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 a Client Partner at Toptal, you will be responsible for growing and deepening relationships with our enterprise clients by understanding their business challenges, identifying new opportunities, and bringing together the right solutions to help them succeed. You will own the commercial growth, strategic development, and long-term health of an assigned portfolio of clients, turning established relationships into broader, more valuable partnerships.
This is a highly consultative, commercially driven role for professionals who are as curious about solving business problems as they are motivated to grow revenue. You will immerse yourself in your clients’ businesses, understand the pressures and opportunities shaping their industries, and proactively identify where Toptal can make a meaningful difference. Rather than waiting for clients to tell you what they need, you will bring ideas, challenge conventional thinking, and work with our experts to shape solutions that address both immediate priorities and longer-term strategic objectives.
We are looking for individuals who combine the commercial drive of a business developer, the problem-solving mindset of a consultant, and the relationship skills of a trusted advisor. You should be energized by uncovering opportunities within complex organizations, expanding into new business units, building executive relationships, and converting ideas into meaningful commercial engagements. At Toptal, we believe our potential is defined by the problems we can solve and the outcomes we can deliver for our clients. With capabilities spanning technology, AI, marketing, management consulting, managed services, and specialized talent, we have the opportunity to take on increasingly complex and meaningful business challenges. Realizing that potential requires people who think beyond the immediate ask, challenge conventional approaches, and bring the initiative and judgment to turn ideas into results.
We have high expectations of ourselves and the people we work alongside. We value individuals who combine intellectual curiosity with commercial ambition, move with urgency, and take personal ownership of outcomes. You will have the autonomy to shape client strategies, challenge assumptions, and bring forward new ideas, but you will also be expected to execute with discipline, collaborate effectively, and deliver measurable results. We are building a business that can compete at the highest levels, and we expect our Client Partners to help lead that ambition.
Your focus is on growing and retaining existing enterprise clients. Enterprise Sales Executives acquire new clients and secure the initial commercial engagement. From that point forward, you will own the ongoing commercial relationship, including identifying and closing expansion opportunities, renewals, extensions, and additional agreements. You will also be accountable for client satisfaction, retention, and the continued growth and diversification of your portfolio.
You will be expected to grow and manage a substantial portfolio, with an annualized gross revenue expectation of $10M+ as your portfolio matures. Success will be measured by sustained revenue growth, retention, client satisfaction, account diversification, and your ability to establish Toptal as a valued partner across increasingly important areas of your clients’ businesses. Toptal’s Consumer Products and Services (CP&S) portfolio serves leading consumer brands and retailers across three segments: Consumer Packaged Goods, Retail and eCommerce, and Hospitality and Consumer Services. Retail and eCommerce is one of our priority growth segments, spanning eCommerce, Traditional Retail, Mass Merchandisers, Grocery and Convenience, and Food Service. Our clients face margin pressure, shifting consumer behavior and the need to turn AI into measurable results. Toptal helps them move faster by combining Professional and Managed Services, backed by top talent and AI-first capabilities.
This is a remote position with a strong expectation of regular, in-person client engagement. You will be expected to spend meaningful time in the field, building executive relationships, uncovering opportunities, and advancing commercial growth. Travel is an integral part of this role, not an occasional requirement. 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.
You will own the commercial strategy and growth of assigned enterprise client relationships, serving as a strategic partner who understands each client’s business, identifies emerging needs, and proactively develops opportunities to deliver greater value. You will work across client organizations to uncover challenges, shape solutions, and expand Toptal’s role in helping clients achieve their objectives.
This is not a passive account management role. You will be expected to continuously create demand within your accounts, build new relationships, and bring forward ideas that lead to new commercial opportunities. You will have strong partners across Toptal, but you will be personally accountable for driving growth and advancing the commercial relationship.
Understand your clients’ businesses. Develop a deep understanding of client strategies, operating models, industry dynamics, competitive pressures, and emerging priorities. Ask insightful questions, challenge assumptions, and identify business problems and opportunities where Toptal can deliver meaningful value.
Proactively shape solutions. Bring thoughtful ideas and recommendations to clients, working with Practice Leaders, Pursuits, and Delivery teams to develop differentiated, commercially viable solutions that address their challenges and create measurable business outcomes.
Own portfolio growth and commercial performance. Take direct accountability for revenue growth, retention, expansion, diversification, and the overall commercial health of your assigned client portfolio. Set ambitious growth objectives and execute with the discipline and urgency required to achieve them.
Hunt for opportunities within existing clients. Identify unmet needs, new initiatives, and emerging challenges across business units and functions. Create demand, develop opportunities, and convert those opportunities into new engagements and revenue rather than relying on existing business to sustain performance.
Expand and diversify client relationships. Build relationships across business units, geographies, functions, and executive stakeholders, reducing dependence on individual buyers, engagements, or service offerings.
