Account Manager

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 combine the best elements of virtual teams 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 growing portfolio of accounts, serving as a dedicated advisor and key driver of client success. This proactive, growth‑oriented role requires understanding the “why” behind a client’s needs, uncovering new opportunities, and delivering high‑impact talent solutions that help clients scale and achieve their business objectives.

You will diagnose client challenges, identify expansion opportunities across departments and project types, and 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.

This is a remote position. We do not offer visa sponsorship. Applicants must be authorized to work in the US at the time of hire. 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 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.

Qualifications

3+ years of experience in an Account Management role with a demonstrated history of exceeding revenue‑based quotas and fostering positive client relationships.

1+ years of experience in software consulting or tech sales, demonstrating proficiency in navigating the software project management lifecycle.

Comprehensive ability to translate client business objectives into strategic solutions and actionable project scopes that demonstrate Toptal’s value.

Client‑centric mindset and commitment to building strong relationships, striving for client success in all aspects of the engagement.

Growth mindset with a continual desire to learn, improve skills, and seek coaching to realize personal and professional growth.

Proactive self‑starter who takes extreme ownership, uses multiple communication channels, and anticipates client needs before they surface.

Critical thinker with the ability to analyze technical and operational bottlenecks and propose high‑impact talent solutions.

Competitive drive to outperform oneself and achieve better results over time.

Commitment to disciplined, consistent account management and adherence to processes required for long‑term growth.

Optimistic and ambitious in the face of change, promoting new sales offerings, updating strategies, and meeting challenging targets.

Collaborative team player who works seamlessly with internal teams and client accounts.

Self‑motivated, quick‑thinking, and able to thrive in a fast‑paced work environment with outstanding time‑management skills.

Sense of humor and grounded personality; valued for authenticity and wit in a high‑performance team.

Up to 25% travel, primarily for client‑facing meetings and events.

Outstanding written and verbal communication skills.

Essential Job Functions

Regularly and reliably attend scheduled virtual team meetings on camera.

Work independently with minimal supervision.

Use all required digital collaboration tools.

Prioritize and self‑manage workflows and deadlines.

US FLSA Classification: Full‑Time/Exempt. This position receives a base salary and is also eligible to earn monthly commissions based on revenue generated from engagements sold. Pay is determined by work location, job‑related skills, experience, and education.

Benefits: Participation in a 401(k) retirement plan; medical, dental, and vision health insurance plans; basic life insurance coverage and short‑term and long‑term disability coverage; access to flexible spending, dependent care, and health savings accounts; access to telehealth virtual doctors; an employee assistance program; and flexible paid time off.

Applications are accepted on an ongoing basis.

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