SMB Sales Development Representative

Toptal

. Drive business growth by opening new opportunities with small and midsize businesses and re-engaging dormant clients.

Posted 11/10/2026full-timeRemote • CanadaJuniorWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in driving business growth through strategic outreach and lead generation, with a strong focus on small and midsize businesses. Proficient in utilizing Salesforce.com and sales productivity tools to manage client interactions and maintain data integrity.

Highest-signal resume keywords

Salesforce.com ProficiencyLead Generation StrategiesCold Outreach ExperienceClient Relationship ManagementCritical Thinking

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Sales Development Representative (SDR)Outbound Account ExecutiveLead QualificationSales Pipeline ManagementData Integrity Management

Soft Skills

Outstanding Communication SkillsTeam CollaborationProblem-SolvingProactivityCuriosity

Tools & Technologies

Salesforce.comZoomInfoSalesLoftLinkedIn Sales NavigatorClaude

Certifications & Qualifications

Bachelor’s Degree

Industry Keywords

Small and Midsize BusinessesBusiness ChallengesSales Accepted LeadsClient AdvisorDemand Generation

Tech Stack

Tools & technologies

SFDC

About the role

Key responsibilities & impact

Drive business growth by opening new opportunities with small and midsize businesses and re-engaging 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 topics, and ask exploratory questions.
Reactivate dormant clients and call back prospects who missed scheduled Client Advisor calls.
Research clients and stay informed on industry trends.
Collaborate with SMB outbound Account Executives, Account Managers, Client Advisors, and other team members.
Schedule qualified meetings and recommend appropriate follow-up actions.
Track calls, emails, Sales Accepted Leads, pipeline, quotas, and objectives.
Maintain excellent data integrity in Salesforce.com.
Suggest, implement, and experiment with new lead and demand generation activities.
Assist with training and onboarding new SDRs and mentor new team members.

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 and ability 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 use Salesforce.com and sales outreach/productivity tools including ZoomInfo, SalesLoft, LinkedIn Sales Navigator, Nooks, and Claude.
Ability to work as a team and demonstrate ownership, resourcefulness, proactivity, prioritization, perseverance, curiosity, and problem-solving.
Resumes and communication must be submitted in English.
Must not require visa sponsorship or assistance.

Benefits

Comp & perks

Fully remote workforce / remote position
Personalized sales training program
Professional growth and development opportunities
Mentorship opportunities
Global team collaboration
No visa sponsorship or assistance offered