SMB Account Manager - US-Based

Toptal; United States; Remote; USD 70,000 - 110,000; Full time

Job summary

Toptal is seeking an Account Manager to grow and retain SMB clients within the US market. You will own a book of high-value accounts, become a trusted advisor, and expand relationships across Toptal’s offerings including talent, HireGlobal, and platform-powered services.

This is a high-energy, consultative growth role focused on identifying business needs, building proactive account plans, and partnering with Talent Operations and Delivery to ensure exceptional client experiences and revenue

Responsibilities

• Own the portfolio: dedicated advisor and primary contact for SMB accounts.
• Discovery and diagnosis: run insight-driven conversations to understand objectives, assess health, and uncover challenges.
• Account planning: build proactive plans aligning client goals with Toptal offerings, with next steps and timings.
• Portfolio selling: expand accounts across Talent, HireGlobal, and platform services.
• Qualify, manage, and win expansion: ownership from identification to close with cross-functional support.
• Uncover value early: monitor signals and use outreach campaigns to educate clients on offerings.
• Own the client experience: maintain relationships from kickoff onward and keep engagements healthy.
• First Line of Defense: safeguard client success and address issues promptly.

Skills

Account management

Consultative selling

Relationship building

Sales forecasting

Tools

Salesloft

Salesforce SFDC

Job description

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 Account Managers grow and retain Toptal’s small- and medium-sized business clients. You will own a book of high-value SMB accounts, become a trusted advisor to each client, and proactively expand each relationship across Toptal’s full portfolio, including specialized talent, global hiring and payroll through HireGlobal, and our AI-driven, platform-powered, outcome-focused services offerings.

This is a high-energy, consultative growth role. You will look beyond the transactional request to understand the business problem behind it, identify needs the client has not yet voiced, and build account plans that turn one successful engagement into a broader partnership. Excellence in this role means asking better questions than the clients expect, keeping every engagement healthy, and consistently turning insight into expansion revenue.

You will own the full client lifecycle. You will be the primary point of contact for your accounts, guide clients through active projects, resolve issues before they stall decisions or put the relationship at risk, and know when to bring in specialists for deeper expertise. You will work closely with Talent Operations, Delivery, HireGlobal, and Toptal’s services experts to deliver an exceptional experience while driving growth.

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 recognized for the growth you create, this is the team you want to be part of.

This is a remote position. We do not offer visa sponsorship or assistance. Applicants must be authorized to work in the US at the time of hire. 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.

• Own the Portfolio: You are the dedicated advisor and primary point of contact for a portfolio of SMB accounts, accountable for their retention, growth, and success. You exercise discretion and independent judgment in how you prioritize and grow each account.
• Discovery and Diagnosis: You run insight-driven conversations with clients to understand the business objective behind each request, assess account health, and uncover challenges Toptal can solve. You earn the right to recommend before you recommend.
• Account Planning: You build and execute proactive account plans that connect each client’s business goals to the right Toptal offering, with clear next steps, timing, and expansion targets.
• Portfolio Selling: Clients rarely arrive with their full set of needs articulated. You expand accounts across Toptal’s full portfolio, including specialized talent, HireGlobal for global hiring and payroll, and our AI-driven, platform-powered services offerings, positioning Toptal as a strategic partner rather than a single-transaction talent vendor.
• Qualify, Manage, and Win Expansion: You own expansion from identification through qualification, proposal, negotiation, and close across departments, projects, and offerings. You explain why the relevant offering fits and address concerns, bringing in teammates as subject-matter experts for specialized offerings and working with internal specialists and experts for solution expertise and scoping. You own the client relationship. You maintain accurate pipeline and forecast data in Salesforce (SFDC).
• Uncover Value Early: You monitor demand signals and platform data to offer “uncovered value,” identifying needs before the client voices them, and you use outreach and engagement campaigns, including Salesloft cadences, to educate clients on Toptal’s full breadth of services.
• Own the Client Experience: You own the client relationship and the client’s experience of every engagement, from kickoff onward. You stay close to active work, address concerns with a client-first mindset, and partner with Talent Operations and Delivery, who execute the work, to keep engagements on track so that retention is earned through results.
• First Line of Defense: