Client Advisor

Our Client Advisors turn inbound interest from small- and medium-sized businesses into Toptal clients. You will be the first conversation a prospective client has with Toptal. You will respond to immediate-assistance requests within five minutes, quickly understand the business problem behind the request, connect necessary Toptal specialists, and help guide the client forward through the sales process.

You will need to do a great deal in a short conversation: establish trust, diagnose the need, recognize relevant opportunities, explain Toptal’s value proposition, address concerns, and convert the business to sale. This is a high energy, consultative sales role at inbound velocity where excellence will mean running a high volume of first conversations, asking better questions than the client expected, and constantly building momentum along the right Toptal offering path.

You will need to bring clarity and articulate value across Toptal’s full portfolio: specialized talent, global hiring and payroll through HireGlobal, and our AI-driven, platform-powered, outcome-focused services offerings.

Your ownership continues after the first call. You will represent the client through technical stages, keep them engaged between conversations, and resolve issues that slow a decision. You will manage those active opportunities alongside new incoming inquiries, knowing when to bring in specialists for deeper expertise.

Our ideal candidate is ambitious, competitive, driven by client service, and pairs that drive with genuine curiosity about how businesses work. If you want to build real consultative selling skills in a fast-paced environment and be compensated for it, this is the team you want to be part of.

This is a remote position. We do not offer visa sponsorship or assistance. Resumes and communication must be submitted in English.

Onboard and integrate into Toptal.

Learn Toptal’s model, our team members, and our story.

Begin our 1-1 sales training covering our value proposition, discovery framework, sales process, and delivery method.

Become acquainted with the cross-functional teams you will work with to close new business.

Listen to recorded client calls and identify what the advisor did well and what they missed.

Complete our personalized sales training program, including mock calls and role-play scenarios.

Run an inbound conversation independently: identify the client’s need, explain the relevant offering and value proposition, handle common concerns, and ask for commitment.

Prepare clear briefs to bring necessary specialist teams into opportunities.

Begin closing new business, while exercising discretion and independent judgment.

Be fully ramped and integrated into the team.

Complete additional vertical-specific training.

Manage incoming leads alongside active opportunities, keep clients engaged through technical stages, and deliver against conversion and conversation-quality targets.

Maintain a healthy, accurately forecast pipeline moving through your funnel.

Have a solid history of claiming and closing new business by consistently meeting or exceeding both sales and quality expectations and targets.

Identify where opportunities are losing momentum and improve your follow-through using evidence from your own work.

Suggest process improvement areas to increase team efficiency and effectiveness, which may include providing consultation or advice to management on policies and procedures.

Mentor new team members, helping them learn our model and pass along standard methodologies.

Demonstrate sustained sales and quality performance across initial conversion and continued partnership opportunities on inbound existing clients.

Be a reference point for the team on discovery quality and on positioning the full Toptal portfolio.

Become a productive, collaborative, and consistent contributor to the team.

Consultative discovery. You ask open-ended questions, listen for what is not being said, and diagnose before you prescribe. You are comfortable sitting in a question rather than rushing to a pitch.

Qualification discipline. You know the difference between interest and intent. You can articulate why a deal will close, who will sign, and what happens if the client does nothing.

Business acumen. You can hold a credible conversation with a founder or business owner about growth, hiring, cost, and risk — and connect what you sell to what they are trying to achieve.

Point of view. You bring insight to the conversation. You are willing to respectfully reframe a client’s thinking when their stated request isn’t the best path to their goal.

Client-centricity. You uncover and resolve client issues through value-based selling, and you are direct about fit when Toptal isn’t the right answer.

Will to win. You are naturally competitive and looking to exceed quota, not just meet it. We provide a base salary plus uncapped commission, and we want our Client Advisors to make the most of it.

Learn-it-all mindset. You constantly seek feedback from peers and leaders, review your own calls, and share what you learn with the team.

**Ownership. **You operate as a self-directed individual contributor who takes full accountability for your pipeline and your results, while collaborating effectively with the cross-functional partners who help you win.

As Toptal’s EVP, Industries, Malik leads the commercial business serving enterprise and SMB clients across talent, services, and cutting-edge solutions. He brings extensive experience driving growth and transformation across software, professional services, manufacturing, and luxury goods. Most recently, he scaled revenue across a $5B+ global SaaS business and led growth planning, revenue operations and analytics, and AI-driven go-to-market transformation at Infor. He previously served as a partner at Boston Consulting Group, leading major growth and transformation programs while building BCG’s Auto.AI business. Prior to BCG, Malik led Jaguar Land Rover’s companywide turnaround and transformation program, delivering $2.5 billion in profitability improvement. Earlier in his career, he worked at McKinsey & Company, where he helped scale its Periscope SaaS platform. Malik holds a Master’s degree in Aeronautical Engineering from the University of Bristol.

As Toptal's VP, SMB and GM, Sales Practice, Michael partners with clients and internal teams to accelerate revenue growth and strengthen go-to-market execution. With more than 20 years of experience building and leading go-to-market organizations, Michael brings a track record of transforming commercial strategy for PE-backed, mid-market, and enterprise companies across B2B SaaS and tech-enabled services markets. His career includes senior leadership roles at companies such as Atlas HXM, Alight Solutions, Korn Ferry, Oracle, ADP, and AlphaStaff, where he built high-performing teams, scaled recurring revenue streams, and delivered $50M to over $300M in growth. Notable achievements include leading Oracle's cloud transformation to $180M in annual recurring revenue, scaling ADP's HR outsourcing business to $650M in total contract value, and building Korn Ferry's SaaS and digital solutions business to $240M in annual recurring revenue. Michael holds a B.S. in Business Administration from the State University of New York at Plattsburgh.

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