SMB Client Partner

Toptal; Canada; Remote; CAD 100,000 - 130,000; Full time

Job summary

A global workforce solutions company is seeking an experienced SMB Client Partner to lead a portfolio of top SMB clients. This remote role requires strategic advising and the ability to solve complex problems, driving client success and revenue growth. The ideal candidate has over 5 years of experience in account management and excellent communication skills. A Bachelor's degree is required, and a client-first mindset is essential for success.

Qualifications

• 5-7+ years of experience in account management, client success, or strategic consulting.
• Demonstrated commercial acumen and a strong client-first mindset.
• Ability to work in a fast-paced, rapidly growing company.
• Outstanding written and verbal communication skills.

Responsibilities

• Own and drive the growth and success strategy for a portfolio of SMB accounts.
• Develop and execute comprehensive quarterly account plans.
• Lead strategic conversations with clients.
• Identify client needs and design tailored service offerings.

Skills

Account management

Client success

Strategic consulting

Communication skills

Problem-solving

Education

Bachelor's degree

Tools

CRM platforms

Job description

Toptal launches HireGlobal The most competitively priced global workforce payroll platform.

Now hiring SMB Client Partner

SMB Client Partner

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:

As a Client Partner for SMB, you will lead a portfolio of Toptal’s top SMB clients, serving as a strategic advisor and growth partner. This is a proactive, consultative role—not reactive or transactional. You’ll be expected to think creatively, uncover complex client needs, and deliver customized, high-impact solutions that drive measurable client success and fuel Toptal’s revenue growth.

You will combine deep curiosity with strong business acumen to diagnose client challenges and creatively shape opportunities across functions, business units, and project types. You will collaborate cross-functionally with Sales, Talent Operations, Delivery, Legal, and Finance to execute on your account strategies and provide an exceptional, white-glove experience throughout the client lifecycle.

This is a senior-level Account Manager role for an individual who excels at solving complex problems, building long-term relationships, and driving mutually beneficial growth through strategic planning, proactive engagement, and consultative support.

This is a remote position. We do not offer visa sponsorship or assistance. Resumes and communication must be submitted in English.

Responsibilities:

• Own and drive the growth, retention, and success strategy for a portfolio of high-value SMB accounts, serving as the primary point of contact and trusted advisor.
• Develop and execute comprehensive, insight-driven quarterly account plans that align client objectives with Toptal’s capabilities.
• Lead strategic, solution-oriented conversations with clients in partnership with Industry & Category General Managers, Practice Leaders, and Delivery teams.
• Identify client needs and design tailored service offerings that deliver measurable outcomes.
• Craft and deliver custom, results-driven campaigns that elevate client engagement and move account strategies forward.
• Serve as a trusted escalation point, managing complex issues and resolving disputes with empathy and a client-first mindset.
• Partner cross-functionally to uncover new areas for expansion and surface opportunities that drive long-term account growth.
• Collaborate closely with the SMB team to align on account expansion efforts and scale best practices.
• Ensure data integrity and pipeline accuracy through diligent Salesforce management.
• Maintain a pulse on client needs, industry trends, and evolving talent market dynamics to inform consultative conversations.
• Act as a mentor and thought leader within the Client Services team, supporting junior team members and contributing to the ongoing evolution of our SMB strategy.

In the first week, expect to:

• Onboard and integrate into Toptal.
• Meet colleagues in our Customer, Talent, and Operational teams.

In the first month, expect to:

• Complete our personalized sales training program.
• Begin Toptal’s vertical-specific training.
• Start engaging in client calls and identifying where we can help partner companies grow.

In the first three months, expect to:

• Complete introductory calls with the clients in your portfolio and establish or update account plans.
• Become a trusted advisor to your existing client stakeholders.
• Quarterback prospecting, closing, and managing activities on your accounts.
• Provide consultation or advice to management on policies and procedures.
• Establish relationships with existing delivery team members to monitor progress and align on client objectives.

In the first six months, expect to:

• Broaden and deepen your buyer map, articulating Toptal’s capabilities and identifying where we can help new client stakeholders.
• Take Toptal’s presence on your accounts to the next level by introducing new capabilities and winning work away from established competitors.
• Provide advice and support for the planning of long-term or short-term business objectives or initiatives.

In the first year, expect to:

• Have grown your network of senior client executives and materially increased Toptal’s footprint on your top accounts.
• Begin to mentor new members of the team, teaching them about Toptal and how to successfully grow their accounts.
• Continue to expand your pipeline and portfolio of accounts, accelerate growth in your region, and use the full suite of capabilities that Toptal has to offer.

Qualifications and Job Requirements:

• Bachelor’s degree is required.
• 5–7+ years of experience in account management, client success, or strategic consulting.
• Demonstrated commercial acumen and a strong client-first mindset, with a passion for delivering meaningful business outcomes and driving growth.
• Proven ability to think strategically and solve complex problems.
• Consistent success in driving revenue expansion, strengthening client relationships, and improving retention.
• Experience in building and executing account plans that align client priorities with company objectives.
• Proactive in risk identification and mitigation, with a sharp focus on early churn signals and strategic interventions.
• Exceptional communication, storytelling, and presentation skills.
• Highly collaborative and effective at working cross-functionally with Sales, Delivery, Product, and Marketing teams.
• Proficient in CRM platforms with a commitment to maintaining clean, reliable data.
• Ability to work in a fast-paced, rapidly growing company and handle a wide variety of challenges, deadlines, and a diverse array of contacts.
• Outstanding written and verbal communication skills.
• Strong time management and prioritization skills, with the ability to manage competing demands and thrive amidst complexity and ambiguity.
• Naturally proactive—a forward thinker who anticipates challenges, takes ownership of outcomes, and operates with a bias for action.
• Team-oriented and collaborative; you understand that success at Toptal comes through strong partnerships and shared accountability.
• Collaborate with internal teams to scope proposals for new service offerings that align with client objectives.
• Regular or periodic travel to meet and engage with Toptal clients and customers.

We're changing the way the world works. Toptal is not only a place to progress your career and design your own lifestyle, but also a company where you'll learn how to develop innovations that push business and technology forward.