Toptal: Client Advisor

Headquarters: Remote
URL: https://www.toptal.com/

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.

Note: 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: Run high energy, open-ended discovery on every inbound conversation. Establish rapport, understand what prompted the client to reach out, and uncover the business objective behind the stated request.
Qualify, Manage, and Win the Opportunity: Identify what is driving the need, whether there is a real opportunity, the metrics that matter most to the client, and who is involved in the decision. Manage deal cycles from discovery through close and maintain accurate pipeline and forecast data in our CRM.
Own progress after the call: Give specialists a clear account of the client’s needs, stay close as technical questions are resolved, and keep the client engaged through the next decision.
Portfolio Selling: Understand the client’s broader growth plans, including global hiring, EOR and payroll needs, marketing and sales growth, and financial/technology challenges to position Toptal as a strategic partner.
Client Experience: Execute a client-centric approach, running rapid research on clients before outreach and staying current on industry trends.
Collaboration: Work with cross-functional partners (matching, delivery, HireGlobal, and service experts) to respond to high-volume inquiries.
Growth and Development: Review your own calls, seek and act on feedback, and contribute what you learn back to the team.

Expectations

In the first week

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

In the first month

Complete personalized sales training, including mock calls and role-play scenarios.
Run an inbound conversation independently.
Prepare clear briefs to bring specialist teams into opportunities.
Begin closing new business.

In the first three months

Be fully ramped and integrated into the team.
Complete additional vertical-specific training.
Manage incoming leads alongside active opportunities and deliver against conversion and conversation-quality targets.
Maintain a healthy, accurately forecast pipeline.

In the first six months

Establish a solid history of claiming and closing new business by meeting or exceeding sales and quality targets.
Improve follow-through using evidence from your own work.
Suggest process improvement areas to increase team efficiency.

In the first year

Mentor new team members.
Demonstrate sustained sales and quality performance.
Be a reference point for the team on discovery quality and portfolio positioning.
Become a productive, collaborative, and consistent contributor.

Required Qualifications

2–3 years of B2B sales experience (Account Executive, Inside Sales, Sales Development, Account Representative, or related).
Demonstrated experience converting inbound opportunities into paying customers at scale.
Experience coordinating parallel sales opportunities and maintaining momentum.
Outstanding written and verbal communication skills.
Full availability during working hours to take client calls.
Ability to thrive in a fast-paced, rapidly growing company.
Exceptional time management skills.

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 (AI-assisted research, call review, CRM workflows).

Core Competencies

Consultative discovery: You diagnose before you prescribe.
Qualification discipline: You know the difference between interest and intent.
Business acumen: You can hold credible conversations with founders about growth, hiring, cost, and risk.
Point of view: You bring insight and are willing to respectfully reframe a client’s thinking.
Client-centricity: You resolve issues through value-based selling and are direct about fit.
Will to win: You are naturally competitive and looking to exceed quota (base salary plus uncapped commission).
Learn-it-all mindset: You constantly seek feedback and share knowledge.
Ownership: You operate as a self-directed individual contributor who takes full accountability for your results.

To apply: https://weworkremotely.com/remote-jobs/toptal-client-advisor

Client Advisor at Toptal