Client Advisor

From the listing

About the role

What you'll do

• Respond to immediate-assistance requests within five minutes, quickly understand the business problem behind the request, connect necessary Toptal specialists, and guide the client through the sales process.
• Run high energy, open-ended discovery on every inbound conversation: establish rapport, understand what prompted the client to reach out, and uncover the business objective behind the stated request.
• Qualify opportunities, identify the metrics that matter most to the client and who is involved in the decision, explain the relevant Toptal offering, address concerns, and ask for commitment.
• Manage deal cycles from discovery through close and maintain accurate pipeline and forecast data in the CRM.
• Prepare specialists with a clear account of client needs, stay close as technical questions are resolved, and keep clients engaged. Maintain clear next steps, timing, and blockers while responding to new inbound requests.
• Understand clients’ broader growth plans, including global hiring, EOR and payroll needs, marketing and sales growth, financial, and technology challenges, and position Toptal as a strategic partner.
• Execute a client-centric approach during pre-defined working hours, research clients before outreach, ask focused questions, and stay current on industry trends and the competitive landscape.
• Work with matching, delivery, HireGlobal, and service offerings experts to respond promptly to high-volume inbound inquiries and bring the right expertise into deals. Communicate clearly over Zoom and Slack.
• Review your own calls, seek and act on feedback, and contribute what you learn to the team.
• Complete personalized sales training, mock calls, role-play scenarios, and additional vertical-specific training.
• Manage incoming leads alongside active opportunities and deliver against conversion and conversation-quality targets.
• Consistently meet or exceed sales and quality expectations and targets, identify where opportunities lose momentum, and improve follow-through using evidence from your own work.

What they're looking for

• 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.
• Consultative discovery: ask open-ended questions, listen for what is not being said, and diagnose before prescribing.
• Qualification discipline: distinguish interest from intent and articulate why a deal will close, who will sign, and what happens if the client does nothing.
• Business acumen: hold credible conversations with founders or business owners about growth, hiring, cost, and risk, connecting what you sell to their goals.
• Bring insight to conversations and respectfully reframe a client’s thinking when their stated request is not the best path to their goal.
• Uncover and resolve client issues through value-based selling and be direct about fit when Toptal is not the right answer.

Nice to have

• 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.

Benefits, as listed