--- title: 'Enterprise Sales Development Representative - US-Based at Toptal' canonical: 'https://feeny.ai/job/enterprise-sales-development-representative-us-based-toptal-united-states-x3p8kpaz96eh' type: 'job' last_seen: '2026-09-10' --- # Enterprise Sales Development Representative - US-Based at Toptal - **Company:** Toptal - **Location:** United States - **Employment:** full-time - **Work type:** remote - **Posted:** 2019-04-12 - **Last confirmed live:** 2026-09-10 - **Apply:** https://jobs.lever.co/toptal/bdc963ca-1705-4e55-8872-0c15d23831d8 ## Job description ## 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 (SDR), you will drive business growth by identifying opportunities with target clients. 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 set the stage for successful sales interactions through cold outreach efforts and nurturing relationships to secure qualified meetings for our sales team. 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. 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. Sales: Understand current and future demand. 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 perspective on innovation and experience topics, and ask exploratory questions to better understand client needs. Begin the Relationship: Through lead-generation activities and cold-calling, you will prospect, educate, qualify, and develop sales-ready leads and opportunities from unsigned clients and accounts. You will enthusiastically explain Toptal’s vision, pinpoint opportunities, and generate interest. 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 key to your success. 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. 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: Complete our personalized sales training program with mock calls, cold calls, and role-play scenarios. Learn how to use Salesforce.com (our CRM) and other SaaS outreach tools (ZoomInfo, SalesLoft, LinkedIn Sales Navigator). Integrate into your pod, partner with Enterprise Sales Executives and Client Partners, and begin 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, which include calls, emails, and other sales activities. Exercising discretion and independent judgment, 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, 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. Qualifications and Job Requirements: Bachelor’s degree is required. 1-3 years of experience as an Enterprise SDR. Knowledgeable. Broad understanding of business challenges encountered by Enterprise clients. Critical thinking. Critically think through the challenges clients face to create new opportunities from unsigned clients and accounts. Perseverance. Be relentless and push towards your goal. Passion. 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, so 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 both internal and external relationships. 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. Prioritization. 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. Ability to work in a fast-paced, rapidly growing company and handle a wide variety of challenges, deadlines, and a diverse array of contacts. 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. US FLSA Classification: Full-Time/Exempt This position receives a base salary and is also eligible to earn monthly commissions based on sales development results. 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. ## About Toptal ## Company Overview - **One-liner**: Toptal is an exclusive network of the top 3% of freelance software developers, designers, marketing experts, finance experts, product managers, and project managers, connecting them with top organizations for critical projects. - **Entity Type**: Private (bootstrapped, revenue-generating) - **Headquarters**: London, United Kingdom (with offices in Wilmington, DE, USA and San Francisco, CA, USA) - **Founded**: 2010 - **Founders**: Taso Du Val, Breanden Beneschott ## Core Business - **Primary Industry**: Talent marketplace / Professional services (technology, design, marketing, management consulting, finance) - **Target Customers**: B2B – enterprises, mid-market companies, and startups seeking on-demand, vetted freelance talent for high-impact projects - **Mission Statement**: “To be the greatest talent company in the world” – focused on innovation, quality, and global reach ## Products & Services - **Toptal Talent Network**: On-demand access to pre-vetted freelancers across software development, design, marketing, finance, management consulting, project management, and sales. Engagements range from hourly to full-time. - **Toptal Marketing** (acquired Growth Collective): On-demand marketing experts for growth, demand generation, and strategy. - **Toptal Management Consulting** (acquired QO Collective): Highly vetted consultants from top business schools and consultancies. - **Toptal Finance & Operations** (acquired Graphite): Independent consultants in finance, accounting, corporate strategy, and marketing. - **Toptal IT Talent** (acquired Adeva): Global