SMB Client Partner

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About Toptal

Toptal is a global network of top talent in business, design, and technology that enables companies to scale their teams, on-demand. With $200+ million in annual revenue and team members based around the globe, Toptal is the world’s largest fully remote workforce. We take the best elements of virtual teams and combine them with a support structure that encourages innovation, social interaction, and fun. We see no borders, move at a fast pace, and are never afraid to break the mold.

Job Summary

As a Client Partner for SMB, you will lead a portfolio of Toptal’s top SMB clients, serving as a strategic advisor and growth partner. This is a proactive, consultative role—not reactive or transactional. You’ll be expected to think creatively, uncover complex client needs, and deliver customized, high-impact solutions that drive measurable client success and fuel Toptal’s revenue growth. By leveraging consulting services and fully managed, end-to-end solutions, you’ll help organizations achieve their most critical business goals.

You will combine deep curiosity with strong business acumen to diagnose client challenges and creatively shape opportunities across functions, business units, and project types. You will collaborate cross-functionally with Sales, Talent Operations, Delivery, Legal, and Finance to execute on your account strategies and provide an exceptional, white-glove experience throughout the client lifecycle. This is a senior-level Account Manager role for an individual who excels at solving complex problems, building long-term relationships, and driving mutually beneficial growth through strategic planning, proactive engagement, and consultative support.

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

Responsibilities

• Own and drive the growth, retention, and success strategy for a portfolio of high-value SMB accounts, serving as the primary point of contact and trusted advisor.
• Develop and execute comprehensive, insight-driven quarterly account plans that align client objectives with Toptal’s capabilities, positioning our offerings as critical to their success.
• Lead strategic, solution-oriented conversations with clients in partnership with Industry & Category General Managers, Practice Leaders, and Delivery teams.
• Identify client needs and design tailored service offerings—ranging from individual consulting engagements to fully managed, end-to-end offerings—that deliver measurable outcomes.
• Craft and deliver custom, results-driven campaigns that elevate client engagement, highlight impact, and move account strategies forward.
• Serve as a trusted escalation point, managing complex issues and resolving disputes with empathy, urgency, and a client-first mindset.
• Partner cross-functionally to uncover new areas for expansion, surfacing opportunities and shaping proposals that drive long-term account growth.
• Collaborate closely with the SMB team to align on account expansion efforts and scale best practices across the broader book of business.
• Ensure data integrity and pipeline accuracy through diligent Salesforce (SFDC) management, including opportunity tracking, contact updates, and task execution.
• Maintain a pulse on client needs, industry trends, and evolving talent market dynamics to inform consultative conversations and reinforce Toptal’s position as a strategic partner.
• Act as a mentor and thought leader within the Client Services team, supporting junior team members and contributing to the ongoing evolution of our SMB strategy.

Timeline and expectations

Qualifications and Job Requirements

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