Enterprise Sales Executive - US Based

Toptal is a leading company in the consulting industry, seeking an Enterprise Sales Executive to drive growth within their Customer team. The role focuses on building and managing a targeted portfolio of accounts, engaging with clients at various levels, and delivering tailored solutions to meet complex client challenges.

Responsibilities:

• You will be responsible for building and managing a targeted portfolio of accounts
• Your book of business will include primarily Net New and a few Core accounts, each requiring distinct executive-level account management capabilities
• Net New accounts typically involve mid-level stakeholders across one or two business units and call for a disciplined, transactional approach, matching skills to immediate needs with speed and precision
• In contrast, Core accounts are more complex and mature, with deeper engagement across multiple business units and senior executive relationships
• These accounts demand a highly consultative, strategic approach that includes navigating cross-functional priorities, aligning to evolving client business objectives, and demonstrating credibility at the C-suite level
• Success will require the ability to adapt your engagement style to the maturity and complexity of each account, while consistently driving value and long-term growth
• You will prospect, pitch, negotiate, and close new opportunities while also expanding existing relationships
• You’ll take ownership of building and developing your portfolio through thoughtful, creative outbound and strong account strategy, partnering closely with pre-sales experts and delivery teams to craft compelling, tailored solutions
• We are seeking scrappy, bold, client-obsessed professionals who are energized by face-to-face interaction, inspired by client success, and motivated to close high-impact deals
• In the first week, expect to:
• Onboard with Toptal and meet your TopPal
• Learn the core of Toptal’s model, our value proposition, and our deep capabilities
• Familiarize yourself with the tools and resources needed to be successful
• Dive into our sales methods, our selling processes, and playbooks
• Become familiar with our contracting and legal methodologies, templates, tools, and processes
• In the first month, expect to:
• Meet key Toptal stakeholders that will support your success and the success of the overall team
• Learn about the Industry Go-To-Market Strategy, our key sales plays, and our client engagement model
• Work with your Sales Leader to establish a portfolio strategy and build account plans
• Shadow key calls and client meetings
• Begin to meet with clients, leveraging your existing industry network and relationships, to articulate Toptal’s capabilities and identify where we can help organizations
• Begin prospecting and actively engaging Net New and Core tier accounts
• Collaborate with Pre-Sales Solutions and Delivery teams to understand how we design engagements
• In the first three months, expect to:
• Negotiate contracts, work collaboratively with clients, and help them engage with Toptal’s capabilities and specialists
• Begin shaping industry solutions that resonate with your target accounts, demonstrating your comfort and ability in working with ambiguity and directly working to innovate alongside your clients
• Own your pipeline and forecast with confidence
• Lead strategic conversations with prospective and existing clients while exercising discretion and independent judgment
• Develop proposals and close your first set of deals
• Actively contribute to team rituals, best practice sharing, and win/loss reviews
• In the first six months, expect to:
• Have an initial base of active clients while continuing to build your overall portfolio
• Establish a network of client relationships and build a foundation of advocates and sponsors to expand Toptal’s partnership with existing accounts in alignment with your portfolio strategy
• Establish yourself as a trusted advisor, offering innovative, bold ideas and driving value-added engagements across your accounts
• In the first year, expect to:
• Have built a list of incredible client accounts, advising them on how to utilize our capabilities to address their priorities and key business challenges
• Begin to mentor new members of the team, teaching them about Toptal, our model, and how to successfully grow their territory
• Continue to expand your portfolio of accounts, accelerate growth in your industry, and use the full suite of capabilities that Toptal has to offer
• Leverage your existing industry network and relationships, as well as your proven consultative selling skills, to drive meaningful results for your clients and the overall industry team

Requirements:

• A bachelor's degree is required
• 7–10+ years of experience in enterprise account management, solution selling, or professional services
• 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 managing enterprise mid-market clients with $250M-$2B in annual revenue
• A well-rounded understanding and the ability to have an informed discussion about how Toptal's technology, marketing, and management consulting capabilities can address these client challenges
• 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
• Deep experience engaging mid to senior-level client executives across technology, marketing, and/or consulting verticals
• Regular or periodic travel to meet and engage with Toptal clients and customers both inside and outside of your geographic location
• 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 must be a world-class individual contributor to thrive at Toptal. You will not be here just to tell other people what to do