[Remote] Account Executive

Note: The job is a remote job and is open to candidates in USA. Toptal is a global network of top talent in business, design, and technology that enables companies to scale their teams on-demand. As an Account Executive, you will drive growth by acquiring new clients, re-engaging former clients, and expanding existing accounts, taking full ownership of your sales pipeline and ensuring successful conversions. This is a full-cycle sales role focused on strategic outreach and relationship building.

Responsibilities

• Drive full-cycle sales by identifying and engaging high-potential prospects, re-engaging dormant clients, and generating new opportunities through strategic outreach
• Conduct outbound prospecting via phone, email, and LinkedIn to identify opportunities, present Toptal’s value proposition, and secure new business
• Effectively manage the sales funnel to optimize lead progression, coordinate communication among various stakeholders, and diligently follow up on accounts to nurture leads toward conversion
• Ensure timely and accurate CRM documentation, while providing leadership with clear sales forecasts and pipeline insights
• As you become more comfortable in the role, contribute to evolving our demand generation strategy and tactics to expand pipeline growth and market reach
• Onboard and integrate into Toptal
• Learn Toptal’s model, our value proposition, and our story
• Work with cross-functional teams to understand how you can utilize our incredible global team to build client relationships and drive success
• Learn the breadth of Toptal’s impact on the world’s largest companies
• Grasp the importance of the outbound function to the success of growing Toptal
• Understand our sales method and our selling process to set you up for success
• Complete our personalized sales training program, complete with mock calls, cold calls, and role-play scenarios
• Learn how to use outreach tools (SalesLoft, Zoominfo, SalesNavigator)
• Learn the process for outreach, including calling, emailing, and LinkedIn messaging
• Implement an outreach process and hit 1-month objectives
• Learn how to analyze industry drivers, business problems, and target buyers
• Uncover new opportunities with existing accounts and target accounts that result in revenue-generating engagements for Toptal
• Hit call/email quotas and fully ramped objectives
• Become proficient in using our SaaS tools
• Learn how to maintain excellent data integrity in Salesforce.com
• Continuously hit fully ramped quotas and objectives
• Assist with training and onboarding new Account Executives
• Build new and existing client relationships, expand Toptal’s partnership with new and existing clients
• Suggest, implement and experiment with new lead and demand generation activities
• Have closed multiple net new accounts from the strategic account list, while exercising discretion and independent judgment
• Become a mentor to new members of the team, helping them learn about Toptal, our model, and how proper business development practices can improve relationships and increase revenue
• Consistently maintain a high level of success by meeting and exceeding 100% of monthly and quarterly key performance indicators and targets
• Establish a career path for advancement

Skills

• Bachelor's degree is required
• Minimum 2 years sales experience, including at least 1 year in a closing role
• Proven success in full-cycle sales, including lead generation, prospecting, running virtual sales calls, funnel management, and closing
• Proficient with sales tools such as Salesforce, Salesloft, and LinkedIn Sales Navigator, with a demonstrated ability to quickly learn new technologies and adapt to evolving sales platforms
• Outstanding written and verbal communication skills
• Ability to work in a fast-paced, rapidly growing company and handle a wide variety of challenges, deadlines, and a diverse array of contacts
• You're persistent in the face of setbacks, eager to understand people and problems, and motivated to go above and beyond to reach your goals
• You thrive with autonomy and ownership
• You must be a world-class individual contributor to thrive at Toptal
• Experience in B2B or SaaS sales is strongly preferred

Benefits

• Participation in a 401(k) retirement plan
• Medical, dental, and vision health insurance plans
• Basic life insurance coverage and short-term and long-term disability coverage
• Access to flexible spending, dependent care, and health savings accounts
• Access to telehealth virtual doctors
• An employee assistance program
• Flexible paid time off

Company Overview