Enterprise Sales Executive, Communications, Media, Entertainment & Technology

Role Overview

• Build and manage a targeted portfolio of CMET accounts
• Focus on net new logo acquisition and multi-tower account expansion
• Generate pipeline from scratch, penetrating enterprise organizations
• Close initial engagements with speed and precision
• Grow accounts into broader multi-tower partnerships
• Navigate cross-functional priorities, aligning to evolving client business objectives
• Demonstrate credibility at the C-suite level
• Prospect, pitch, negotiate, and close new opportunities while expanding existing relationships
• Partner closely with pre-sales experts and delivery teams to craft tailored solutions
• Onboard with Toptal and connect with key members of the CMET industry team
• Learn Toptal’s model, value proposition, and deep capabilities
• Familiarize yourself with the tools and resources needed to be successful
• Negotiate contracts and work collaboratively with clients
• Develop proposals and close deals
• Establish a network of client relationships

Requirements

• Bachelor’s degree is required
• 7–10+ years of experience in enterprise account management, solution selling, or professional services, with a strong track record of new logo acquisition
• Deep experience engaging C-suite and senior-level executives across Communications, Media & Entertainment, and/or Technology companies, including CIO, CTO, CDO, and CMO stakeholders
• Demonstrated understanding of CMET-sector dynamics, including digital transformation trends in media and entertainment, telco modernization, streaming and OTT platforms, and enterprise technology adoption
• Familiarity with AI and GenAI use cases relevant to CMET clients, and the ability to connect Toptal’s capabilities to client transformation priorities
• Extensive experience in consultative customer engagement and selling of service-oriented or outcome-based solutions
• Exposure to hybrid talent models or alternative consulting delivery models
• Proven track record of landing and expanding enterprise clients with $250M–$5B+ in annual revenue, including experience growing initial wins into multi-tower, multi-million-dollar programs
• A well-rounded understanding of how Toptal’s AI-enabled transformation, managed services, and digital modernization capabilities address the strategic priorities of CMET clients
• Ability to build and execute account plans that lead to consistent portfolio growth and a healthy pipeline
• Proven success in collaborative prospecting, running virtual and on-site sales calls, and leading sales pursuits backed by a multidisciplinary team
• Experience negotiating complex service agreements with procurement and legal departments within enterprise accounts
• Regular or periodic travel to meet and engage with Toptal clients and customers both inside and outside of your geographic location
• Ability to partner effectively across multiple internal teams to shape innovative solutions that drive client success
• Passion for solving client problems with creativity and urgency
• Outstanding written and verbal communication skills
• High level of intellectual curiosity, grit, and entrepreneurial spirit
• Ability to work in a fast-paced, rapidly growing company and handle a wide variety of ambiguity, challenges, deadlines, and a diverse array of contacts
• You must possess a collaborative, ‘go-getter’ mindset and embrace the ability to work/play hard, think boldly, and drive to win
• You bring a builder’s mindset—you are as comfortable creating pipeline from zero as you are navigating complex, multi-stakeholder pursuits to close

Benefits

• Participation in a 401(k) retirement plan
• Medical, dental, and vision health insurance plans
• Basic life insurance coverage
• Short-term and long-term disability coverage
• Access to flexible spending, dependent care, and health savings accounts
• Access to telehealth virtual doctors
• Employee assistance program
• Flexible paid time off