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Enterprise Sales Development Representative
ToptalTalent Marketplace company
United StatesMid
Andreessen Horowitz
Adam D'Angelo
Sales & Account Management
About the role
TL;DR
Drive business growth by identifying and qualifying new client opportunities through outreach and relationship nurturing.
- •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 Enterprise Sales Development Representative (SDR), you will drive business growth by identifying opportunities with target clients.
- •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 set the stage for successful sales interactions through cold outreach efforts and nurturing relationships to secure qualified meetings for our sales team.
- •If you’re 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.
- •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.
- •Sales: 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.
- •Begin the Relationship: 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.
- •Client and Industry Knowledge: Clients are at the heart of everything we do.
- •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.
- •Collaborate with Team Members: 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.
- •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, 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.
- •Qualifications and Job 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.
- •Critically think through the challenges clients face to create new opportunities from unsigned clients and accounts.
- •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.
- •Conscientiousness.
- •We’re not doing a simple SaaS sale, so discussions may get technical.
- •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.
- •You must exhibit outstanding written and verbal communication skills.
- •Communication is the lifeblood of both internal and external relationships.
- •Demonstrate excellent communication in all forms, across a wide variety of personality types, roles, and geographies.
- •Nothing we do is done in isolation.
- •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.
- •Life throws in minor challenges beyond the primary problems this role is meant to solve.
- •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.
- •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 sales development results.
- •For candidates who meet the qualifications and job requirements listed above, the US-based salary range for this full-time position is $60,000
- •$65,000 per year.
- •Our salary ranges are determined by role, level, and location.
- •The range displayed on each job posting reflects the minimum and maximum target for new hire salaries for the position across all US locations.
- •Within the range, 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.
- •Please note that the US-based salary range does not include the value of Toptal’s benefit offerings.
- •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.
Required skills
SalesLead GenerationSalesforceBusiness DevelopmentSales Operations
Nice-to-have skills
Customer ServiceMarket AnalysisPartnership Management
Benefits & perks
Remote work, Health insurance, Paid time off
Tech stack
SalesforceSlack