Enterprise 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 Enterprise Sales Development Representative, you will contribute to driving business growth by identifying opportunities in the market with target clients. Working closely with our sales team, 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 take on the responsibility of initiating and conducting cold outreach efforts to secure qualified meetings for our sales team. Your pivotal role involves identifying and connecting with potential leads, nurturing relationships, and ultimately setting the stage for successful sales interactions. Your adeptness at crafting compelling messages, understanding prospect needs, and establishing rapport will be key to driving our sales growth. 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.
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.
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Sales: Understand current/future demand and 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 point-of-view related to innovation and experience topics, and asking exploratory questions to better understand client needs.
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Begin the Relationship: You will enthusiastically explain Toptal’s vision, pinpoint opportunities, and generate interest. Through lead-generation activities and cold-calling, you will prospect, educate, qualify, and develop sales-ready leads and opportunities. Exercise discretion and independent judgment.
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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 keys to your success.
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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.
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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:
- Set MBOs with your manager & determine your ideal career path at Toptal (whether Sales Executive, Marketing, or other).
- Complete our personalized sales training program with mock calls, cold calls, and role-play scenarios.
- Learn how to use Saleforce.com CRM and other SaaS outreach tools (ZoomInfo, SalesLoft, LinkedIn Sales Navigator).
- Be integrated into your pod and partnered with Enterprise Sales Executives and Client Partners and be ready to start 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 including calls, emails, and other sales activities.
- 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 and 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.
- Continue expanding your accounts portfolio, accelerating growth in existing accounts, and using the full suite of capabilities Toptal has to offer.
- Hit 100% of target monthly metrics and be promoted to Senior SDR.
- Set MBOs with your manager to set yourself up for promotion to a closing role.
Requirements:
- Bachelor’s degree is required.
- 1-3 years of experience as an Enterprise SDR.
- Ability to work in a fast-paced, rapidly growing company and handle a wide variety of challenges, deadlines, and a diverse array of contacts.
- Knowledgeable. Broad understanding of business challenges encountered by Enterprise clients.
- Critical thinking. Critically think through the challenges clients face to create new opportunities.
- Perseverance. Be relentless and push towards your goal.
- Passion. A sense of enthusiasm and ambition to succeed in this role, as it can be difficult if you hate rejection.
- Curiosity. A desire to understand people, their problems, their companies, and their industries.
- Conscientiousness. We’re not doing a simple SaaS sale, but discussions may get technical. Understanding sophisticated issues and explaining them to clients is important.
- Motivated. Be highly motivated and continuously strive for personal and professional improvement.
- Resourceful. 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.
- Proactive. Understand our mission and do the work required to drive us to that goal, by following a process and being creative.
- Communication. You must exhibit outstanding written and verbal communication skills. Communication is the lifeblood of relationships both internal and external to Toptal. Demonstrate excellent communication in all forms, across a wide variety of personality types, roles, and geographies.
- Team. 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.
- Ownership. Exhibit ownership of accounts, successes, and failures.
- Problem Solver. 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.
- Prioritizations. 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.
- You don’t take yourself too seriously and you have a sense of humor.
- 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.
