SMB Sales Development Representative

Toptal

. Drive business growth by opening new opportunities with small and midsize businesses and reactivating dormant clients .

Posted 11/10/2026full-timeRemote • United StatesJuniorWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in driving business growth through effective outreach and relationship management with small and midsize businesses. Proficient in utilizing Salesforce.com for data integrity and managing sales pipelines while exhibiting strong communication and critical thinking skills.

Highest-signal resume keywords

Sales Development Representative (SDR) ExperienceCold Outreach StrategiesSalesforce.com ProficiencyClient Relationship ManagementLead Generation Activities

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Sales Pipeline ManagementLead QualificationBusiness DevelopmentMarket ResearchSales Accepted Lead (SAL) MetricsQuota AchievementDemand GenerationAccount Executive SkillsMeeting SchedulingData Integrity

Soft Skills

Outstanding Communication SkillsCritical ThinkingSelf-ManagementProactivityCuriosity

Tools & Technologies

Digital Collaboration ToolsSalesforce.com

Certifications & Qualifications

Bachelor’s Degree

Industry Keywords

Small and Midsize Businesses (SMB)Midmarket SalesClient AdvisorOutbound SalesSales Strategy

Tech Stack

Tools & technologies

SFDC

About the role

Key responsibilities & impact

Drive business growth by opening new opportunities with small and midsize businesses and reactivating dormant clients
Conduct cold outreach to prioritized companies with $5M to $300M in annual revenue
Prospect, educate, qualify, and develop sales-ready leads and opportunities
Lead client conversations, present Toptal’s perspective on innovation and talent, and ask exploratory questions
Restart relationships with dormant clients and book meetings
Call back prospects who missed scheduled Client Advisor calls and book new meetings
Research clients and stay informed on industry trends
Collaborate with SMB outbound Account Executives, Account Managers, Client Advisors, and team members
Schedule qualified meetings for the SMB sales team
Maintain data integrity in Salesforce.com
Meet activity, Sales Accepted Lead, pipeline, quota, and revenue objectives
Suggest, implement, and experiment with new lead and demand-generation activities
Assist with training and onboarding new SDRs
Mentor new team members
Attend virtual team meetings and use digital collaboration tools

Requirements

What you’ll need

Bachelor’s degree is required
1 to 3 years of experience as an SDR or outbound Account Executive in SMB or midmarket sales
Broad understanding of business challenges encountered by small and midsize businesses
Critical thinking to create opportunities from target accounts, dormant clients, and missed call leads
Outstanding written and verbal communication skills
Ability to work in a fast-paced, rapidly growing company and handle varied challenges, deadlines, and contacts
Ability to work independently with minimal supervision
Ability to use all required digital collaboration tools
Ability to prioritize and self-manage workflows and deadlines
Regularly and reliably attend scheduled virtual team meetings on camera
Applicants must be authorized to work in the US at the time of hire
Resumes and communication must be submitted in English
Self-starter with resourcefulness, proactivity, perseverance, curiosity, ownership, and prioritization skills

Benefits

Comp & perks

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