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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 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. 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: You will run high energy, open-ended discovery on every inbound conversation. You will quickly establish rapport, understand what prompted the client to reach out, and uncover the business objective behind the stated request. You will use this to build the necessary sales momentum to keep clients engaged, earning the right to recommend before you recommend. Qualify, Manage, and Win the Opportunity: You will quickly identify what is driving the need, whether there is a real opportunity, identify the metrics that matter most to the client, and who is involved in the decision. You will explain why the relevant Toptal offering fits, address the client’s concerns, and ask for commitment. You will manage deal cycles from discovery through close and maintain accurate pipeline and forecast data in our CRM. Own progress after the call: 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. Maintain clear next steps, timing, and blockers for each active opportunity while responding to new inbound requests. Portfolio Selling: Clients rarely arrive with their full set of needs articulated. 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. Communicating clearly over Zoom and Slack is critical. Growth and Development: Our SMB team improves individually and as a team. You will review your own calls, seek and act on feedback, and contribute what you learn back to the team. In the first week, expect to: Onboard and integrate into Toptal. Learn Toptal’s model, our team members, and our story. Begin our 1-1 sales training covering our value proposition, discovery framework, sales process, and delivery method. Become acquainted with the cross-functional teams you will work with to close new business. Listen to recorded client calls and identify what the advisor did well and what they missed. In the first month, expect to: Complete our personalized sales training program, including mock calls and role-play scenarios. Run an inbound conversation independently: identify the client’s need, explain the relevant offering and value proposition, handle common concerns, and ask for commitment. Prepare clear briefs to bring necessary specialist teams into opportunities. Begin closing new business, while exercising discretion and independent judgment. In the first three months, expect to: Be fully ramped and integrated into the team. 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. In the first six months, expect to: Have a solid history of claiming and closing new business by consistently meeting or exceeding both sales and quality expectations and targets. Identify where opportunities are losing momentum and improve your follow-through using evidence from your own work. Suggest process improvement areas to increase team efficiency and effectiveness, which may include providing consultation or advice to management on policies and procedures. In the first year, expect to: 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. Become a productive, collaborative, and consistent contributor to the team. Required Qualifications 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. Outstanding written and verbal communication skills. Full availability during your working hours to take client calls. Ability to work and thrive in a fast-paced, rapidly growing company, managing a high volume of clients alongside competing deadlines. Exceptional time management is key to success in this role. 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, including AI-assisted research, call review, and CRM workflows. Core Competencies Consultative discovery. You ask open-ended questions, listen for what is not being said, and diagnose before you prescribe. You are comfortable sitting in a question rather than rushing to a pitch. Qualification discipline. You know the difference between interest and intent. You can articulate why a deal will close, who will sign, and what happens if the client does nothing. Business acumen. 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. Point of view. You bring insight to the conversation. You are willing to respectfully reframe a client’s thinking when their stated request isn’t the best path to their goal. Client-centricity. You uncover and resolve client issues through value-based selling, and you are direct about fit when Toptal isn’t the right answer. Will to win. You are naturally competitive and looking to exceed quota, not just meet it. We provide a base salary plus uncapped commission, and we want our Client Advisors to make the most of it. Learn-it-all mindset. You constantly seek feedback from peers and leaders, review your own calls, and share what you learn with the team. Ownership. 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. Please mention the word **ENLIGHTEN** and tag RMTM0LjE5NS4xMDEuMTkz when applying to show you read the job post completely (#RMTM0LjE5NS4xMDEuMTkz). This is a beta feature to avoid spam applicants. Companies can search these words to find applicants that read this and see they're human.