Lead ongoing commercial engagements. Own renewals, extensions, ancillary agreements, and all subsequent commercial opportunities following the initial new-client signing, including opportunity development, solution positioning, pricing, negotiation, contracting, and close. Build trusted executive partnerships. Establish credibility with senior business and technology leaders through informed perspectives, sound judgment, and a genuine understanding of their priorities. Become a partner clients turn to when navigating important business decisions.
Develop and execute strategic account plans. Build actionable growth strategies informed by client priorities, competitive positioning, whitespace opportunities, buying centers, and long-term revenue potential. Translate those strategies into specific actions, measurable objectives, and commercial results.
Connect client challenges to Toptal’s capabilities. Identify opportunities to bring together technology, AI, marketing, management consulting, managed services, and specialized talent in ways that address client needs and broaden the value of our relationships.
Own commercial client health and retention. Maintain a clear understanding of client satisfaction, relationship strength, delivery performance, and emerging risks. Partner proactively with Client Management and Delivery teams to address concerns, protect revenue, and strengthen long-term relationships. Take ownership of the commercial relationship without assuming responsibility for day-to-day delivery execution.
Collaborate across client teams. Work closely with other Client Partners, Industry GMs, Sales Leaders, Practice Leaders, Pursuits, Client Management, and Delivery teams to share insights, coordinate account strategies, and develop solutions across complex client organizations. Where multiple Client Partners support an account, operate within clearly defined commercial ownership and a coordinated account strategy.
Lead complex expansion pursuits. Bring together the right expertise to develop compelling proposals, navigate enterprise buying processes, negotiate commercial terms, and close new business within existing accounts.
Maintain disciplined pipeline and account intelligence. Own expansion pipeline development, forecasting accuracy, account planning, and visibility into commercial opportunities and risks. Make informed decisions, maintain momentum, and take accountability for the quality of your execution. Set a high standard for performance and execution. Operate with urgency, preparation, and personal accountability. Bring thoughtful perspectives to client conversations, follow through on commitments, and continuously look for ways to improve client outcomes and commercial performance. Take ownership of challenges, work across teams to solve them, and hold yourself accountable for delivering measurable results.
Represent the voice of the client. Bring client feedback, emerging needs, and market insights into Toptal to help inform our solutions, capabilities, and overall client experience.
We are looking for Client Partners who are genuinely interested in how businesses work, why challenges exist, and how they can be solved. The strongest performers will consistently turn that curiosity into new ideas, stronger relationships, and meaningful commercial growth.
In the first week, expect to:
- Onboard with Toptal and develop a strong understanding of our business model, value proposition, capabilities, and expectations for performance.
- Familiarize yourself with our commercial operating model, account ownership principles, and client engagement processes.
- Meet the Industry, Practice, Pursuits, Client Management, and Delivery leaders who will support your success.
- Understand our approach to account planning, opportunity management, forecasting, and commercial execution.
- Become familiar with our contracting, legal, and renewal processes.
In the first month, expect to:
- Develop a strong understanding of your assigned client portfolio, including business priorities, active engagements, executive relationships, current revenue, and growth potential.
- Begin engaging client stakeholders to understand their strategic objectives, operating challenges, and emerging priorities.
- Work with your Industry GM or Sales Leader to develop account strategies and identify priority opportunities for growth.
- Assess account health, renewal exposure, concentration risks, and opportunities to expand into new business units or service offerings.
- Establish a regular operating cadence with Client Management and Delivery teams to understand engagement performance, client feedback, and potential growth signals.
- Begin identifying business problems and opportunities where Toptal’s broader capabilities could deliver additional value.
- Establish clear priorities and a disciplined operating rhythm that supports proactive client engagement and commercial execution.
In the first three months, expect to:
- Establish credibility with senior client stakeholders through informed, consultative conversations tied to their business priorities.
- Develop actionable account growth plans that connect client needs and strategic initiatives to specific commercial opportunities.
- Proactively bring new ideas and potential solutions to clients, collaborating with internal experts to shape compelling approaches.
- Build and advance a qualified pipeline of expansion opportunities across your assigned portfolio.
- Lead renewals, extensions, and additional commercial engagements with sound judgment and clear accountability.
- Demonstrate a strong understanding of client satisfaction, commercial risks, and opportunities to strengthen long-term relationships.
- Establish effective collaboration with other Client Partners and cross-functional teams supporting shared or complex accounts.
- Demonstrate ownership of your commercial objectives through consistent execution, accurate forecasting, and measurable progress against your growth plan.
In the first six months, expect to:
- Demonstrate measurable portfolio growth through new opportunities, expanded relationships, and additional commercial engagements.
- Develop a deeper understanding of client business challenges and translate that knowledge into proactive, solutions-led commercial pursuits.
- Expand executive relationships and increase Toptal’s presence across business units, geographies, and service offerings.
- Introduce new capabilities and solutions that address emerging client priorities and create additional sources of revenue.
- Proactively identify and address client satisfaction and retention risks in partnership with Client Management and Delivery.
