Client Advisor

Toptal, a leading global network that connects businesses with skilled professionals in technology, design, and business, is seeking a Client Advisor to join its fully remote team. With a significant annual revenue and a diverse international workforce, Toptal operates entirely remotely, fostering innovation and collaboration within its distributed structure. This role is pivotal in transforming inbound interest from small and medium-sized businesses into valuable Toptal clients, requiring a proactive and consultative approach to sales.

About the Role

The Client Advisor will be at the forefront of engaging with prospective clients who have expressed interest in Toptal's services. This is a dynamic, high-volume role focused on consultative sales, where the primary objective is to initiate and manage a large number of first conversations effectively. The ideal candidate will possess a high level of energy and a natural ability to build rapport and understand client needs quickly. Success will be measured by the ability to guide potential clients through the initial stages of engagement, ensuring a positive and productive experience.

As a Client Advisor, your responsibilities will encompass several key areas designed to cultivate and secure new business for Toptal. You will be tasked with:

• **Discovery and Diagnosis:** Conducting thorough, open-ended discovery calls to understand the root cause of a business's need for talent. This involves actively listening and asking insightful questions to diagnose the client's specific challenges.
• **Opportunity Management and Conversion:** Efficiently identifying the core drivers behind a client's requirements and articulating how Toptal's offerings provide the ideal solution. The goal is to quickly qualify and nurture these opportunities towards a successful outcome.
• **Post-Call Engagement:** Maintaining momentum after initial conversations by staying closely involved as technical questions arise and keeping the client engaged throughout the decision-making process. This requires proactive follow-up and a commitment to client progress.
• **Strategic Partnership Development:** Understanding a client's broader business objectives and growth plans, and positioning Toptal not just as a service provider, but as a strategic partner capable of contributing to their long-term success.
• **Client-Centric Experience:** Ensuring every interaction is conducted with a focus on the client's experience, operating within defined working hours to maintain consistency and reliability.
• **Collaborative Support:** Working seamlessly with your immediate team and other cross-functional departments to respond promptly and effectively to the high volume of inbound inquiries.
• **Continuous Improvement:** Regularly reviewing your own performance, actively seeking feedback, and implementing suggestions for growth and development to enhance your consultative sales skills.

What They're Looking For

To excel in this Client Advisor position, candidates should possess a foundational understanding of business-to-business sales and a proven track record of converting inbound leads. Essential qualifications and attributes include:

• A minimum of two to three years of experience in B2B sales, demonstrating a capacity to manage client relationships and drive revenue.
• Demonstrated success in converting inbound sales opportunities into paying customers, showcasing an ability to effectively engage and persuade.
• Exceptional written and verbal communication skills, with the ability to articulate complex ideas clearly and persuasively.
• The capacity to thrive in a fast-paced, dynamic work environment, adapting quickly to changing priorities and client needs.
• Outstanding time management skills are crucial for managing a high volume of interactions and ensuring no opportunity falls through the cracks.

This remote role offers the opportunity to be part of a globally recognised company at the forefront of the future of work. In South Africa, sales roles like this, particularly in the tech and professional services sectors, can vary significantly in remuneration. However, a Client Advisor role with a company like Toptal, focusing on B2B sales and high-volume inbound leads, would typically command a competitive salary, often supplemented by performance-based incentives. Advancement might lead to senior sales positions, team leadership, or specialisation in client account management within Toptal's expansive network.

• 2–3 years of B2B sales experience.
• Experience converting inbound opportunities into paying customers.
• Outstanding written and verbal communication skills.
• Ability to work and thrive in a fast-paced environment.
• Exceptional time management is key to success in this role.