Enterprise Sales Executive - US Based

Toptal, LLC

Job Overview

Location

Anywhere

Job Type

Full-time

Full Job Description

📋 Description

• As an Enterprise Sales Executive at Toptal, you will be at the forefront of driving significant growth within our dynamic Customer team. This pivotal role is meticulously crafted for ambitious individuals who not only excel in high-performance, client-facing environments but are also deeply passionate about dissecting and resolving complex client challenges. You will leverage Toptal's unique and flexible delivery models across technology, marketing, and management consulting to provide unparalleled solutions.
• Your primary responsibility will be the strategic cultivation and meticulous management of a targeted portfolio of accounts. This book of business will predominantly consist of Net New accounts, demanding a proactive and disciplined approach to identifying and securing new opportunities, alongside a select number of Core accounts that require sophisticated, executive-level account management capabilities.
• For Net New accounts, your engagement will typically involve mid-level stakeholders across one or two key business units. Success here hinges on a disciplined, transactional approach, swiftly and precisely matching Toptal's vast talent pool and flexible delivery models to immediate client needs. This requires agility, keen insight, and the ability to close deals efficiently.
• In contrast, Core accounts represent a more complex and mature engagement. These accounts involve deeper collaboration across multiple business units and necessitate the establishment of robust senior executive relationships. Success in managing Core accounts demands a highly consultative and strategic approach. You will be adept at navigating intricate cross-functional priorities, aligning Toptal's offerings with evolving client business objectives, and consistently demonstrating credibility at the C-suite level.
• Your ability to fluidly adapt your engagement style to the unique maturity and complexity of each account will be paramount, ensuring you consistently drive tangible value and foster long-term, sustainable growth for both Toptal and our clients.
• You will be empowered to prospect, pitch, negotiate, and close new business opportunities, while simultaneously nurturing and expanding existing client relationships. This role demands a high degree of ownership in building and developing your portfolio through thoughtful, creative outbound strategies and robust account planning.
• Close collaboration with our pre-sales experts and dedicated delivery teams will be essential. Together, you will craft compelling, tailored solutions that address the specific pain points and strategic goals of our clients.
• We are actively seeking individuals who are scrappy, bold, and relentlessly client-obsessed. You should be energized by meaningful face-to-face interactions, inspired by client success stories, and intrinsically motivated to close high-impact deals that make a difference.
• This is not a passive, remote-only role. We are looking for proactive professionals who are eager to engage directly with clients in the field, build enduring relationships, and lead with unwavering purpose and strategic vision.
• Your onboarding journey will be comprehensive. Within the first week, you will be integrated into the Toptal ecosystem, meet your dedicated support partner ('TopPal'), and gain a deep understanding of Toptal's core model, our compelling value proposition, and our extensive capabilities across technology, marketing, and consulting.
• You will also familiarize yourself with the essential tools, resources, sales methodologies, selling processes, playbooks, and contracting/legal frameworks that underpin our success.
• Within the first month, you will connect with key Toptal stakeholders who are invested in your success and the team's overall objectives. You will gain insights into our Industry Go-To-Market Strategy, key sales plays, and our client engagement model.
• Working closely with your Sales Leader, you will develop a strategic portfolio plan and build detailed account plans. You will shadow critical client calls and meetings to learn best practices.
• You will begin actively engaging with clients, leveraging your existing industry network and relationships to articulate Toptal’s capabilities and identify opportunities to support their organizations. Prospecting and actively engaging both Net New and Core tier accounts will become a primary focus.
• Collaboration with Pre-Sales Solutions and Delivery teams will be crucial to understanding how we architect and design successful engagements.
• By the end of the first three months, you will be adept at negotiating contracts, working collaboratively with clients to integrate Toptal’s capabilities and specialists, and shaping industry-specific solutions that resonate deeply with your target accounts.
• You will demonstrate comfort and proficiency in working with ambiguity, directly innovating alongside clients, and owning your pipeline and forecast with confidence.
• You will lead strategic conversations with prospective and existing clients, exercising discretion and independent judgment to drive mutually beneficial outcomes.
• Developing compelling proposals and closing your initial set of deals will be a key milestone. Active participation in team rituals, best practice sharing, and win/loss reviews will be expected.
• Within six months, you will have established an initial base of active clients while continuing to expand your overall portfolio. Building a strong network of client relationships and cultivating advocates and sponsors will be essential for deepening Toptal’s partnership within existing accounts, aligned with your strategic portfolio plan.
• You will be recognized as a trusted advisor, proactively offering innovative, bold ideas and driving value-added engagements across your accounts.
• By the end of your first year, you will have cultivated a portfolio of exceptional client accounts, advising them on leveraging Toptal’s capabilities to address their most pressing priorities and business challenges.
• You will begin to mentor new team members, sharing your knowledge of Toptal, our model, and effective territory growth strategies.
• Continuous expansion of your account portfolio, acceleration of growth within your industry vertical, and proficient utilization of Toptal’s full suite of capabilities will be ongoing objectives.
• You will leverage your existing industry network, relationships, and proven consultative selling skills to consistently deliver meaningful results for your clients and the broader industry team.
• This role requires a proactive, self-starter mentality, comfortable navigating a fast-paced, rapidly growing environment. You will manage a wide array of challenges, deadlines, and diverse contacts with exceptional organizational skills and a 'go-getter' attitude.
• You must be a world-class individual contributor, driving your own success and demonstrating a strong bias for action and a commitment to winning.
• Essential job functions include reliably attending scheduled virtual team meetings on camera, working independently with minimal supervision, effectively utilizing all required digital collaboration tools, and expertly prioritizing and self-managing workflows and deadlines to ensure consistent success.

🎯 Requirements

• Bachelor's degree required.
• 7-10+ years of experience in enterprise account management, solution selling, or professional services, with a proven track record of landing and managing enterprise mid-market clients ($250M-$2B in annual revenue).
• Extensive experience in consultative customer engagement and selling of service-oriented or outcome-based solutions, with exposure to hybrid talent models or alternative consulting delivery models.
• Deep experience engaging mid to senior-level client executives across technology, marketing, and/or consulting verticals, coupled with the ability to build and execute account plans that lead to consistent portfolio growth and a healthy pipeline.
• Outstanding written and verbal communication skills, high level of intellectual curiosity, grit, and an entrepreneurial spirit, combined with a collaborative, ‘go-getter’ mindset.

🏖️ Benefits

• Competitive base salary plus monthly commission based on revenue generated from engagements sold.
• Participation in a 401(k) retirement plan.
• Comprehensive medical, dental, and vision health insurance plans.
• Basic life insurance coverage, short-term, and long-term disability coverage.
• Access to flexible spending, dependent care, and health savings accounts.
• Access to telehealth virtual doctors and an employee assistance program.
• Flexible paid time off (PTO).

Skills & Technologies

Remote

Degree Required

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Toptal, LLC

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About Toptal, LLC

Toptal operates a global marketplace that screens and connects businesses with freelance software engineers, designers, finance experts, product managers, and project managers. Founded in 2010, the company uses a rigorous vetting process—accepting fewer than 3% of applicants—to supply on-demand talent for short-term contracts or long-term engagements. Clients range from startups to Fortune 500 enterprises seeking scalable teams without traditional hiring overhead. Toptal handles talent matching, contracts, and payments, enabling remote collaboration across time zones. The fully distributed organization itself has no central headquarters and relies on the same freelance model internally.

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