Client Advisor (Sales) - Small & Medium Businesses

Our Client Advisors turn inbound interest from small- and medium-sized businesses into Toptal clients. You will be the first conversation a prospective client has with Toptal. You will respond to immediate-assistance requests within five minutes, quickly understand the business problem behind the request, connect necessary Toptal specialists, and help guide the client forward through the sales process.

You will need to do a great deal in a short conversation: establish trust, diagnose the need, recognize relevant opportunities, explain Toptal’s value proposition, address concerns, and convert the business to sale. This is a high-energy, consultative sales role at inbound velocity where excellence means running a high volume of first conversations, asking better questions than the client expected, and constantly building momentum along the right Toptal offering path.

You will need to bring clarity and articulate value across Toptal’s full portfolio: specialized talent, global hiring and payroll through HireGlobal, and our AI-driven, platform-powered, outcome-focused services offerings.

Your ownership continues after the first call. You will represent the client through technical stages, keep them engaged between conversations, and resolve issues that slow a decision. You will manage those active opportunities alongside new incoming inquiries, knowing when to bring in specialists for deeper expertise.

The ideal candidate is ambitious, competitive, driven by client service, and pairs curiosity about how businesses work with a drive to build consultative selling skills in a fast-paced environment.

Responsibilities:

• Discovery and Diagnosis: Run high-energy, open-ended discovery on every inbound conversation. Establish rapport, understand the client’s prompt, and uncover the business objective behind the stated request. Build sales momentum to keep clients engaged, earning the right to recommend before you recommend.
• Qualify, Manage, and Win the Opportunity: Identify what drives the need, assess real opportunity, identify key metrics for the client, and determine decision-makers. Explain why the relevant Toptal offering fits, address concerns, and ask for commitment. Manage deal cycles from discovery through close and maintain accurate pipeline and forecast data in the CRM.
• Own Progress After the Call: Give specialists clear accounts of client needs, stay close during technical resolutions, and keep clients engaged through the next decision. Maintain clear next steps, timing, and blockers for each active opportunity while responding to new inbound requests.
• Portfolio Selling: Understand the client’s broader growth plans, including global hiring, EOR and payroll needs, marketing and sales growth, financial, and technology challenges, and position Toptal as a strategic partner.
• Client Experience: Execute a client-centric approach across every interaction during working hours. Conduct rapid research on clients before outreach, ask focused questions to fill gaps, and stay current on industry trends and competitive landscapes to bring a point of view to the conversation.
• Collaboration: Work with your team and cross-functional partners (matching, delivery, HireGlobal, and Toptal’s service offerings experts) to respond promptly to high-volume inbound inquiries and bring the right expertise into a deal at the right moment. Clear communication over Zoom and Slack is critical.
• Growth and Development: Review your own calls, seek and act on feedback, and contribute learnings back to the team.

In the First Week:

• Onboard and integrate into Toptal.
• Learn Toptal’s model, team members, and story.
• Begin 1-1 sales training covering value proposition, discovery framework, sales process, and delivery method.
• Become acquainted with cross-functional teams to close new business.
• Listen to recorded client calls and identify strengths and missed opportunities.

In the First Month:

• Complete personalized sales training program, including mock calls and role-play scenarios.
• Run an inbound conversation independently: identify client’s need, explain relevant offering and value proposition, handle common concerns, and ask for commitment.
• Prepare clear briefs to bring necessary specialist teams into opportunities.
• Begin closing new business with discretion and independent judgment.

In the First Three Months:

• Be fully ramped and integrated into the team.
• Complete additional vertical-specific training.
• Manage incoming leads alongside active opportunities, keep clients engaged through technical stages, and deliver against conversion and conversation-quality targets.
• Maintain a healthy, accurately forecasted pipeline.

In the First Six Months:

• Have a solid history of claiming and closing new business by consistently meeting or exceeding sales and quality expectations.
• Identify where opportunities lose momentum and improve follow-through using evidence from your work.
• Suggest process improvement areas to increase team efficiency and effectiveness.

In the First Year:

• Mentor new team members, helping them learn the model and pass along methodologies.
• Demonstrate sustained sales and quality performance across initial conversion and continued partnership opportunities.
• Become a reference point for the team on discovery quality and positioning the full Toptal portfolio.
• Become a productive, collaborative, and consistent contributor to the team.

Required Qualifications:

• 2–3 years of B2B sales experience (Account Executive, Inside Sales, Sales Development, Account Representative, or related role).
• Demonstrated experience converting inbound opportunities into paying customers at scale, owning the sale from first call to close.
• Experience coordinating parallel sales opportunities and maintaining sales momentum while other teams complete necessary work.
• Outstanding written and verbal communication skills.
• Full availability during working hours to take client calls.
• Ability to work and thrive in a fast-paced, rapidly growing company, managing a high volume of clients alongside competing deadlines.
• Exceptional time management is key to success in this role.

Preferred Qualifications:

• Software, tech, or professional-services sales experience.
• Exposure to a named sales methodology (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.

Core Competencies:

• Consultative discovery. Ask open-ended questions, listen for unspoken needs, and diagnose before prescribing. Comfortable sitting in a question rather than rushing to a pitch.
• Qualification discipline. Know the difference between interest and intent. Articulate why a deal will close, who will sign, and what happens if the client does nothing.
• Business acumen. Hold credible conversations with founders or business owners about growth, hiring, cost, and risk, connecting what you sell to their goals.
• Point of view. Bring insight to the conversation. Willingly reframe a client’s thinking when their stated request isn’t the best path to their goal.
• Client-centricity. Uncover and resolve client issues through value-based selling, and be direct about fit when Toptal isn’t the right answer.
• Will to win. Naturally competitive and looking to exceed quota, not just meet it. Base salary plus uncapped commission.
• Learn-it-all mindset. Constantly seek feedback from peers and leaders, review your own calls, and share learnings with the team.
• Ownership. Operate as a self-directed individual contributor who takes full accountability for your pipeline and results, while collaborating effectively with cross-functional partners.