Client Advisor

About Toptal

Toptal is a leading global network connecting top professionals in business, design, and technology to help companies scale their teams on demand. With over $200 million in yearly revenue and a fully remote workforce spread worldwide, Toptal fosters innovation, social connection, and a dynamic culture without geographical boundaries.

Job Summary

The Client Advisor role focuses on converting inbound interest from SMB clients into long-term Toptal customers. You will serve as the first point of contact for prospective clients, respond promptly to inquiries, identify their business needs, connect relevant experts, and guide them through the sales funnel. This is an energetic, consultative sales position that requires handling a high volume of initial conversations while building trust, diagnosing client objectives, communicating the value of Toptal’s diverse offerings, overcoming objections, and closing sales.

Responsibilities

• Initiate engaging discovery conversations to quickly establish rapport and understand the underlying goals behind each client inquiry, building momentum towards a tailored solution.
• Qualify and manage sales opportunities by identifying key business drivers, decision-makers, and relevant metrics; align client needs with Toptal’s portfolio; address concerns; and close deals while maintaining accurate CRM records.
• Maintain strong client engagement and coordinate with specialists post-call to ensure smooth progress through technical and decision stages.
• Apply portfolio selling skills to identify broader client growth requirements, such as global hiring, payroll services, and technology solutions, positioning Toptal as a strategic partner.
• Deliver an exceptional client experience by conducting rapid research, asking insightful questions, and staying well-informed about industry trends and competitors.
• Collaborate with cross-functional teams via Zoom and Slack to swiftly handle inbound requests and involve specialists as needed.
• Drive personal and team growth through call reviews, feedback integration, and knowledge sharing.

Onboarding and Development Timeline

• First week: Get oriented with Toptal culture, products, and team; start sales training and understand cross-functional collaboration; review recorded calls.
• First month: Complete personalized sales training including role-plays; handle inbound conversations independently; prepare specialist briefs; begin closing deals.
• First three months: Finish vertical-specific training; manage leads and active opportunities; meet conversion and quality targets; maintain pipeline forecasts.
• First six months: Establish consistent sales performance; improve opportunity follow-through; recommend process improvements.
• First year: Mentor new hires; sustain sales and quality standards; serve as a team resource on discovery and portfolio selling; contribute consistently to team success.

Required Qualifications

• 2 to 3 years B2B sales experience in roles such as Account Executive, Inside Sales, or related fields.
• Proven success in converting inbound leads into paying customers, managing sales from initial contact through closing.
• Ability to juggle multiple concurrent sales opportunities and maintain momentum during technical handoffs.
• Excellent verbal and written communication skills.
• Availability to take client calls during scheduled working hours.
• Thrives in a fast-paced, high-volume environment managing competing priorities with strong time management skills.

Preferred Qualifications

• Experience in software, technology, or professional services sales.
• Familiarity with named sales methodologies like MEDDPICC, Challenger, SPIN, or Sandler.
• Track record of selling multiple products or services to the same client.
• Understanding of global employment, Employer of Record (EOR), and payroll solutions.
• Comfortable with modern sales tools including AI research, call analysis, and CRM systems.

Core Competencies

• Strong consultative discovery skills, using insightful questioning and active listening before proposing solutions.
• Disciplined qualification with clear understanding of deal viability, key stakeholders, and consequences for inaction.
• Business acumen enabling credible dialogue with founders or owners about growth, hiring, costs, and risks.
• Ability to offer thoughtful perspectives that may challenge client assumptions for improved outcomes.
• Client-centric approach focused on value-based selling and honest assessment of fit.
• Competitive drive aiming to surpass sales quotas with compensation including base and uncapped commissions.
• Growth mindset, eager for feedback, self-review, and team learning.
• Sense of ownership and accountability for personal pipeline and results with effective collaboration across teams.

Additional Information

This is a fully remote position based in Singapore. Visa sponsorship or assistance is not provided. All application materials and communication must be in English.