SMB Sales Development Representative - US-Based

Toptal

1d•Remote

About The Position

Toptal is hiring a remote SMB Sales Development Representative to drive growth by opening opportunities with small and midsize businesses and reactivating clients who have gone quiet. The role works across three motions: cold outreach to a prioritized list of companies with $5 million to $300 million in annual revenue, reactivation of dormant clients, and follow-up calls to prospects who missed a scheduled Client Advisor call. The SDR identifies and qualifies prospects, nurtures relationships, and schedules qualified meetings for the SMB sales team. The SDR is a first point of contact for future SMB clients, leading conversations, explaining Toptal’s perspective on innovation and talent, and exploring client needs. The role works closely with SMB outbound Account Executives, Account Managers, Client Advisors, and other team members. Account Executives close sourced opportunities; Account Managers take over accounts once an engagement begins. The position requires independent work, sound judgment, strong communication and collaboration, and openness to feedback and continued improvement. The first-week onboarding covers Toptal’s model, value proposition, sales process, and the SDR function. During the first month, the SDR completes sales training, learns the CRM and outreach tools, joins a pod, and begins working a prioritized account list. In the first three months, the SDR is expected to complete ramp-up and meet activity, Sales Accepted Lead, and pipeline objectives. By six months, the SDR is expected to meet fully ramped quotas, assist with onboarding new SDRs, and help improve demand generation. Within the first year, the SDR is expected to build a portfolio of new and reactivated accounts and mentor new team members. This is a remote position. Applicants must be authorized to work in the United States at the time of hire; visa sponsorship or assistance is not offered. Resumes and communication must be submitted in English. The role is classified as full-time and exempt. Compensation includes a base salary and eligibility for monthly commissions based on sales development results. Individual pay depends on work location and factors including job-related skills, experience, and relevant education or training.

Requirements

Bachelor’s degree required.
1 to 3 years of experience as an SDR or outbound Account Executive in SMB or midmarket sales.
Broad understanding of business challenges faced by small and midsize businesses.
Critical-thinking skills to identify opportunities from target accounts, dormant clients, and missed-call leads.
Perseverance and ability to persist toward goals despite rejection and setbacks.
Curiosity about people, their problems, companies, and industries.
Ability to understand sophisticated and potentially technical issues and explain them to clients.
Strong motivation and commitment to personal and professional improvement.
Resourcefulness, initiative, and ability to take ownership of a portion of the business.
Ability to follow a process while being creative and proactive in pursuing Toptal’s mission.
Ability to follow up quickly on leads, reactivations, and missed calls in a fast-moving SMB sales environment.
Outstanding written and verbal communication skills across varied personality types, roles, and geographies.
Ability to work effectively as part of a team within Toptal and client accounts.
Ownership of accounts, successes, and failures.
Problem-solving skills and ability to persist through challenges.
Ability to prioritize accounts and execute according to associated timelines.
Ability to work in a fast-paced, rapidly growing company and manage varied challenges, deadlines, and contacts.
Ability to thrive as a world-class individual contributor rather than focusing on directing others.
Ability to work independently with minimal supervision and self-manage workflows and deadlines.
Ability to attend scheduled virtual team meetings on camera and use required digital collaboration tools.
Authorization to work in the United States at the time of hire; visa sponsorship or assistance is not offered.
Submit resumes and communication in English.

Responsibilities

Exercise discretion and independent judgment.
Understand current and future demand across SMB and midmarket segments, and support and educate the sales force to position Toptal and win new business.
Lead client conversations, present Toptal’s perspective on innovation and talent, and ask exploratory questions to understand client needs.
Generate leads and cold-call prioritized companies with $5 million to $300 million in annual revenue; prospect, educate, qualify, and develop sales-ready leads and opportunities.
Explain Toptal’s vision, identify opportunities, and generate interest among prospective clients.
Reactivate dormant client relationships by reaching out, booking meetings, and bringing clients back when they have not restarted an engagement with their Account Manager.
Call prospects who missed a scheduled Client Advisor call, beginning seven days after the missed call, and book a new meeting.
Research clients and stay informed about industry trends to build rapport and develop client and industry knowledge.
Collaborate with SMB outbound Account Executives, Account Managers, Client Advisors, and teammates to pursue opportunities, recommend follow-up actions, and schedule qualified meetings.
Communicate and collaborate with the team using Zoom and Slack.
Receive and implement feedback, contribute to individual and team improvement, and help evolve demand generation strategy and tactics.
Complete onboarding and sales training, learn Toptal’s sales process, and use Salesforce.com and the designated outreach and productivity tools.
Meet activity, Sales Accepted Lead, pipeline, and fully ramped quota objectives; maintain excellent data integrity in Salesforce.com.
Assist with training and onboarding new SDRs and mentor new team members.
Build new and existing client relationships, execute account plans, and experiment with new lead and demand generation activities.
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.