SMB Client Partner

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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:

As a Client Partner for SMB, you will lead a portfolio of Toptal's top SMB clients, serving as a strategic advisor and growth partner. This is a proactive, consultative role—not reactive or transactional. You'll be expected to think creatively, uncover complex client needs, and deliver customized, high-impact solutions that drive measurable client success and fuel Toptal's revenue growth. By leveraging consulting services and fully managed, end-to-end solutions, you'll help organizations achieve their most critical business goals.

You will combine deep curiosity with strong business acumen to diagnose client challenges and creatively shape opportunities across functions, business units, and project types. You will collaborate cross-functionally with Sales, Talent Operations, Delivery, Legal, and Finance to execute on your account strategies and provide an exceptional, white-glove experience throughout the client lifecycle. This is a senior-level Account Manager role for an individual who excels at solving complex problems, building long-term relationships, and driving mutually beneficial growth through strategic planning, proactive engagement, and consultative support.

This is a remote position. We do not offer visa sponsorship or assistance. Applicants must be authorized to work in the US at the time of hire. 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.

• Own and drive the growth, retention, and success strategy for a portfolio of high-value SMB accounts, serving as the primary point of contact and trusted advisor.
• Develop and execute comprehensive, insight-driven quarterly account plans that align client objectives with Toptal's capabilities, positioning our offerings as critical to their success.
• Lead strategic, solution-oriented conversations with clients in partnership with Industry & Category General Managers, Practice Leaders, and Delivery teams.
• Identify client needs and design tailored service offerings—ranging from individual consulting engagements to fully managed, end-to-end offerings—that deliver measurable outcomes.
• Craft and deliver custom, results-driven campaigns that elevate client engagement, highlight impact, and move account strategies forward.
• Serve as a trusted escalation point, managing complex issues and resolving disputes with empathy, urgency, and a client-first mindset.
• Partner cross-functionally to uncover new areas for expansion, surfacing opportunities and shaping proposals that drive long-term account growth.
• Collaborate closely with the SMB team to align on account expansion efforts and scale best practices across the broader book of business.
• Ensure data integrity and pipeline accuracy through diligent Salesforce (SFDC) management, including opportunity tracking, contact updates, and task execution.
• Maintain a pulse on client needs, industry trends, and evolving talent market dynamics to inform consultative conversations and reinforce Toptal's position as a strategic partner.
• Act as a mentor and thought leader within the Client Services team, supporting junior team members and contributing to the ongoing evolution of our SMB strategy.

Qualifications and Job Requirements:

• Bachelor's degree is required.
• 5–7+ years of experience in account management, client success, or strategic consulting—preferably in high-growth, client-facing roles within technology, staffing, or professional services environments.
• Demonstrated commercial acumen and a strong client-first mindset, with a passion for delivering meaningful business outcomes and driving growth.
• Proven ability to think strategically and solve complex problems, with a strong track record of identifying client needs and crafting innovative, mutually beneficial solutions.
• Consistent success in driving revenue expansion, strengthening client relationships, and improving retention through thoughtful, long-term account strategies.
• Experience in building and executing account plans that align client priorities with company objectives to unlock growth and measurable impact.
• Proactive in risk identification and mitigation, with a sharp focus on early churn signals and strategic interventions to retain at-risk accounts.
• Exceptional communication, storytelling, and presentation skills, with the ability to influence a broad range of stakeholders and deliver compelling, value-led narratives.
• Highly collaborative and effective at working cross-functionally with Sales, Delivery, Product, and Marketing teams to deliver cohesive client experiences and solutions.
• Proficient in CRM platforms (e.g., Salesforce) with a commitment to maintaining clean, reliable data that informs decision-making and forecasting.
• Ability to work in a fast-paced, rapidly growing company and handle a wide variety of challenges, deadlines, and a diverse array of contacts.
• Outstanding written and verbal communication skills.
• Strong time management and prioritization skills, with the ability to manage competing demands and thrive amidst complexity and ambiguity.
• Naturally proactive—a forward thinker who anticipates challenges, takes ownership of outcomes, and operates with a bias for action.
• Team-oriented and collaborative; you understand that success at Toptal comes through strong partnerships and shared accountability.
• Consistently maintain account hygiene across your book of business.
• Collaborate with internal teams to scope proposals for new service offerings that align with client objectives and deliver high-impact outcomes.
• Regular or periodic travel to meet and engage with Toptal clients and customers both inside and outside of your geographic region.
• You must be a world-class individual contributor to thrive at Toptal. You will not be here just to tell other people what to do.

Essential Job Functions

• Regularly and reliably attend scheduled virtual team meetings on camera.
• Work independently with minimal supervision.
• Use all required digital collaboration tools.
• Prioritize and self-manage workflows and deadlines.

US FLSA Classification: Full-Time/Exempt

This position receives a base salary and is also eligible to receive a discretionary bonus. For candidates who meet the qualifications and job requirements listed above, the US-based salary range for this full-time position is $100,000 - $150,000 per year. Our salary ranges are determined by role, level, and location. The range displayed on each job posting reflects the minimum and maximum target for new hire salaries for the position across all US locations. Within the range, individual pay is determined by work location and additional factors, including job-related skills, experience, and relevant education or training.

Applications are accepted on an ongoing basis. Please note that the US-based salary range does not include the value of Toptal's benefit offerings. In the US, Toptal's benefit offerings include 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; and flexible paid time off.

Seniority level

• Seniority levelMid-Senior level

Employment type

• Employment typeFull-time

Job function

• Job functionBusiness Development, Sales, and Customer Service
• IndustriesTechnology, Information and Internet, Professional Services, and IT Services and IT Consulting

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