SMB Sales Development Representative

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 an SMB Sales Development Representative (SDR), you will drive business growth by opening new opportunities with small and midsize businesses and by bringing back clients who have gone quiet. You’ll play a pivotal role in identifying potential customers, generating new business opportunities, and providing support to both customers and our team. You will work three motions: cold outreach to a prioritized list of companies with $5M to $300M in annual revenue, reactivation of dormant clients, and call backs to prospects who missed a scheduled Client Advisor call. You will set the stage for successful sales interactions through outreach and nurturing relationships to secure qualified meetings for our SMB sales team. If you are a self motivated individual with a passion for sales, we encourage you to join our team!

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

Responsibilities:

The following information is intended to describe the general nature and level of work being performed. It is not intended to be an exhaustive list of all duties, responsibilities, or required skills.

• Exercise discretion and independent judgment.
• Sales: Understand current and future demand across the SMB and midmarket segments. Enable, educate, and directly support the sales force to best position Toptal with SMB clients and win new business. Lead client conversations, presenting Toptal’s perspective on innovation and talent topics, and ask exploratory questions to better understand client needs.
• Begin the Relationship: Through lead generation activities and cold calling, you will prospect, educate, qualify, and develop sales ready leads and opportunities from a prioritized list of companies with $5M to $300M in annual revenue. You will enthusiastically explain Toptal’s vision, pinpoint opportunities, and generate interest.
• Reactivate and Recover: You will restart relationships that have gone quiet. When a dormant client has not restarted an engagement with its Account Manager, the account moves to the SDR pool, and you reach out, book the meeting, and bring the client back. You will also call back prospects who missed a scheduled Client Advisor call, starting 7 days after the missed call, and book a new meeting.
• Client and Industry Knowledge: Clients are at the heart of everything we do. As the first point of contact for future SMB clients, you will build rapport through strategic outreach and a well rounded client and industry knowledge. Researching clients and staying informed on industry trends will be key to your success.
• Collaborate with Team Members: You will collaborate with your team, SMB outbound Account Executives, Account Managers, and Client Advisors to pursue opportunities, recommend appropriate follow up actions, and schedule qualified meetings. Account Executives close the opportunities you source, and Account Managers take over each account once the engagement starts. Communicating via Zoom and Slack is critical to maintaining a high level of collaboration and clear communication within the team.
• Growth and Development: Our team has an aversion to complacency. We are always looking to improve both individually and as a team. Being open to and implementing feedback will be critical success factors in this role and at Toptal. As you become more comfortable in the role, you will help evolve our demand generation strategy and tactics.

In the first week, expect to:

• Onboard and integrate into Toptal.
• Learn Toptal’s model, our value proposition, and our story.
• Work with cross functional teams to understand how you can utilize our incredible global team to build client relationships and drive success.
• Learn the breadth of Toptal’s impact on companies of every size, from fast growing SMBs to the world’s largest enterprises.
• Grasp the importance of the SDR function to the success of Toptal.
• Understand our sales method and our selling process to set you up for success.

In the first month, expect to:

• Complete our personalized sales training program with mock calls, cold calls, and role play scenarios.
• Learn how to use Salesforce.com (our CRM) and our outreach and productivity tools (ZoomInfo, SalesLoft, LinkedIn Sales Navigator, Nooks, and Claude).
• Integrate into your pod, partner with SMB outbound Account Executives, Account Managers, and Client Advisors, and begin working your prioritized account list.
• Learn the process for each motion: new business outreach, dormant client reactivation, and missed call follow up. Implement an outreach process and hit your first month objectives.
• Learn how to analyze industry drivers, business problems, and target buyers.

In the first three months, expect to:

• Complete your ramp on the SDR team and attain your metrics, which include calls, emails, Sales Accepted Leads (SALs), and pipeline created.
• Exercising discretion and independent judgment, uncover new opportunities within target accounts, dormant clients, and missed call leads that result in revenue generating engagements for Toptal.
• Hit activity, SAL, and pipeline objectives.
• Become proficient in using our sales tools.
• Learn how to maintain excellent data integrity in Salesforce.com.

In the first six months, expect to:

• Continuously hit fully ramped quotas and objectives.
• Assist with training and onboarding new SDRs.
• Build new and existing client relationships, bring dormant clients back, and continue to execute account plans.
• Suggest, implement, and experiment with new lead and demand generation activities.

In the first year, expect to:

• Have built a portfolio of net new accounts from the prioritized account list, alongside clients brought back through reactivation and missed call follow up.
• Become a mentor to new members of the team, helping them learn about Toptal, our model, and how proper sales development practices can improve relationships and increase revenue.

Qualifications and Job Requirements:

• Bachelor’s degree is required.
• 1 year of experience as an SDR or outbound Account Executive in SMB or midmarket sales.
• Knowledgeable. Broad understanding of business challenges encountered by small and midsize businesses.
• Critical thinking. Critically think through the challenges clients face to create new opportunities from target accounts, dormant clients, and missed call leads.
• Perseverance. Be relentless and push towards your goal.
• Passion. Enthusiasm and ambition to succeed in this role, as it can be difficult if you hate rejection.
• Curiosity. A desire to understand people, their problems, their companies, and their industries.
• Conscientiousness. We’re not doing a simple SaaS sale, so discussions may get technical. Understanding sophisticated issues and explaining them to clients is important.
• Motivated. Be highly motivated and continuously strive for personal and professional improvement.
• Resourceful. Think about target accounts as your own business. We want self starters who are passionate about hunting for new accounts, and who thrive with the freedom and accountability of leading their portion of the business.
• Proactive. Understand our mission and do the work required to drive us to that goal, by following a process and being creative.
• Urgency. SMB deals move fast. You follow up quickly on every lead, reactivation, and missed call.
• Communication. You must exhibit outstanding written and verbal communication skills. Communication is the lifeblood of both internal and external relationships. Demonstrate excellent communication in all forms, across a wide variety of personality types, roles, and geographies.
• Team. Nothing we do is done in isolation. Success depends on your ability to work as a team both within Toptal and within your client accounts.
• Ownership. Exhibit ownership of accounts, successes, and failures.
• Problem Solver. Life throws in minor challenges beyond the primary problems this role is meant to solve. You must have the ability to take those in stride and persist despite setbacks.
• Prioritization. The nature of this role requires that you understand the priorities and timelines associated with each of your accounts and execute appropriately with those in mind.
• Ability to work in a fast-paced, rapidly growing company and handle a wide variety of challenges, deadlines, and a diverse array of contacts.
• You must be a world-class individual contributor to thrive at Toptal. You will not be here just to tell other people what to do.