SMB Account Manager

Toptal

. Own a portfolio of SMB accounts as the dedicated advisor and primary point of contact .

Posted 10/23/2026full-timeRemote • CanadaMid-LevelSeniorWebsite

Core Competencies

Role fit

Core Competencies

Use this summary to align your resume positioning with the role.

Demonstrates expertise in B2B Account Management and Sales, with a strong focus on client retention, expansion, and the ability to translate business objectives into actionable strategies. Proficient in managing diverse client portfolios while utilizing CRM tools to maintain accurate forecasts and pipeline data.

Highest-signal resume keywords

B2B Account ManagementSalesforce (SFDC)Client Retention StrategiesSales Methodology ExposurePipeline Management

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Account ManagementSales Strategy DevelopmentRevenue Quota AchievementSoftware Project Lifecycle NavigationExpansion Opportunity Creation

Soft Skills

Outstanding Communication SkillsExceptional Time ManagementMentoring and TrainingProblem-SolvingClient Relationship Management

Tools & Technologies

SalesloftCRM WorkflowsAI-Assisted ResearchZoomSlack

Industry Keywords

Global HiringEORPayroll ConceptsSales MethodologiesB2B Sales

Tech Stack

Tools & technologies

SFDC

About the role

Key responsibilities & impact

Own a portfolio of SMB accounts as the dedicated advisor and primary point of contact
Retain, grow, and ensure the success of client accounts
Conduct insight-driven discovery conversations and assess account health
Build and execute proactive account plans connected to client business goals
Expand accounts across specialized talent, HireGlobal global hiring and payroll, and services offerings
Manage expansion opportunities through qualification, proposal, negotiation, and close
Maintain accurate pipeline and forecast data in Salesforce (SFDC)
Monitor demand signals and platform data to identify unvoiced client needs
Run outreach and engagement campaigns, including Salesloft cadences
Own the client experience from kickoff onward and keep engagements on track
Resolve client concerns and escalate complex issues to Client Experience
Collaborate with Talent Operations, Delivery, HireGlobal, and services experts
Communicate with clients and colleagues through Zoom and Slack
Review calls, seek feedback, and share learnings with the team
Complete onboarding, sales training, mock calls, and role-play scenarios
Conduct client introductions, discovery calls, and account health check-ins
Build qualified expansion pipelines and maintain accurate forecasts
Meet or exceed revenue and expansion metrics
Mentor new team members and share account-management best practices

Requirements

What you’ll need

Bachelor’s degree is required
3+ years of B2B account management or sales experience, with a demonstrated history of meeting or exceeding revenue-based quotas
1+ years of experience in a software consulting or tech sales role, with proficiency navigating the software project lifecycle
Demonstrated experience growing and retaining existing client accounts, creating and closing expansion opportunities, reaching new decision makers, and connecting new business needs to additional solutions
Experience managing a portfolio of accounts in parallel
Ability to translate client business objectives into recommendations and actionable project scopes
Experience maintaining accurate pipeline, forecast, and account data in a CRM
Outstanding written and verbal communication skills
Ability to thrive in a fast-paced, rapidly growing company while managing diverse clients and competing deadlines
Exceptional time management
Exposure to a named sales methodology such as 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
Resumes and communication must be submitted in English
No visa sponsorship or assistance is offered

Benefits

Comp & perks

Fully remote work environment
Onboarding and integration support
Personalized sales and vertical-specific training
Professional development through feedback, call reviews, and coaching
Opportunities to mentor new team members and progress toward senior-level partnership responsibilities