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, ex