SMB Sales Development Representative - US-Based

Toptal is hiring an SMB Sales Development Representative to generate qualified sales opportunities with small and midsize businesses. The role focuses on cold outreach, reactivating dormant clients, following up with prospects who missed calls, and collaborating with sales teams to secure qualified meetings.

Responsibilities:

• 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
• Regularly and reliably attend scheduled virtual team meetings on camera
• Work independently with minimal supervision
• Use all required digital collaboration tools
• Prioritize and self-manage workflows and deadlines

Requirements:

• Applicants must be authorized to work in the US at the time of hire
• Resumes and communication must be submitted in English
• 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
• Critically think through the challenges clients face to create new opportunities from target accounts, dormant clients, and missed call leads
• Be relentless and push towards your goal
• Enthusiasm and ambition to succeed in this role, as it can be difficult if you hate rejection
• A desire to understand people, their problems, their companies, and their industries
• Understanding sophisticated issues and explaining them to clients is important
• Be highly motivated and continuously strive for personal and professional improvement
• 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
• Understand our mission and do the work required to drive us to that goal, by following a process and being creative
• SMB deals move fast. You follow up quickly on every lead, reactivation, and missed call
• You must exhibit outstanding written and verbal communication skills
• Demonstrate excellent communication in all forms, across a wide variety of personality types, roles, and geographies
• Success depends on your ability to work as a team both within Toptal and within your client accounts
• Exhibit ownership of accounts, successes, and failures
• You must have the ability to take those in stride and persist despite setbacks
• 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
• Work independently with minimal supervision
• Prioritize and self-manage workflows and deadlines