客户经理 - 美国本地
Account Executive - US-Based
关于Toptal
Toptal是一个全球化的顶尖人才网络，涵盖商业、设计和科技领域，使公司能够按需扩展团队。拥有超过2亿美元的年收入，员工遍布全球，Toptal是全球最大的全远程工作团队。
我们融合了虚拟团队的最佳元素，并结合一个鼓励创新、社交互动和乐趣的支持体系。我们没有边界，节奏快速，从不害怕打破常规。
职位概要：
想通过创新的方式，影响全球顶级公司构建团队并适应未来的工作方式吗？作为客户经理，你将负责通过获取新客户、重新激活旧客户以及拓展高价值现有客户来推动增长，以最大化长期增长机会。此职位的成功取决于你战略性地识别和接触潜在客户，发现他们的关键业务挑战，并将Toptal的解决方案与他们的需求相匹配。这是一个完整的销售流程角色，意味着你将完全负责你的销售管道，包括定位理想的客户、安排高质量的会议，并将销售流程推进到成交。
这是一个远程职位。我们不提供签证担保或协助。申请者在入职时必须已获得在美国工作的授权。简历和沟通必须用英语提交。
职责：
以下信息旨在描述一般的工作性质和级别。它不是所有职责、责任或所需技能的详尽列表。
- 通过识别和接触高潜力的潜在客户、重新激活沉睡客户以及通过战略外联生成新机会，推动完整的销售流程。
- 通过电话、邮件和LinkedIn进行外联推销，识别机会，展示Toptal的价值主张，并获得新业务。
- 有效管理销售漏斗，优化线索进展，协调各利益相关方的沟通，并认真跟进账户以培育线索实现转化。
- 确保及时准确地记录CRM，同时向领导层提供清晰的销售预测和管道洞察。
- 随着你对角色的逐渐熟悉，参与推动我们的需求生成策略和战术的演变，以扩大销售管道增长和市场覆盖。
第一周内，你将：
- 完成入职流程
查看英文原文
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:
Want to make an impact by innovating how top global companies build teams and adapt to the Future of Work? As an Account Executive, you’ll be responsible for driving growth by acquiring new clients, re-engaging former clients, and expanding existing high-value accounts to maximize long-term growth opportunities. Success in this role comes from your ability to strategically identify and engage potential clients, uncover their key business challenges, and align Toptal’s solutions to meet their needs. This is a full-cycle sales role, which means you will take full ownership of your pipeline, including targeting ideal clients, setting your own high-quality meetings, and driving the sales process through to close.
This is a remote position. We do not offer visa sponsorship or assistance. Applicants must be authorized to work in the US at the time of hire. 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.
- Drive full-cycle sales by identifying and engaging high-potential prospects, re-engaging dormant clients, and generating new opportunities through strategic outreach.
- Conduct outbound prospecting via phone, email, and LinkedIn to identify opportunities, present Toptal’s value proposition, and secure new business.
- Effectively manage the sales funnel to optimize lead progression, coordinate communication among various stakeholders, and diligently follow up on accounts to nurture leads toward conversion.
- Ensure timely and accurate CRM documentation, while providing leadership with clear sales forecasts and pipeline insights.
- As you become more comfortable in the role, contribute to evolving our demand generation strategy and tactics to expand pipeline growth and market reach.
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 outbound function to the success of growing 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, complete with mock calls, cold calls, and role-play scenarios.
- Learn how to use outreach tools (SalesLoft, Zoominfo, SalesNavigator).
- 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:
- Uncover new opportunities with 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 Account Executives.
- Build new and existing client relationships, expand Toptal’s partnership with new and existing clients.
- Suggest, implement and experiment with new lead and demand generation activities.
In the first year, expect to:
- Have closed multiple net new accounts from the strategic account list, while exercising discretion and independent judgment.
- Become a mentor to new members of the team, helping them learn about Toptal, our model, and how proper business development practices can improve relationships and increase revenue.
- Consistently maintain a high level of success by meeting and exceeding 100% of monthly and quarterly key performance indicators and targets.
- Establish a career path for advancement.
Qualifications and Job Requirements:
- Bachelor’s degree is required.
- Minimum 2 years sales experience, including at least 1 year in a closing role.
- Experience in B2B or SaaS sales is strongly preferred.
- Proven success in full-cycle sales, including lead generation, prospecting, running virtual sales calls, funnel management, and closing.
- Proficient with sales tools such as Salesforce, Salesloft, and LinkedIn Sales Navigator, with a demonstrated ability to quickly learn new technologies and adapt to evolving sales platforms.
- Outstanding written and verbal communication skills.
- 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’re persistent in the face of setbacks, eager to understand people and problems, and motivated to go above and beyond to reach your goals.
- You thrive with autonomy and ownership. We’re looking for someone who can be held accountable for leading their portion of the business.
- 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.
Essential Job Functions
- 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.
US FLSA Classification: Full-Time/Exempt
This position receives a base salary and is also eligible to earn monthly commissions based on revenue generated from engagements sold. For candidates who meet the qualifications and job requirements listed above, Individual pay is determined by work location and additional factors, including job-related skills, experience, and relevant education or training.
Applications are accepted on an ongoing basis. In the US, Toptal’s benefit offerings include participation in a 401(k) retirement plan; medical, dental, and vision health insurance plans; basic life insurance coverage and short-term and long-term disability coverage; access to flexible spending, dependent care, and health savings accounts; access to telehealth virtual doctors; an employee assistance program; and flexible paid time off.