- Successfully lead renewals, extensions, and complex expansion opportunities through negotiation and close.
- Maintain a healthy expansion pipeline and accurate portfolio forecast.
- Demonstrate consistent progress against ambitious growth objectives, with clear evidence of personal initiative, commercial judgment, and disciplined execution.
In the first year, expect to:
- Deliver sustained revenue growth and retention across your assigned client portfolio, progressing toward or maintaining a $10M+ annualized gross revenue expectation.
- Establish deeper, more diversified client partnerships with broader executive engagement and increased strategic relevance.
- Demonstrate a strong track record of identifying client challenges, proactively shaping solutions, and converting those solutions into new commercial engagements.
- Expand Toptal’s presence across client organizations through new buying centers, capabilities, and strategic initiatives.
- Maintain strong client satisfaction and proactively manage risks that could affect retention or growth.
- Build a repeatable approach to account planning, opportunity development, and solutions-led commercial execution.
- Be recognized for your ability to combine thoughtful client engagement with commercial ambition, strong execution, and measurable results.
- Contribute to broader team success through collaboration, knowledge sharing, and mentorship.
Qualifications and Job Requirements:
- Bachelor’s degree is required.
- 7–10+ years of experience in enterprise client development, strategic account growth, consulting, or professional services, ideally within technology services, management consulting, or managed services.
- Demonstrated success growing complex enterprise relationships through a combination of consultative selling, proactive opportunity creation, and strategic account development.
- Experience managing substantial enterprise client portfolios, ideally with annualized revenue of $5M–$10M+.
- Strong business acumen and intellectual curiosity, with a demonstrated ability to understand complex client challenges, ask insightful questions, challenge assumptions, and develop commercially viable approaches to solving them.
- Proven ability to identify emerging client needs, shape solutions, and create opportunities beyond existing engagements or stated requirements.
- Experience expanding enterprise relationships across multiple business units, executive stakeholders, geographies, and service offerings.
- Ability to engage credibly with C-suite executives on business strategy, operating challenges, emerging technologies, and industry trends.
- Demonstrated success originating and closing complex expansion opportunities, including technology, consulting, and managed services engagements.
- Experience negotiating renewals, extensions, complex service agreements, and additional commercial engagements with enterprise procurement and legal teams.
- Strong understanding of emerging technologies, including AI, and the ability to connect new capabilities to practical client business needs.
- Proven ability to develop and execute strategic account plans that identify whitespace, deepen relationships, and drive sustained commercial growth.
- Demonstrated ability to identify client satisfaction risks, navigate difficult conversations, and strengthen long-term commercial relationships.
- Experience collaborating with multidisciplinary teams to develop solutions, shape proposals, and advance complex opportunities.
- Ability to work effectively in shared or coordinated account coverage models, balancing individual commercial accountability with broader client and company objectives.
- Strong commercial judgment, including pipeline management, forecasting, opportunity prioritization, and account-level revenue planning.
- A demonstrated commitment to high performance, with the initiative, discipline, and personal accountability to consistently deliver against ambitious commercial objectives.
- Entrepreneurial drive, creative problem-solving, resilience, and a proactive approach to identifying and pursuing opportunities.
- Exceptional written and verbal communication skills, with the ability to influence senior executives and build trusted relationships.
- Willingness and ability to travel regularly for client meetings, executive engagement, and industry events.
- Broad experience working with consumer and retail organizations, with a practical understanding of how these businesses operate, the top challenges they face, and how to serve them effectively. Concentrated experience in one or more of our priority sub-segments, such as eCommerce, Traditional Retail, Mass Merchandisers, Grocery and Convenience, or Food Service, is highly preferred.
- Established executive relationships across retail and consumer brands, including business leaders in digital, merchandising, marketing and supply chain as well as technology leaders.
- Working knowledge of the retail technology landscape, including commerce platforms, order management, retail data and personalization, and emerging agentic commerce capabilities.
- A builder’s mindset with a track record of creating something from the ground up, such as a new practice, segment, offering or go-to-market motion, rather than only inheriting and maintaining an existing book.
- Hands-on ability to shape and personally drive solutions, not only facilitate workshops or coordinate others.
We are looking for Client Partners who bring the curiosity of a consultant, the instincts of a business developer, and the accountability of a business owner. People who see beyond the current engagement, recognize opportunities others might miss, and have the conviction and commercial skill to turn those opportunities into results. You should be energized by ambitious goals, motivated by meaningful client impact, and committed to continually raising the standard of your own performance. You must be a world-class individual contributor to thrive at Toptal. We expect our Client Partners to lead through their expertise, initiative, and results, not simply direct the work of others.
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.
- Willingness and ability to travel regularly (25–40%) for in-person client meetings, executive engagement, strategic account development, and industry events. Success in this role requires an active presence with clients and a commitment to building relationships beyond virtual interactions.
US FLSA Classification: Full-Time/Exempt
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.
Applications are accepted on an ongoing basis. 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.
