Job type Full-Time

Posted 21 Oct 2026 (1 day ago)

Category Sales

Work mode Remote

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.

Our Client Advisors turn inbound interest from small- and medium-sized businesses into Toptal clients. 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 excellent 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.

You will represent the client through technical stages, keep them engaged between conversations, and resolve issues that slow a decision. Our ideal candidate is ambitious, competitive, driven by client service, and pairs that drive with genuine curiosity about how businesses work. This is a remote position. Resumes and communication must be submitted in English.

You will use this to build the necessary sales momentum to keep clients engaged, earning the right to recommend before you recommend.





You will manage deal cycles from discovery through close and maintain accurate pipeline and forecast data in our CRM.

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. 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. Begin our 1-1 sales training covering our value proposition, discovery framework, sales process, and delivery method.

Complete our personalized sales training program, including mock calls and role-play scenarios.

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.

Have a solid history of claiming and closing current business by consistently meeting or exceeding both sales and quality expectations and targets.

Suggest process improvement areas to increase team efficiency and effectiveness, which may include providing consultation or advice to management on policies and procedures.

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.

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.
- 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.

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.

We provide a base salary plus uncapped commission, and we want our Client Advisors to make the most of it.

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.

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