Client Advisor

We need to output HTML fragment with sections: About the role (maybe from Job Summary), Responsibilities, Requirements (maybe combine Required Qualifications, Preferred Qualifications, Core Competencies?), Benefits (if present), Pay (if present), Schedule (if present). Must not repeat job title. Must not include boilerplate like EEO, etc. Must not include application instructions. Must not include cookie/navigation/legal. Must not include duplicated lines. Must preserve all substantive info. We need to decide sections: The posting includes "About Toptal" (company description) but not necessarily needed as a section? The instruction: use

for section headings (e.g. About the role, Responsibilities, Requirements, Qualifications, Skills, Benefits, Pay, Schedule). So we can have sections: About the role (maybe from Job Summary), Responsibilities, Requirements (maybe combine Required Qualifications, Preferred Qualifications, Core Competencies?), Benefits, Pay, Schedule. We need to include only sections that have real specific content. The posting includes: "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." That's maybe metadata; we can fold into a short

maybe under About the role or separate? The instruction: do NOT put Job ID / requisition numbers as headings — fold minor metadata into a short

or drop it. So we can include a short paragraph about remote, US work auth, etc. We need to preserve all substantive info: The job summary, responsibilities list, required qualifications, preferred qualifications, core competencies, essential job functions, US FLSA classification, pay info (base salary + uncapped commission, individual pay determined by location etc.), benefits (list of benefits). Schedule? Not explicitly given besides remote, maybe working hours? Not specified. So we should not create Schedule section unless posting states it. It does not give schedule specifics, so we omit Schedule. Pay: The posting says: "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." That's specific enough to include Pay section. Benefits: The posting lists benefits: 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. So we include Benefits section. Now we need to format. We'll start with maybe

About the role

then a

containing the job summary (the paragraph after "Job Summary") plus maybe the remote work note. Then

Responsibilities

then

• each bullet from responsibilities list. Then

  Requirements

  maybe combine Required Qualifications, Preferred Qualifications, Core Competencies, Essential Job Functions? Could split into Qualifications and Skills but instruction says we can use those headings. But we need to avoid too many thin sections. Perhaps we can have

  Qualifications

  containing Required and Preferred qualifications as lists, and

  Skills

  containing Core Competencies and Essential Job Functions? However core competencies are more like skills. Essential job functions are like requirements. Might be okay to have Qualifications and Skills sections. But we need to preserve all substantive info. Let's decide: - Qualifications: list Required Qualifications and Preferred Qualifications (maybe as two sub-lists or combined). We'll output as
  • for each item. - Skills: list Core Competencies (each bullet) and Essential Job Functions (each bullet). Could combine. Alternatively we could have a single Requirements section that includes all: Required Qualifications, Preferred Qualifications, Core Competencies, Essential Job Functions. That might be okay but could be long. The instruction: Prefer a few substantive sections over many thin ones. So maybe we have three sections: About the role, Responsibilities, Qualifications (which includes Required, Preferred, Core Competencies, Essential Job Functions), Benefits, Pay. That's five sections. But we need to ensure we don't miss any info: The US FLSA classification (Full-Time / Exempt) maybe could be included in About the role or Qualifications as a note. We'll include it in About the role paragraph. Now we need to avoid repeating the job title as heading. Not needed. Now produce HTML. Let's extract the job summary text: Starting after "Job Summary". The text: "Our Client Advisors turn inbound interest from small- and medium-sized businesses into Toptal clients. You will be the first conversation a prospective client has with Toptal. You will respond to immediate-assistance requests within five minutes, quickly understand the business problem behind the request, connect necessary Toptal specialists, and help guide the client forward through the sales process. You will need to do a great deal in a short conversation: establish trust, diagnose the need, recognize relevant opportunities, explain Toptal’s value proposition, address concerns, and convert the business to sale. This is a high energy, consultative sales role at inbound velocity where excellence will mean running a high volume of first conversations, asking better questions than the client expected, and constantly building momentum along the right Toptal offering path.You will need to bring clarity and articulate value across Toptal’s full portfolio: specialized talent, global hiring and payroll through HireGlobal, and our AI-driven, platform-powered, outcome-focused services offerings. Your ownership continues after the first call. You will represent the client through technical stages, keep them engaged between conversations, and resolve issues that slow a decision. You will manage those active opportunities alongside new incoming inquiries, knowing when to bring in specialists for deeper expertise. Our ideal candidate is ambitious, competitive, driven by client service, and pairs that drive with genuine curiosity about how businesses work. If you want to build real consultative selling skills in a fast-paced environment and be compensated for it, this is the team you want to be part of.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." We'll put that in a

