[Hiring] Solutions Architect @Toptal

Role Description

Toptal is an innovative organization that is disrupting the global professional services and talent market. In response to our clients’ overwhelming demand for exceptional talent in new areas, we are expanding the breadth and depth of our Technology Services practice to enable the next phase of growth.

As a Solutions Architect within Toptal’s Technology Services practice, you will be embedded directly in active client engagements. Reporting to the Director of Cloud Services, you will participate in client conversations from the earliest stages of opportunity scoping, working alongside account management to deepen discovery, shape solutions, and uncover adjacent opportunities that drive higher-value pipeline. Your role is not to wait for a pursuit to land on your desk; it is to be in the room when the opportunity is first being defined, ensuring Toptal brings the right technical depth and strategic perspective from the start.

You will work across cloud, AI/ML, data, security, and application modernization domains to design scalable, secure solutions tailored to each client’s business and technical requirements. Your expertise will be instrumental in helping Toptal move faster, win more, and deliver stronger outcomes for our clients.

This is a remote position. We do not offer visa sponsorship or assistance. Resumes and communication must be submitted in English.

Responsibilities

• Opportunity Development: Participate in client conversations from the second call forward — when opportunity scoping begins — to conduct deeper technical and business discovery alongside account management.
• Solution Design: Lead the design of scalable, secure, and cost-effective architectures across cloud, AI/ML, data, security, and application modernization domains, leveraging industry best practices.
• Client Engagement: Work closely with clients to understand their business challenges, technical needs, and strategic goals, surfacing adjacent use cases and expansion opportunities that increase deal depth and pipeline value.
• Technical Leadership: Guide cross-functional teams in shaping and validating proposed solutions, ensuring best practices in architecture, security, and delivery feasibility.
• Pre-Sales Partnership: Partner with account management and sales leadership to shape pursuit strategies, define solution approaches, and contribute to proposals and technical presentations.
• Catalog & Collateral Contribution: Leverage and contribute to the team’s sales catalog, reusable reference architectures, battle cards, solution briefs, and repeatable plays, to accelerate scoping and improve proposal quality.
• Performance & Optimization Advisory: Assess existing client environments, identify areas for improvement, and recommend strategies that strengthen the business case and expand the engagement scope.
• Security & Compliance Awareness: Ensure proposed solutions account for relevant security, compliance, and governance standards such as ISO 27001, NIST, and SOC 2.
• Collaboration: Work closely with the Director of Cloud Services, delivery teams, talent operations, and strategic partners to drive successful outcomes across the full engagement lifecycle.
• Thought Leadership: Stay current with technology trends, emerging platforms, and industry best practices to inform Toptal’s Technology Services strategy and strengthen client-facing credibility.

Qualifications

• Bachelor’s degree is required.
• 5+ years of experience in solutions architecture, pre-sales engineering, technical consulting, or a related technical field.
• Broad technical fluency across multiple domains — cloud infrastructure (AWS, Azure, GCP), data and analytics, AI/ML, application modernization, and/or security.
• Familiarity with cloud-native technologies such as containerization, serverless computing, and microservices architecture.
• Working knowledge of Infrastructure-as-Code (IaC) tools, CI/CD pipelines, and DevOps practices.
• Understanding of security best practices, including identity and access management, encryption, and compliance frameworks.
• Experience with or strong awareness of AI/ML solutions, including generative AI, agentic AI patterns.
• Experience with cloud migration strategies, hybrid environments, and/or application modernization approaches.
• Solid grasp of networking concepts in cloud environments (VPC, firewalls, load balancing, DNS).
• Proficiency in at least one programming language (e.g., Python, Go, Java, or JavaScript).
• Outstanding written and verbal communication skills.
• Ability to work in a fast-paced, rapidly growing company and handle a wide variety of challenges, deadlines, and a diverse array of contacts.

Requirements

• Design and recommend solutions and architectures across cloud, AI/ML, data, security, and application modernization domains that align with client business objectives.
• Effectively communicate complex technical concepts to both technical and non-technical stakeholders.
• Operate in high-growth, fast-paced environments, adapting to evolving client needs and shifting priorities without waiting for direction.
• Engage early in the sales cycle and add value from the first scoping conversation.
• Leverage data-driven decision-making to evaluate solutions, strengthen business cases, and optimize proposed approaches.
• Roll up their sleeves to build proof-of-concepts (PoCs) and demonstrate feasibility to clients when needed.
• Develop scalable solutions that balance performance, security, and cost-efficiency across multiple technology domains.
• Work cross-functionally with account management, delivery, and partnerships to align solution strategies with client needs and Toptal’s capabilities.
• Identify adjacent opportunities and expansion paths during discovery that increase the value and breadth of each engagement.

Benefits

• Onboard and integrate into Toptal; meet your colleagues.
• Learn about Toptal’s history, culture, and vision, with a focus on the state of our industry, the Future of Work, and the core messages important to Toptal.
• Shadow critical teams throughout the organization to learn Toptal’s core operations and capabilities.
• Develop relationships with key stakeholders across Tech Services, account management, and delivery.
• Gain a deep understanding of Toptal’s service offerings, sales catalog, and how we position solutions across cloud, AI/ML, data, security, and modernization domains.
• Begin joining 2nd calls alongside account management to observe the scoping motion and understand how opportunities take shape.
• Familiarize yourself with existing collateral, reference architectures, and repeatable plays the team has built.
• Actively participate in second calls as a full member of the sales motion, contributing to discovery, shaping solution narratives, and identifying expansion opportunities.
• Own solution design and pursuit strategy for multiple active client engagements.
• Engage directly with clients, providing expert guidance on technical strategy and architecture.
• Contribute to the sales catalog by improving or creating reusable collateral based on what you’re seeing in the field.
• Be recognized as a trusted technical voice in client conversations and a consistent presence in the opportunity development motion.
• Drive measurable impact across your KPIs.
• Help refine internal solution frameworks, methodologies, and the way SAs engage across the sales cycle.
• Make a significant impact on the growth and success of Toptal’s Technology Services practice.
• Help scale Toptal’s solution capabilities and expand our market presence across new domains and client segments.
• Serve as a model for how embedded, proactive SA engagement drives better outcomes for clients and for Toptal.