Enterprise Sales Executive, Communications, Media, Entertainment & Technology - US-Based

Toptal is a global network of top talent in business, design, and technology that enables companies to scale their teams, on-demand. As an Enterprise Sales Executive, you will drive growth within the CMET industry group by acquiring new clients and expanding existing relationships through strategic and consultative selling. This role requires a strong focus on building a portfolio of accounts and effectively managing client engagements.

Responsibilities:

• You will be responsible for building and managing a targeted portfolio of CMET accounts, with a primary focus on net new logo acquisition and multi-tower account expansion
• Net new accounts require a disciplined hunter approach—generating pipeline from scratch, penetrating enterprise organizations, and closing initial engagements with speed and precision
• Once landed, you will grow these accounts into broader multi-tower partnerships spanning multiple business units, service lines, and senior executive relationships
• This demands a highly consultative, strategic approach: navigating cross-functional priorities, aligning to evolving client business objectives, and demonstrating credibility at the C-suite level
• Success requires the ability to both originate new relationships and systematically deepen them, consistently driving value and long-term growth across your CMET territory
• 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 bold, client-obsessed professionals who are energized by face-to-face interaction, inspired by client success, and motivated to close high-impact deals
• We’re looking for professionals who are ready to get in the field, build lasting relationships across the CMET landscape, and lead with purpose
• In the first week, expect to:
• Onboard with Toptal and connect with key members of the CMET industry team
• 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 who will support your success and the success of the overall team
• Learn about the CMET Industry Go-To-Market Strategy, our key sales plays, and our client engagement model
• Work with your Sales Leader to establish a CMET portfolio strategy, define your target account list, and build initial 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 logo targets and multi-tower expansion accounts within your territory
• 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:

• 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
• You must be a world-class individual contributor to thrive at Toptal. You will no there here to tell other people what to do
• 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