network of IT developers, architects, and technology consultants. - **TechResume**: Premium resume and LinkedIn profile optimization service for tech professionals. - **HireGlobal**: Global hiring, payroll, and compliance solution built on Toptal’s global payroll infrastructure. ## Market Standing - **Valuation**: Not publicly disclosed (privately held) - **Key Metric**: Annual revenue of $400M (as of latest reports); over $5 billion in total payments to freelancers; 70,000+ contracts signed - **Notable Investors/Partners**: Bootstrapped – no external funding rounds disclosed. Key acquisitions include QO Collective, Adeva, Graphite, and Growth Collective. - **Growth Signals**: Headcount of 4,318 employees (+9.1% YoY); distributed across 118 countries; recent expansion into AI services (CEO, AI Services role; AI Researcher role); continuous launches of new solutions (TechResume, HireGlobal) ## Competitive Advantages - **Exclusive Vetting**: Only 3% of applicants pass the rigorous screening process, resulting in a 98% trial-to-hire success rate. - **Speed & Flexibility**: Ability to match talent in under 24 hours and hire in under 48 hours; flexible engagements with no long-term commitments. - **Global Scale**: Largest fully-remote workforce with talent in 70+ countries and clients worldwide; deep expertise across hundreds of technologies and industries. - **Built-in Trust**: Over $5 billion in payments processed and decades of operational experience managing global compliance and payroll. ## Strategic Focus - **Platform Expansion**: Growing beyond software development into marketing, management consulting, finance, and sales through both organic launches and strategic acquisitions. - **AI & Emerging Tech**: Investing in AI research and leadership roles to prepare the network for next-generation business challenges. - **Global Infrastructure**: Scaling HireGlobal and other compliance/payroll services to become the go-to solution for companies building distributed teams. - **Brand & Talent Acquisition**: Enhancing employer brand to attract top core team members and maintain a high-quality freelance network. ## Why Work Here - **Fully Remote**: Work from anywhere with just a laptop and internet; Toptal is the world’s largest fully-remote workforce. - **Culture of High Performance**: Embraces “hyper-innovation and hyper-growth” – results-oriented, not hours-focused; expects extreme ownership and quality. - **Flexible Time Off**: Unplug when needed, plus a paid sabbatical after five years. - **Global Community**: Hundreds of sponsored conferences, coworking days, and networking events annually. - **Engineering/Innovation Focus**: Roles include AI Researcher, Senior Frontend Engineer, Senior Backend Engineer, Tech Lead – strong emphasis on pushing technical boundaries. - **Employer Rating**: 3.7/5.0 on LinkedIn (1,356 reviews) with highlights on work-life balance (3.9) and compensation (3.4); culture described as demanding but rewarding for those seeking impact. ## Sources 1. [toptal.com/careers](https://www.toptal.com/careers) 2. [toptal.com](https://www.toptal.com/) 3. [toptal.com/about](https://www.toptal.com/about) 4. [linkedin.com/company/toptal](https://www.linkedin.com/company/toptal) 5. [toptal.com/culture](https://www.toptal.com/culture) ## Other roles at Toptal - [Account Executive - US-Based](https://feeny.ai/job/account-executive-us-based-toptal-united-states-qsfwd51a218v) — United States - [Account Executive](https://feeny.ai/job/account-executive-toptal-canada-central-america-south-enqd79k1bnch) — Canada Central America South, United States - [Senior Manager, Solutions & Partnerships, Marketing Services - US-Based](https://feeny.ai/job/senior-manager-solutions-partnerships-marketing-services-us-based-toptal-united-wzhcd5j8errf) — United States - [Senior Manager, Solutions & Partnerships, Marketing Services](https://feeny.ai/job/senior-manager-solutions-partnerships-marketing-services-toptal-canada-europe-5dgyzvx9dd2n) — Canada Europe South America, United Kingdom - [Enterprise Sales Executive, Consumer Products and Services](https://feeny.ai/job/enterprise-sales-executive-consumer-products-and-services-toptal-canada-bfcjxeb83s38) — Canada - [Enterprise Sales Executive, Healthcare and Life Sciences - US-Based](https://feeny.ai/job/enterprise-sales-executive-healthcare-and-life-sciences-us-based-toptal-united-7axsqwqkj9er) — United States - [Director, Partnerships Operations - US-Based](https://feeny.ai/job/director-partnerships-operations-us-based-toptal-remote-y6r2pp13ahen) - [Director, Partnerships Operations](https://feeny.ai/job/director-partnerships-operations-toptal-canada-287sxa24sq26) — Canada - [Enterprise Sales Executive, Banking, Financial Services and Insurance - US-Based](https://feeny.ai/job/enterprise-sales-executive-banking-financial-services-and-insurance-us-based-d3pz75k4268j) — Canada - [Talent Coach](https://feeny.ai/job/talent-coach-toptal-europe-south-america-central-kbz16t08m64c) — Europe South America Central, United States