Client Advisor

We need to output HTML fragment with sections: About the role? Actually the posting includes "About Toptal" and "Job Summary". The instruction: use

for section headings (e.g. About the role, Responsibilities, Requirements, Qualifications, Skills, Benefits, Pay, Schedule). Do NOT repeat the job title as a heading. We need to include sections only when posting has real specific content. We have content: About Toptal (company description) maybe "About the role"? Actually "About Toptal" is company overview; we could treat as "About the role"? But they said use headings like About the role, Responsibilities, etc. We can use "About the role" heading for the job summary description. The "About Toptal" could be part of that or maybe we can include a short paragraph about company under that heading. The instruction: Do NOT repeat the job title as a heading (the page already shows it) and do NOT put Job ID / requisition numbers as headings — fold minor metadata into a short

or drop it. We need to preserve all substantive information, remove boilerplate (cookie/navigation/legal/EEO etc). There's no explicit boilerplate besides maybe "Applications are accepted on an ongoing basis." That's application instruction; we should drop it. Also "Resumes and communication must be submitted in English." That's also application instruction; drop. Also "US FLSA Classification: Full-Time / Exempt" maybe we can keep as metadata? It's not a heading; we can fold into a short

. Also "This position receives a base salary and is also eligible to earn monthly commissions based on revenue generated from engagements sold." That's pay info; we should include a Pay section if posting actually states them. It does. It says base salary plus uncapped commission, and pay determined by work location etc. That's pay info. So we should include a Pay section with that content. Benefits: they list benefits: participation in 401(k); medical, dental, vision; basic life insurance; short-term and long-term disability; access to FSA, dependent care, HSA; telehealth; employee assistance program; flexible paid time off. That's benefits. So include Benefits section. Schedule: Not explicitly stated besides remote position, maybe "full availability during your working hours". Not a specific schedule; we should not create Schedule unless posting actually states them. It doesn't give specific hours, so omit Schedule. Skills: Could be derived from qualifications? But we have Qualifications section (Required Qualifications, Preferred Qualifications, Core Competencies). The instruction: use headings like Qualifications, Skills. We could combine Required and Preferred Qualifications under Qualifications heading. Core Competencies could be under Skills? Or we could have Skills heading for core competencies. But we need to avoid thin sections. Perhaps we have Qualifications (required+preferred) and Skills (core competencies). Or we could merge core competencies into Qualifications as bullet list. But better to follow instruction: Use headings for Qualifications and Skills. We'll put Required Qualifications and Preferred Qualifications under Qualifications heading (maybe separate subheadings? Not allowed; only h3 headings). We could just list all qualifications under Qualifications. For Skills, we can list Core Competencies. We also need to include About the role heading with job summary description (the paragraph after "Job Summary"). We need to preserve all substantive information: company description (About Toptal) maybe we can include under About the role or maybe a separate "About the company"? Not in allowed headings list. Could incorporate into About the role paragraph. We must not include filler like "commensurate with experience". Not present. We must not include application instructions: drop "Applications are accepted on an ongoing basis." "Resumes and communication must be submitted in English." Also drop "We do not offer visa sponsorship or assistance." That's maybe relevant? It's a requirement about work authorization. Could be considered metadata; we could fold into a short p under Qualifications? Actually it's about eligibility. Could be included in a short paragraph under Qualifications or maybe under About the role. But it's not a heading. We'll keep it as a short p maybe under Qualifications? But it's not a qualification; it's eligibility. Could be placed after Qualifications as a short p. However instruction: fold minor metadata into a short

or drop it. So we can include a short p after Qualifications: "Applicants must be authorized to work in the US at the time of hire. Toptal does not offer visa sponsorship or assistance." Also "This is a remote position." Could be under About the role or maybe under Schedule? But we omit Schedule. We'll include remote note in About the role paragraph. Now produce HTML:

About the role

... (job summary + company description + remote note)

Responsibilities

• ... each bullet from Responsibilities section

Qualifications

• ... Required Qualifications bullets
• ... Preferred Qualifications bullets

Maybe we separate required and preferred but still under same ul? Could separate with headings but not allowed. Could just list all.

Skills

• ... Core Competencies bullets

Benefits

• ... benefits bullets

Pay

... base salary plus uncapped commission, pay determined by work location, skills, experience, education/training.

We must not include Schedule. Check for any duplicated lines: we need to avoid repeating same content. Now extract specifics. About Toptal paragraph: "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 paragraph: "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 will drop the last sentence about resumes. Now Responsibilities bullets: list each bullet from Responsibilities section. Responsibilities section includes: - 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 need to keep each as

. Now Qualifications: Required Qualifications bullets: - 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 bullets: - 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. Now Core Competencies (Skills) bullets: - 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