SMB Account Manager

Toptal

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

Posted 10/23/2026full-timeRemote • United StatesMid-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 project scopes. Proficient in managing multiple accounts while maintaining accurate pipeline and forecast data in CRM systems.

Highest-signal resume keywords

B2B Account ManagementSalesforce (SFDC) ProficiencyClient Retention StrategiesExpansion Opportunity IdentificationOutstanding Communication Skills

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Account ManagementSales Strategy DevelopmentPipeline ManagementForecastingSoftware Project Lifecycle NavigationConsultative SellingRevenue Quota AchievementClient Needs AssessmentAccount Health MonitoringExpansion Planning

Soft Skills

Time ManagementIndependent WorkCollaborationProblem SolvingAdaptability

Tools & Technologies

Salesforce (SFDC)SalesloftZoomSlackDigital Collaboration Tools

Certifications & Qualifications

Bachelor’s Degree

Industry Keywords

B2B SalesClient ExperienceAccount GrowthTech SalesConsulting

Tech Stack

Tools & technologies

SFDC

About the role

Key responsibilities & impact

Own a portfolio of SMB accounts and serve 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 with next steps, timing, and expansion targets
Expand accounts across specialized talent, HireGlobal global hiring and payroll, and AI-driven services offerings
Manage expansion opportunities from identification through qualification, proposal, negotiation, and close
Maintain accurate pipeline and forecast data in Salesforce (SFDC)
Monitor demand signals and platform data to identify needs before clients voice them
Use outreach and Salesloft cadences to educate clients on Toptal’s services
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 teams via Zoom and Slack
Review calls, seek feedback, and share learnings with the team
Complete onboarding, sales training, mock calls, and role-play scenarios
Join client calls, prioritize portfolios, and draft account plans
Establish client working cadences and conduct account health check-ins
Build qualified expansion pipelines and maintain accurate forecasts
Meet or exceed revenue and expansion metrics
Expand engagements into new departments, projects, and offerings
Mentor new team members and share consultative 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, including proactively 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 and maintaining momentum while other teams complete necessary work
Ability to translate a client’s 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 work in a fast-paced, rapidly growing company while managing diverse clients and competing deadlines
Exceptional time management
Applicants must be authorized to work in the US at the time of hire
Resumes and communication must be submitted in English
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

Benefits

Comp & perks

Monthly commissions based on revenue generated from engagements sold
401(k) retirement plan
Medical, dental, and vision health insurance plans
Basic life insurance coverage
Short-term and long-term disability coverage
Flexible spending accounts
Dependent care accounts
Health savings accounts
Telehealth virtual doctors
Employee assistance program
Flexible paid time off