Client Advisor (Sales) - Remote

Job Summary: Our Client Advisors convert inbound interest from small- and medium-sized businesses into Toptal clients. You will be the first point of contact, responding to requests within five minutes, diagnosing business problems, connecting the right Toptal specialists, and guiding clients through the sales process.

This role requires high-energy consultative selling, handling 5+ minutes conversations per inquiry, asking insightful questions, and driving momentum toward Toptal’s full portfolio of services, including specialized talent, global hiring (HireGlobal), and AI-driven solutions.

Ownership extends beyond the first call: you’ll manage technical stages, keep clients engaged, and resolve blockers. Ideal candidates are ambitious, competitive, and driven by client service with a genuine curiosity about business growth.

This is a remote position with no visa sponsorship. Resumes and communication must be in English.

Responsibilities:

• Discovery and Diagnosis: Run high-energy, open-ended discovery to establish rapport, uncover business objectives, and build sales momentum.
• Qualify, Manage, and Win: Identify client needs, metrics, decision-makers, and fit for Toptal’s offerings. Manage deal cycles from discovery to close, maintaining accurate CRM data.
• Post-Call Ownership: Brief specialists, stay engaged with clients during technical stages, and resolve blockers while managing new inquiries.
• Portfolio Selling: Understand clients’ broader growth plans (hiring, EOR, payroll, marketing, tech) and position Toptal as a strategic partner.
• Client Experience: Execute client-centric outreach during working hours, conduct rapid research, and stay current on industry trends.
• Collaboration: Work with cross-functional teams (matching, delivery, HireGlobal) via Zoom/Slack to bring expertise to deals.
• Growth and Development: Review calls, seek feedback, and share learnings with the team.

Onboarding Timeline:

• First Week: Onboard, learn Toptal’s model, complete 1:1 sales training, and review recorded calls.
• First Month: Complete training, run independent inbound conversations, prepare specialist briefs, and begin closing business.
• First Three Months: Fully ramped, manage leads/opportunities, and maintain a healthy pipeline.
• First Six Months: Meet/exceed sales targets, improve follow-through, and suggest process improvements.
• First Year: Mentor new hires, sustain performance, and become a team reference on discovery and portfolio positioning.

Required Qualifications:

• 2–3 years of B2B sales experience (Account Executive, Inside Sales, etc.).
• Proven track record of converting inbound leads at scale, owning sales from first call to close.
• Experience managing parallel opportunities and maintaining momentum.
• Exceptional written/verbal communication skills.
• Full availability during working hours for client calls.
• Ability to thrive in a fast-paced, high-volume environment.

Preferred Qualifications:

• Sales experience in software, tech, or professional services.
• Familiarity with sales methodologies (MEDDPICC, Challenger, SPIN).
• Experience selling multiple service lines to the same account.
• Knowledge of global hiring, EOR, or payroll concepts.
• Fluency with modern sales tools (AI research, CRM workflows).

Core Competencies:

• Consultative discovery: Ask open-ended questions, diagnose needs before pitching.
• Qualification discipline: Differentiate between interest and intent; articulate deal closure logic.
• Business acumen: Hold credible conversations with founders about growth, hiring, cost, and risk.
• Point of view: Bring insights to reframe client thinking when needed.
• Client-centricity: Resolve issues through value-based selling; be direct about fit.
• Will to win: Competitive mindset; base salary + uncapped commissions.
• Learn-it-all mindset: Seek feedback, review calls, and share learnings.
• Ownership: Self-directed with accountability for pipeline and results.

Essential Functions:

• Attend virtual team meetings on camera.
• Work independently with minimal supervision.
• Use digital collaboration tools.
• Prioritize and self-manage workflows.