[Hiring] Enterprise Sales Executive @Toptal

Role Description

As an Enterprise Sales Executive on our Banking, Financial Services, and Insurance (BFSI) team, you will build a portfolio of clients by:

• Prospecting, pitching, negotiating, and closing new accounts.
• Identifying, developing, and closing opportunities with enterprise clients.
• Helping clients solve complex business challenges across a broad range of capabilities, including technology, marketing, and management consulting.
• Developing tailored solutions that help clients accelerate strategic initiatives and achieve measurable business outcomes.

This role is designed for true hunters who thrive in a high-performance, client-facing environment. It is ideal for individuals who are passionate about building a territory from the ground up, forging executive relationships, and creating long-term client value.

This is a remote position. We do not offer visa sponsorship or assistance. Applicants must be authorized to work in the US at the time of hire. Resumes and communication must be submitted in English.

Responsibilities

• Building a targeted portfolio of accounts from scratch.
• Partnering with Client Partners to deepen and expand strategic relationships over time.
• Managing mid-level stakeholders across one or two business units.
• Adapting engagement style to the maturity and complexity of each account.
• Working closely with Sales Development Representatives (SDRs) to prospect, pitch, negotiate, and close new opportunities.
• Collaborating with pre-sales experts and delivery teams to craft tailored solutions.
• Scaling initial portfolio toward an annualized gross sales target of $1M in the first year, growing into a $5M book by years 2–3.
• Engaging in face-to-face interactions and building lasting relationships.

Expectations

In the first week, expect to:

• Onboard with Toptal, learning the core of our model and value proposition.
• Familiarize yourself with the tools and resources needed for success.
• Dive into our sales methods, selling processes, and playbooks.
• Become familiar with our contracting and legal methodologies.

In the first month, expect to:

• Work with your Portfolio Leader to establish a portfolio strategy.
• Meet with clients and articulate Toptal’s capabilities.
• Learn about the Industry Go-To-Market Strategy and key sales plays.
• Begin prospecting and actively engaging target accounts.

In the first three months, expect to:

• Conduct research and outreach to uncover new business opportunities.
• Exercise discretion in the negotiation of contracts.
• Provide consultation or advice to management on policies and procedures.

In the first six months, expect to:

• Have an initial base of active clients while continuing to build your overall portfolio.
• Develop a network of client relationships and build a foundation of advocates.

In the first year, expect to:

• Have built a list of incredible client accounts.
• Begin to mentor new team members.
• Continue to expand your portfolio of accounts and accelerate growth.

Qualifications

• Bachelor’s degree is required.
• Extensive experience in engaging and selling Consulting or Managed Services solutions.
• Proven track record in full-cycle sales of large, complex projects to enterprise clients.
• Well-rounded understanding of emerging technologies.
• Ability to build and execute territory plans.
• Proven success in prospecting and leading sales pursuits.
• Experience negotiating complex service agreements.
• Outstanding written and verbal communication skills.
• Ability to work in a fast-paced, rapidly growing company.

Essential Job Functions

• Regularly 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.

Compensation and Benefits

This position receives a base salary and is also eligible to earn monthly commissions based on sales development results. For candidates who meet the qualifications, individual pay is determined by work location and additional factors.

• Participation in a 401(k) retirement plan.
• Medical, dental, and vision health insurance plans.
• Basic life insurance coverage and 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.