceed revenue and expansion metrics, and achieve portfolio net revenue growth through retention and expansion.
• Mentor new team members and share best practices in account management and positioning Toptal’s offerings.
• Regularly and reliably attend scheduled virtual team meetings on camera.
• Work independently with minimal supervision, use required digital collaboration tools, and prioritize and self-manage workflows and deadlines.

Benefits

• 401(k) retirement plan participation
• Medical, dental, and vision health insurance plans
• Basic life insurance coverage
• Short-term and long-term disability coverage
• Flexible spending, dependent care, and health savings accounts
• Access to telehealth virtual doctors
• Employee assistance program
• Flexible paid time off
• Base salary and eligibility for monthly commissions based on revenue generated from engagements sold

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level