🇨🇳 全文翻译

关于 Toptal Toptal 是一个由商业、设计和技术领域的顶尖人才组成的全球网络，帮助公司按需扩展其团队。Toptal 年收入超过 2 亿美元，团队成员遍布全球，是全球最大的完全远程工作团队。我们汲取虚拟团队的最佳要素，并将其与鼓励创新、社交互动和乐趣的支持体系相结合。我们眼中没有国界，行动迅速，从不畏惧打破常规。 职位概述 我们的客户顾问负责将来自中小型企业的主动咨询转化为 Toptal 客户。你将是潜在客户与 Toptal 的第一次对话。你需要在五分钟内响应即时协助请求，快速理解请求背后的业务问题，对接必要的 Toptal 专家，并帮助引导客户推进整个销售流程。你需要在一次简短的对话中完成大量工作：建立信任、诊断需求、识别相关机会、阐释 Toptal 的价值主张、化解顾虑，并将业务转化为成交。这是一个高能量、顾问式的销售岗位，依托呼入流量开展工作；卓越表现意味着承接大量首次对话、提出超出客户预期的更好的问题，并沿着正确的 Toptal 方案路径不断积累推进势头。你需要清晰阐述并传达 Toptal 完整产品组合的价值：专业人才、通过 HireGlobal 提供的全球招聘与薪酬服务，以及我们由 AI 驱动、依托平台、以成果为导向的服务方案。你的责任在首通电话之后仍将持续。你将在技术环节中代表客户，在对话之间保持客户的参与度，并解决阻碍决策的问题。你需要在处理新的呼入咨询的同时管理这些活跃机会，并知道何时引入专家以获得更深入的专业能力。我们理想的候选人雄心勃勃、富有竞争意识、以客户服务为驱动力，并将这种驱动力与对企业运作方式的真诚好奇心相结合。如果你想在快节奏的环境中培养真正的顾问式销售技能并获得相应回报，这就是你想要的团队。本职位为远程岗位。我们不提供签证担保或协助。简历和沟通必须以英文提交。 职责 以下信息旨在说明该岗位所执行工作的总体性质与层级，并非全部职责、责任或所需技能的详尽清单。 发现与诊断：你将在每一次呼入对话中开展高能量、开放式的需求挖掘。你将快速建立融洽关系，了解客户主动联系的起因，并挖掘出表面请求背后的业务目标。你将以此建立必要的销售推进势头，保持客户参与度，在提出建议之前先赢得提出建议的资格。 甄别、管理并赢下机会：你将快速识别需求的驱动因素、是否存在真实机会、对客户最重要的指标，以及参与决策的人员。你将解释相关的 Toptal 方案为何契合，化解客户的顾虑，并争取承诺。你将管理从需求挖掘到成交的整个交易周期，并在我们的 CRM 中维护准确的销售管道与预测数据。 在通话后掌控推进：你将向必要的专家清晰说明客户需求，并为他们准备后续对话，在技术问题解决过程中保持跟进，并让客户持续参与到下一步决策中。在响应新的呼入请求的同时，为每个活跃机会维护清晰的下一步行动、时间安排和阻碍因素。 组合式销售：客户很少会带着完整的需求清单而来。你将负责理解客户更广泛的增长计划，包括全球招聘、EOR 与薪酬需求、市场营销与销售增长、财务及技术挑战，并将 Toptal 定位为战略合作伙伴，而非一次性交易的供应商。 客户体验：客户是我们一切工作的核心。你将在既定工作时间内，在每一次互动中贯彻以客户为中心的方法，在联系客户之前对其进行快速调研，提出聚焦的问题以填补信息空白，并持续掌握行业趋势与竞争格局，从而在对话中带来自己的观点。 协作：你将与你的团队以及跨职能伙伴合作，包括人才匹配、交付、HireGlobal 以及 Toptal 服务方案的专家，以快速响应大量的呼入咨询，并在恰当的时机将恰当的专业能力引入交易中。通过 Zoom 和 Slack 进行清晰沟通至关重要。 成长与发展：我们的 SMB 团队在个人和团队层面都不断进步。你将回听自己的通话，寻求反馈并据此行动，并将所学回馈给团队。 在第一周，预计你将： 入职并融入 Toptal。了解 Toptal 的模式、我们的团队成员以及我们的故事。开始我们的一对一销售培训，内容涵盖我们的价值主张、需求挖掘框架、销售流程和交付方法。熟悉你将与之合作以促成新业务的跨职能团队。收听客户通话录音，并辨别顾问做得好的地方和遗漏的地方。 在第一个月，预计你将： 完成我们的个性化销售培训项目，包括模拟通话和角色扮演场景。独立开展一次呼入对话：识别客户需求、解释相关方案与价值主张、处理常见顾虑并争取承诺。准备清晰的简报，将必要的专家团队引入机会中。开始促成新业务，同时行使自主判断与独立决策权。 在头三个月，预计你将： Be

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