Enterprise Sales Development Representative

Toptal is a global network of top talent in business, design, and technology that enables companies to scale their teams, on-demand. As an Enterprise Sales Development Representative, you will drive business growth by identifying opportunities with target clients and generating new business through cold outreach and relationship nurturing.

Responsibilities:

• Understand current and future demand. Enable, educate, and directly support the sales force to best position this practice with Toptal clients and win new business
• Lead client conversations, presenting Toptal’s perspective on innovation and experience topics, and ask exploratory questions to better understand client needs
• Through lead-generation activities and cold-calling, you will prospect, educate, qualify, and develop sales-ready leads and opportunities from unsigned clients and accounts
• You will enthusiastically explain Toptal’s vision, pinpoint opportunities, and generate interest
• As the first point of contact for future Enterprise clients, you will be building 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
• You will collaborate with your team and Sales Executives to pursue opportunities, recommend appropriate follow-up actions, and schedule qualified meetings
• Communicating via Zoom and Slack is critical to maintaining a high level of collaboration and clear communication within the team
• 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
• 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 the world’s largest companies
• 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 other SaaS outreach tools (ZoomInfo, SalesLoft, LinkedIn Sales Navigator)
• Integrate into your pod, partner with Enterprise Sales Executives and Client Partners, and begin targeting strategic accounts
• Learn the process for outreach, including calling, emailing, and LinkedIn messaging
• Implement an outreach process and hit 1-month objectives
• Learn how to analyze industry drivers, business problems, and target buyers
• In the first three months, expect to become fully ramped on the SDR team, attaining your metrics, which include calls, emails, and other sales activities
• Exercising discretion and independent judgment, uncover new opportunities within existing accounts and target accounts that result in revenue-generating engagements for Toptal
• Hit call/email quotas and fully ramped objectives
• Become proficient in using our SaaS 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, expand Toptal’s partnerships, 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 strategic account list
• 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

Requirements:

• Bachelor's degree is required
• 1-3 years of experience as an Enterprise SDR
• Broad understanding of business challenges encountered by Enterprise clients
• Critical thinking
• Perseverance
• Passion
• Curiosity
• Conscientiousness
• Motivated
• Resourceful
• Proactive
• Communication
• Team
• Ownership
• Problem Solver
• Prioritization
• Ability to work in a fast-paced, rapidly growing company and handle a wide variety of challenges, deadlines, and a diverse array of contacts