Client Sales Representative at Toptal

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.

Sales Cycle Management:

• You will be the initial face of Toptal and supporting our clients through the required sales stages. As the first point of contact and the initial ‘face’ of Toptal for new clients, you will be responsible for moving these clients forward in the sales process, starting with regularly conducting sales calls. You will be responsible for accurately articulating the benefit of Toptal to potential clients in these calls and managing deal cycles from discovery through close.

Client Experience:

• Clients are at the heart of everything we do. You will be responsible for executing upon a customer-centric approach across all of your customer interactions during pre-defined working hours. You will build rapport with our prospective clients, which will require researching clients before outreach and staying on top of industry trends and Toptal competitors.
• Collaboration with Team Members: You will collaborate with your team to promptly respond to high-volume inbound client inquiries. Communicating via Zoom and Slack is critical to maintaining a high level of collaboration and clear communication within the team.

Growth and Development:

• Our SMB sales team members always look to improve individually and as a team. Being open to and implementing feedback will be critical to achieving success in this role and at Toptal.

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 process which conveys our value proposition, sales process, and delivery method.
• Become acquainted with the cross-functional teams you will work with to close new business.

In the first month, expect to:

• Complete our personalized sales training program, including mock calls and role-play scenarios.
• Be able to accurately articulate Toptal’s value proposition and process.
• Be able to speak to incoming leads, understand the clients’ needs, overcome any objections, present the value proposition of Toptal, and close leads that are a good fit for Toptal.
• Work alongside the various business units to ensure your prospects are progressing through the funnel.
• Begin closing new business, while exercising discretion and independent judgment.

In the first three months, expect to:

• Be fully ramped up and integrated into the team.
• Complete additional vertical-specific training.
• Possess a healthy pipeline of prospects that are working through your funnel.
• Exhibit a successful track record of hitting sales goals.

In the first six months, expect to:

• Have a solid history of claiming and closing new business by consistently meeting or exceeding sales goals.
• Identify process improvement areas to help increase team efficiency and effectiveness, which may include providing consultation or advice to management on policies and procedures.
• Continue to implement sales best practices for client interactions and follow-up.

In the first year, expect to:

• Begin to mentor new members of the team, helping them learn about Toptal, our model, and pass along standard methodologies.
• Continue to gain and close new business along with managing your funnel to consistently meet and exceed sales targets.
• Become a productive, collaborative, and consistent contributor to the team.

Qualifications and Job Requirements:

• Bachelor’s degree is required.
• The ideal candidate has 1-3 years of B2B sales experience (i.e. Account Executive, Inside Sales, Outside Sales Representative, Account Representative, or related title).
• Software or tech-related sales experience and education are a plus.
• Be attentive to client needs. You will be required to be fully available during your working hours to take client calls.
• You are client-centric. You will be working with prospective clients daily, uncovering and resolving clients’ issues through value-based selling.
• Have a “will-to-win” attitude. You’re looking to not only meet but exceed your quota and are naturally competitive. We provide a base salary plus uncapped commission and want our Client Advisors to make the most out of it!
• You’re a “learn-it-all.” We are looking for someone who is always looking to grow, strives for improvement, and constantly seeks feedback from peers/ leaders. Even as an individual contributor, you seek to share and gain knowledge from those around you.
• Ability to collaborate effectively with your team members.
• Outstanding written and verbal communication skills.
• Ability to work and thrive in a fast-paced, rapidly growing company and handle a wide variety of challenges, deadlines, and a diverse array of contacts. We move quickly, so having exceptional time management skills and the ability to manage a high volume of clients is key to being successful in this role.
• You must be a world-class individual contributor to thrive at Toptal. You will not be here just to tell other people what to do.