    . Now Responsibilities bullet list: The responsibilities section includes several paragraphs each starting with a bold heading? Actually the text: "Discovery and Diagnosis: You will run high energy, open-ended discovery on every inbound conversation. You will quickly establish rapport, understand what prompted the client to reach out, and uncover the business objective behind the stated request. You will use this to build the necessary sales momentum to keep clients engaged, earning the right to recommend before you recommend. Qualify, Manage, and Win the Opportunity: You will quickly identify what is driving the need, whether there is a real opportunity, identify the metrics that matter most to the client, and who is involved in the decision. You will explain why the relevant Toptal offering fits, address the client’s concerns, and ask for commitment. You will manage deal cycles from discovery through close and maintain accurate pipeline and forecast data in our CRM. Own progress after the call: You will give any necessary specialists a clear account of the client’s needs and prepare them for subsequent conversations, stay close as technical questions are resolved, and keep the client engaged through the next decision. Maintain clear next steps, timing, and blockers for each active opportunity while responding to new inbound requests. Portfolio Selling: Clients rarely arrive with their full set of needs articulated. You will be responsible for understanding the client’s broader growth plans, including global hiring, EOR and payroll needs, marketing and sales growth, financial, and technology challenges, and for positioning Toptal as a strategic partner rather than a single-transaction vendor. Client Experience: Clients are at the heart of everything we do. You will execute a client-centric approach across every interaction during pre-defined working hours, running rapid research on clients before outreach, asking focused questions to fill the gaps, and staying current on industry trends and the competitive landscape so that you bring a point of view to the conversation. Collaboration: You will work with your team and with cross-functional partners, including matching, delivery, HireGlobal, and Toptal’s service offerings experts, to respond promptly to high-volume inbound inquiries and to bring the right expertise into a deal at the right moment. Communicating clearly over Zoom and Slack is critical. Growth and Development: Our SMB team improves individually and as a team. You will review your own calls, seek and act on feedback, and contribute what you learn back to the team." We'll turn each of these into

  • items. Now Required Qualifications list: "- 2–3 years of B2B sales experience (Account Executive, Inside Sales, Sales Development, Account Representative, or a related role). - Demonstrated experience converting inbound opportunities into paying customers at scale, owning the sale from first call to close. - Experience coordinating parallel sales opportunities, and maintaining sales momentum while other teams complete necessary work. - Outstanding written and verbal communication skills. - Full availability during your working hours to take client calls. - Ability to work and thrive in a fast-paced, rapidly growing company, managing a high volume of clients alongside competing deadlines. - Exceptional time management is key to success in this role." Preferred Qualifications: "- Software, tech, or professional-services sales experience. - Exposure to a named sales methodology — MEDDPICC, Challenger, SPIN, Sandler, or similar. - Experience selling more than one product or service line into the same account. - Familiarity with global hiring, EOR, or payroll concepts. - Fluency with modern sales tooling, including AI-assisted research, call review, and CRM workflows." Core Competencies list (each bullet preceded by bold term and description). We'll extract each as a bullet: - Consultative discovery. You ask open-ended questions, listen for what is not being said, and diagnose before you prescribe. You are comfortable sitting in a question rather than rushing to a pitch. - Qualification discipline. You know the difference between interest and intent. You can articulate why a deal will close, who will sign, and what happens if the client does nothing. - Business acumen. You can hold a credible conversation with a founder or business owner about growth, hiring, cost, and risk — and connect what you sell to what they are trying to achieve. - Point of view. You bring insight to the conversation. You are willing to respectfully reframe a client’s thinking when their stated request isn’t the best path to their goal. - Client-centricity. You uncover and resolve client issues through value-based selling, and you are direct about fit when Toptal isn’t the right answer. - Will to win. You are naturally competitive and looking to exceed quota, not just meet it. We provide a base salary plus uncapped commission, and we want our Client Advisors to make the most of it. - Learn-it-all mindset. You constantly seek feedback from peers and leaders, review your own calls, and share what you learn with the team. - Ownership. You operate as a self-directed individual contributor who takes full accountability for your pipeline and your results, while collaborating effectively with the cross-functional partners who help you win. Essential Job Functions list: "- 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" We could include US FLSA classification as part of Essential Job Functions. Now Benefits list: "- 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; - flexible paid time off." Pay section: We'll summarize: "This position receives a base salary and is also eligible to