SMB Account Manager

This is a fully remote position, open to applicants in United States.

📋 Description

• Manage a portfolio of small to medium-sized business (SMB) accounts, acting as the dedicated advisor and primary contact point.

• Retain, enhance, and ensure the overall success of client accounts.

• Engage in insight-driven discovery conversations to evaluate account health.

• Develop and implement proactive account plans that outline next steps, timelines, and expansion objectives.

• Broaden accounts through specialized talent, HireGlobal global hiring and payroll, and AI-driven service offerings.

• Oversee expansion opportunities from identification through qualification, proposal, negotiation, and closure.

• Maintain precise pipeline and forecast data within Salesforce (SFDC).

• Monitor demand signals and platform data to pinpoint needs before clients express them.

• Utilize outreach and Salesloft cadences to inform clients about Toptal’s services.

• Manage the client experience from kickoff onwards and ensure engagements remain on track.

• Address client concerns and escalate complex issues to the Client Experience team.

• Collaborate with Talent Operations, Delivery, HireGlobal, and service experts.

• Communicate with clients and teams through Zoom and Slack.

• Review calls, gather feedback, and share insights with the team.

• Complete onboarding, sales training, mock calls, and role-playing scenarios.

• Participate in client calls, prioritize portfolios, and create account plans.

• Establish client working cadences and conduct account health check-ins.

• Build qualified expansion pipelines and maintain accurate forecasts.

• Meet or exceed revenue and expansion targets.

• Extend engagements into new departments, projects, and service offerings.

• Mentor new team members and share best practices in consultative account management.

⛳️ Requirements

• A Bachelor’s degree is mandatory.

• A minimum of 3 years of experience in B2B account management or sales, with a proven track record of meeting or surpassing revenue-based quotas.

• At least 1 year of experience in a software consulting or tech sales role, demonstrating proficiency in navigating the software project lifecycle.

• Proven experience in growing and retaining existing client accounts, including proactively creating and closing expansion opportunities, connecting with new decision-makers, and aligning new business needs with additional solutions.

• Experience managing multiple accounts simultaneously while maintaining progress as other teams complete necessary tasks.

• Ability to translate a client’s business goals into recommendations and actionable project scopes.

• Experience maintaining accurate pipeline, forecast, and account data in a Customer Relationship Management (CRM) system.

• Exceptional written and verbal communication skills.

• Capability to thrive in a fast-paced, rapidly growing environment while managing diverse clients and competing deadlines.

• Excellent time management skills.

• Applicants must be authorized to work in the United States at the time of hire.

• Resumes and communications must be submitted in English.

• Consistently and reliably attend scheduled virtual team meetings with video on.

• Ability to work independently with minimal supervision.

• Proficiency in utilizing all required digital collaboration tools.

• Ability to prioritize and self-manage workflows and deadlines.

🏝️ Benefits

• Monthly commissions based on revenue generated from sold engagements.

• 401(k) retirement plan.

• Medical, dental, and vision health insurance plans.

• Basic life insurance coverage.

• Short-term and long-term disability coverage.

• Flexible spending accounts.

• Dependent care accounts.

• Health savings accounts.

• Access to telehealth virtual doctors.

• Employee assistance program.

• Flexible paid time off.