Enterprise Sales Development Representative

About Toptal

Toptal is a global network comprised of leading professionals in business, design, and technology that helps organizations expand their teams as needed. With over $200 million in yearly revenue and a workforce distributed globally, Toptal is recognized as the largest fully remote company worldwide. The company emphasizes the best aspects of virtual teams, supplemented with a support system fostering innovation, social engagement, and enjoyment. Operating boundary-free and at a rapid pace, Toptal embraces unconventional approaches.

Role Overview

The Enterprise Sales Development Representative (SDR) will be instrumental in accelerating Toptal’s growth by identifying and cultivating business opportunities with key prospective clients. This role involves initiating contact with potential customers, generating leads, and supporting both clients and internal teams by arranging qualified meetings for sales executives. Applicants must be self-driven and enthusiastic about sales. This position is entirely remote within Canada and does not offer visa sponsorship. All submissions and communications should be in English.

Key Responsibilities

• Engage in sales activities by understanding current and anticipated client needs, enabling and assisting the sales team to effectively present Toptal’s offerings, and leading client discussions with an emphasis on innovation and client requirements.
• Initiate relationships via lead generation and cold outreach, educating prospects about Toptal’s mission, identifying opportunities, and stimulating interest.
• Build strong client rapport by conducting strategic outreach and maintaining comprehensive knowledge of clients and industry trends.
• Collaborate actively with team members and Sales Executives using tools such as Zoom and Slack to pursue business prospects and coordinate follow-up actions.
• Commit to continuous personal and team improvement by embracing feedback and contributing to demand generation strategies.

Onboarding and Milestones

• Week 1: Integrate into the company, understand Toptal’s model and value proposition, and learn the importance of the SDR role and sales process.
• Month 1: Complete sales training involving mock and live calls, master CRM and outreach tools including Salesforce, ZoomInfo, SalesLoft, and LinkedIn Sales Navigator, and begin targeting accounts with measurable outreach goals.
• Three Months: Achieve full ramp-up by meeting key performance metrics (calls, emails), identify new revenue opportunities, and maintain CRM data integrity.
• Six Months: Consistently meet quotas, assist in training new SDRs, expand client relationships, and innovate lead generation tactics.
• One Year: Build a portfolio of new strategic accounts and mentor team members on sales development best practices.

Required Qualifications

• Bachelor’s degree is mandatory.
• Between 1 and 3 years experience as an Enterprise Sales Development Representative.
• Comprehensive knowledge of business challenges faced by enterprise clients.
• Strong critical thinking skills to analyze client challenges and identify sales opportunities.
• Resilience and determination to persist despite challenges and rejection.
• Exceptional verbal and written communication abilities.
• Curious mindset eager to understand people, their companies, and industry dynamics.
• Ability to comprehend complex and technical sales discussions and convey them effectively.
• Highly motivated, resourceful, proactive, and able to take ownership and work creatively toward the company’s mission.
• Excellent prioritization skills and problem-solving aptitude in a dynamic and fast-paced environment.
• Collaborative approach to working within teams and with client accounts.
• Must be an outstanding individual contributor; leadership without direct individual contribution will not be sufficient.

Additional Information

This role is fully remote and based in Canada. Visa sponsorship or assistance is not provided. English language proficiency is required for communication and application.