Client Advisor
for section headings (e.g. About the role, Responsibilities, Requirements, Qualifications, Skills, Benefits, Pay, Schedule). 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. Preserve ALL substantive information; do not invent or summarize away detail. Remove cookie/navigation/legal/EEO/equal-opportunity/scam-warning boilerplate, duplicated lines, and application instructions. IMPORTANT: include a section ONLY when the posting has real, specific content for it — never emit a heading followed by filler/placeholder text (e.g. "commensurate with experience", "not specified", "N/A", "varies", "TBD") and never create Pay/Schedule/Benefits sections unless the posting actually states them. Prefer a few substantive sections over many thin ones. We need to decide which sections to include. The posting includes: - About Toptal (company description) - Job Summary (description of role) - Responsibilities (list) - Required Qualifications (list) - Preferred Qualifications (list) - Core Competencies (list) - Essential Job Functions (list) - US FLSA Classification: Full-Time / Exempt (maybe metadata) - Pay info: "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." This is pay info but not specific numbers. The instruction says never create Pay/Schedule/Benefits sections unless the posting actually states them. It does state base salary + commission, but not specific numbers. Is that considered "real, specific content"? It says "Individual pay is determined by work location and additional factors..." That's vague. The instruction says never emit a heading followed by filler/placeholder text (e.g. "commensurate with experience", "not specified", "N/A", "varies", "TBD") and never create Pay/Schedule/Benefits sections unless the posting actually states them. The phrase "base salary plus uncapped commission" is specific enough? It says "base salary plus uncapped commission". That is a statement of compensation structure. Might be considered substantive. However they also say "Individual pay is determined by work location and additional factors..." That's vague but still some info. I'd include a Pay section with that content. Benefits: The posting includes benefits: "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." That's specific benefits. So we should include Benefits section. Schedule: Not mentioned besides remote position, maybe "full availability during your working hours". No explicit schedule. So we should not create Schedule section. We need to use
for each section heading. Use - for any list of duties/requirements/benefits, and
for prose.
We need to avoid repeating job title as heading. Not needed.
We need to preserve all substantive information. So we need to include About Toptal description, Job Summary, Responsibilities, Required Qualifications, Preferred Qualifications, Core Competencies, Essential Job Functions, Pay, Benefits. Possibly also "US FLSA Classification" could be folded into a short
maybe under a generic "Details" but not required as a heading. Since we prefer few substantive sections, maybe we can combine some. But we need to follow instruction: Use headings for sections only when posting has real specific content. We could combine Required and Preferred Qualifications into a "Qualifications" section with subheadings? But instruction says use
for section headings (e.g. About the role, Responsibilities, Requirements, Qualifications, Skills, Benefits, Pay, Schedule). It doesn't forbid subheadings. But we could just have a Qualifications section and include both required and preferred as lists with maybe a note. However we need to preserve all info; we can include both.
Similarly Core Competencies could be under Skills? The instruction includes Skills as a possible heading. Could combine Core Competencies under Skills. But we have also Essential Job Functions which could be under Responsibilities? Might be overlapping. But better to keep separate sections to preserve info.
But instruction: "Prefer a few substantive sections over many thin ones." So we should try to minimize number of sections. However we must include all substantive info. We could group similar items.
Potential sections:
- About the company (About Toptal) maybe as About Toptal
with paragraph.
- Job Summary (maybe as Job Summary
paragraph).
- Responsibilities (list).
- Qualifications (could include Required and Preferred). Could have two sublists with headings Required Qualifications and Preferred Qualifications inside the section, but still under one Qualifications
. That would reduce sections.
- Skills (Core Competencies) maybe as Skills
list.
- Benefits (list).
- Pay (paragraph).
We could also include "Employment Details" for FLSA classification and remote etc. But maybe we can fold that into Job Summary or About.
But we need to preserve all substantive info: remote position, no visa sponsorship, must be authorized to work in US, resumes in English. That's metadata; we could put in a short
under Job Summary or a separate "Details" section. However instruction says 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 for those details.
Thus sections:
About Toptal
...
Job Summary
...
(including remote, work auth, etc.)
Responsibilities
...
Qualifications
Required Qualifications:
...
Preferred Qualifications:
...
Skills
...
(Core Competencies)
Benefits
...
Pay
...
We should not include Schedule.
Check for any duplicated lines: we need to avoid repeating same content. Ensure we capture all.
Let's extract content.
About Toptal paragraph:
"About ToptalToptal 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."
We need to separate sentences maybe but keep as is.
Job Summary paragraph: The block after "Job Summary". It includes description of role, remote position, visa, work auth, language.
Let's copy:
"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 keep that as paragraph.
Responsibilities list: The bullet points after "Responsibilities". They are:
- 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 put each as - .
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
for prose. We need to avoid repeating job title as heading. Not needed. We need to preserve all substantive information. So we need to include About Toptal description, Job Summary, Responsibilities, Required Qualifications, Preferred Qualifications, Core Competencies, Essential Job Functions, Pay, Benefits. Possibly also "US FLSA Classification" could be folded into a short
maybe under a generic "Details" but not required as a heading. Since we prefer few substantive sections, maybe we can combine some. But we need to follow instruction: Use headings for sections only when posting has real specific content. We could combine Required and Preferred Qualifications into a "Qualifications" section with subheadings? But instruction says use
for section headings (e.g. About the role, Responsibilities, Requirements, Qualifications, Skills, Benefits, Pay, Schedule). It doesn't forbid subheadings. But we could just have a Qualifications section and include both required and preferred as lists with maybe a note. However we need to preserve all info; we can include both.
Similarly Core Competencies could be under Skills? The instruction includes Skills as a possible heading. Could combine Core Competencies under Skills. But we have also Essential Job Functions which could be under Responsibilities? Might be overlapping. But better to keep separate sections to preserve info.
But instruction: "Prefer a few substantive sections over many thin ones." So we should try to minimize number of sections. However we must include all substantive info. We could group similar items.
Potential sections:
- About the company (About Toptal) maybe as About Toptal
with paragraph.
- Job Summary (maybe as Job Summary
paragraph).
- Responsibilities (list).
- Qualifications (could include Required and Preferred). Could have two sublists with headings Required Qualifications and Preferred Qualifications inside the section, but still under one Qualifications
. That would reduce sections.
- Skills (Core Competencies) maybe as Skills
list.
- Benefits (list).
- Pay (paragraph).
We could also include "Employment Details" for FLSA classification and remote etc. But maybe we can fold that into Job Summary or About.
But we need to preserve all substantive info: remote position, no visa sponsorship, must be authorized to work in US, resumes in English. That's metadata; we could put in a short
under Job Summary or a separate "Details" section. However instruction says 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 for those details. Thus sections:
About Toptal
...
Job Summary
...
(including remote, work auth, etc.)Responsibilities
- ...
Qualifications
Required Qualifications:
- ...
Preferred Qualifications:
- ...
Skills
- ...
Benefits
- ...
Pay
...
We should not include Schedule. Check for any duplicated lines: we need to avoid repeating same content. Ensure we capture all. Let's extract content. About Toptal paragraph: "About ToptalToptal 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." We need to separate sentences maybe but keep as is. Job Summary paragraph: The block after "Job Summary". It includes description of role, remote position, visa, work auth, language. Let's copy: "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 keep that as paragraph. Responsibilities list: The bullet points after "Responsibilities". They are: - 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 put each as