Enterprise Sales Executive, Healthcare and Life Sciences - US-Based

Toptal is a global network of top talent in business, design, and technology that enables companies to scale their teams on demand. The Enterprise Sales Executive will build and grow a portfolio of Healthcare and Life Sciences enterprise accounts, prospect and close new opportunities, develop consultative solutions, and establish executive-level relationships. The role focuses on driving new-logo acquisition, revenue growth, and long-term client value across the US.

Responsibilities:

• You will be responsible for building a targeted portfolio of accounts via identifying, prioritizing, and developing your own book of business rather than inheriting an existing one. Once you have signed net new customers, you will partner with Client Partners to deepen and expand those strategic relationships over time. 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. As relationships mature, accounts become more complex, 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
• Own and build a portfolio of enterprise Healthcare and Life Sciences (HLS) accounts, with direct accountability for new logo acquisition, revenue growth, and client outcomes
• Prospect, pitch, negotiate, and close new opportunities in close partnership with our Sales Development Representatives (SDRs), while expanding the relationships you establish
• Define and execute account strategy, including opportunity creation, pipeline development, and multi-year growth planning
• Lead solution development and deal execution in partnership with Industry GMs, Practice Leaders, Pursuits, and Delivery teams
• Partner with Client Partners to drive coordinated account expansion and maximize total account value as accounts mature
• Shape industry solutions that apply Toptal’s technology, marketing, consulting, and AI capabilities to the operating model challenges facing healthcare and life sciences organizations
• Maintain disciplined pipeline and account intelligence to support accurate forecasting and informed decision-making
• Lead strategic conversations with prospective and existing clients, while exercising discretion and independent judgment
• 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
• Meet key Toptal stakeholders who 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 the Healthcare and Life Sciences (HLS) General Manager 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 target accounts within your portfolio
• Meet with SDRs, Client Partners, and cross-functional team members to align on joint account strategies
• Collaborate with Pursuits and Delivery teams to understand how we design engagements
• Exercise discretion and independent judgment in the negotiation of 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, including AI-enabled approaches, demonstrating your comfort and ability in working with ambiguity and directly working to innovate alongside your clients
• Establish credibility with client stakeholders through informed, consultative engagement tied to their priorities and current initiatives
• Own your pipeline and forecast with confidence
• Develop proposals and close your first set of deals
• Actively contribute to team rituals, best practice sharing, and win/loss reviews
• Have an initial base of active clients while continuing to build your overall portfolio
• Expand your buyer network and deepen executive engagement across your accounts
• Drive net new opportunities by introducing additional capabilities and displacing incumbent providers
• Shape and influence client priorities, aligning Toptal’s solutions to critical business objectives
• Execute against a defined growth plan tied to measurable outcomes
• Have built a list of incredible client accounts, advising them on how to utilize our capabilities to address their priorities and key business challenges
• Establish and expand a strong executive network across your portfolio, building a foundation of advocates and sponsors
• Begin to mentor new members of the team, teaching them about Toptal, our model, and how to successfully grow their territory
• Be recognized for your subject matter expertise in the Healthcare and Life Sciences (HLS) industry, leveraging 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
• 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

Requirements:

• Bachelor's degree is required
• Demonstrated success building a book of business from the ground up, i.e. self-sourcing, prospecting, and developing new enterprise relationships rather than relying on an inherited portfolio
• Proven track record managing a $5M+ annualized gross portfolio and closing $250K+ complex, multi-phase deals with enterprise clients with $2B+ in annual revenue
• Must be comfortable engaging C-level executives on industry trends impacting Healthcare and Life Sciences (HLS)
• A well-rounded understanding of Healthcare and Life Sciences (HLS) industry challenges and trends, including how AI is reshaping care delivery and therapeutic design models, and the ability to have an informed discussion about how Toptal's technology, marketing, and management consulting capabilities can address the challenges they face
• Exposure to hybrid talent models or alternative consulting delivery models
• 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
• Ability to partner effectively across multiple internal teams to shape innovative solutions that drive client success
• Willingness and ability to travel to client sites, conferences, and team events (25–40%)
• 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 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
• Applicants must be authorized to work in the US at the time of hire
• Resumes and communication must be submitted in English
• 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
• 7-10+ years of experience in professional services, ideally gained at a leading consulting firm, with a strong foundation in enterprise account management and solution selling. For instance, experience in a Director, Principal, or Client Service Partner role at a top consulting firm
• Extensive experience in consultative customer engagement and selling of service-oriented or outcome-based solutions, particularly within the Healthcare and Life Sciences (HLS) industry, with focus in any or all of the Provider, Medical Device, Bio-Pharma and Payer subsegments