SMB Client Partner - US-Based

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.

In the first week, expect to:

·        Onboard and integrate into Toptal.

·        Meet colleagues in our Customer, Talent, and Operational teams to begin your onboarding journey at Toptal.

In the first month, expect to:

·        Complete our personalized sales training program, complete with mock calls and role-play scenarios.

·        Begin Toptal’s vertical-specific training, getting familiar with the full range of offerings we make available to our clients.

·        Start engaging in client calls, understanding the business partners involved in the relationship on both sides, and identifying where we can help partner companies grow.

In the first three months, expect to:

·        Complete introductory calls with the clients in your portfolio and establish or update account plans for each, , while exercising discretion and independent judgment.

·        Become a trusted advisor to your existing client stakeholders, engaging in consultative selling by leveraging technical and business expertise and asking insightful questions.

·        Quarterback prospecting, closing, and managing activities on your accounts, from staffing projects to drafting SOWs to providing delivery oversight and ensuring client satisfaction, all while exercising discretion and independent judgment.

·        Provide consultation or advice to management on policies and procedures, while exercising discretion and independent judgment.

·        Establish relationships with existing delivery team members to monitor progress and align on client objectives.

In the first six months, expect to:

·        Broaden and deepen your buyer map, articulating Toptal’s capabilities and identifying where we can help new client stakeholders based on the strategy outlined in your account portfolio plan.

·        Take Toptal’s presence on your accounts to the next level by introducing new capabilities and winning work away from established competitors.

·        Provide advice and support for the planning of long-term or short-term business objectives or initiatives.

In the first year, expect to:

·        Have grown your network of senior client executives and materially increased Toptal’s footprint on your top accounts.

·        Begin to mentor new members of the team, teaching them about Toptal, our model, and how to successfully grow their accounts.

·        Continue to expand your pipeline and portfolio of accounts, accelerate growth in your region, and use the full suite of capabilities that Toptal has to offer.

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