Client Advisor

About Toptal 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 take the best elements of virtual teams and combine them 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 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 will mean 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. Our ideal candidate is ambitious, competitive, driven by client service, and pairs that drive with genuine curiosity about how businesses work. If you want to build real consultative selling skills in a fast-paced environment and be compensated for it, this is the team you want to be part of. This is a remote position. We do not offer visa sponsorship or assistance. Resumes and communication must be submitted in English. Responsibilities The following information is intended to describe the general nature and level of work being performed. It is not intended to be an exhaustive list of all duties, responsibilities, or required skills. • Discovery and Diagnosis: You will run high energy, open-ended discovery on every inbound conversation. You will quickly establish rapport, understand what prompted the client to reach out, and uncover the business objective behind the stated request. You will use this to build the necessary sales momentum to keep clients engaged, earning the right to recommend before you recommend. • Qualify, Manage, and Win the Opportunity: You will quickly identify what is driving the need, whether there is a real opportunity, identify the metrics that matter most to the client, and who is involved in the decision. You will explain why the relevant Toptal offering fits, address the client’s concerns, and ask for commitment. You will manage deal cycles from discovery through close and maintain accurate pipeline and forecast data in our CRM. • Own progress after the call: You will give any necessary specialists a clear account of the client’s needs and prepare them for subsequent conversations, stay close as technical questions are resolved, and keep the client engaged through the next decision. Maintain clear next steps, timing, and blockers for each active opportunity while responding to new inbound requests. • Portfolio Selling: Clients rarely arrive with their full set of needs articulated. You will be responsible for understanding the client’s broader growth plans, including global hiring, EOR and payroll needs, marketing and sales growth, financial, and technology challenges, and for positioning Toptal as a strategic partner rather than a single-transaction vendor. • Client Experience: Clients are at the heart of everything we do. You will execute a client-centric approach across every interaction during pre-defined working hours, running rapid research on clients before outreach, asking focused questions to fill the gaps, and staying current on industry trends and the competitive landscape so that you bring a point of view to the conversation. • Collaboration: You will work with your team and with cross-functional partners, including matching, delivery, HireGlobal, and Toptal’s service offerings experts, to respond promptly to high-volume inbound inquiries and to bring the right expertise into a deal at the right moment. Communicating clearly over Zoom and Slack is critical. • Growth and Development: Our SMB team improves individually and as a team. You will review your own calls, seek and act on feedback, and contribute what you learn back to the team. In the first week, expect to: • Onboard and integrate into Toptal. • Learn Toptal’s model, our team members, and our story. • Begin our 1-1 sales training covering our value proposition, discovery framework, sales process, and delivery method. • Become acquainted with the cross-functional teams you will work with to close new business. • Listen to recorded client calls and identify what the advisor did well and what they missed. In the first month, expect to: • Complete our personalized sales training program, including mock calls and role-play scenarios. • Run an inbound conversation independently: identify the client’s need, explain the 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, while exercising discretion and independent judgment. In the first three months, expect to: • 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 forecast pipeline moving through your funnel. In the first six months, expect to: • Have a solid history of claiming and closing new business by consistently meeting or exceeding both sales and quality expectations and targets. • Identify where opportunities are losing momentum and improve your follow-through using evidence from your own work. • Suggest process improvement areas to increase team efficiency and effectiveness, which may include providing consultation or advice to management on policies and procedures. In the first year, expect to: • Mentor new team members, helping them learn our model and pass along standard methodologies. • Demonstrate sustained sales and quality performance across initial conversion and continued partnership opportunities on inbound existing clients. • Be a reference point for the team on discovery quality and on 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 a 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 your 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. You ask open-ended questions, listen for what is not being said, and diagnose before you prescribe. You are comfortable sitting in a question rather than rushing to a pitch. • Qualification discipline. You know the difference between interest and intent. You can articulate why a deal will close, who will sign, and what happens if the client does nothing. • Business acumen. You can hold a credible conversation with a founder or business owner about growth, hiring, cost, and risk — and connect what you sell to what they are trying to achieve. • Point of view. You bring insight to the conversation. You are willing to respectfully reframe a client’s thinking when their stated request isn’t the best path to their goal. • Client-centricity. You uncover and resolve client issues through value-based selling, and you are direct about fit when Toptal isn’t the right answer. • Will to win. You are naturally competitive and looking to exceed quota, not just meet it. We provide a base salary plus uncapped commission, and we want our Client Advisors to make the most of it. • Learn-it-all mindset. You constantly seek feedback from peers and leaders, review your own calls, and share what you learn with the team. • Ownership. You operate as a self-directed individual contributor who takes full accountability for your pipeline and your results, while collaborating effectively with the cross-functional partners who help you win. Compensat