Enterprise Sales Executive

About Toptal

Toptal is a global network of top talent in business, design, and technology that enables companies to scale their teams, on-demand. With $200+ million in annual revenue and team members based around the globe, Toptal is the world’s largest fully remote workforce.

We take the best elements of virtual teams and combine them with a support structure that encourages innovation, social interaction, and fun. We see no borders, move at a fast pace, and are never afraid to break the mold.

Job Summary:

As an Enterprise Sales Executive at Toptal, you will be a key driver of growth across our EMEA region. In this role, you will identify, develop, and close opportunities with enterprise clients by helping them solve complex business challenges across a broad range of capabilities, including technology, marketing, and management consulting. You will develop 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 with field work in London. Applicants who reside in-market, in Greater London, or within commutable distance of London are strongly preferred. We do not offer visa sponsorship or assistance. Applicants must be authorized to work in the UK at the time of hire. Resumes and communication must be submitted in English.

Responsibilities:

The following information is intended to describe the general nature and level of work being performed. It is not intended to be an exhaustive list of all duties, responsibilities, or required skills.

You will be responsible for building a targeted portfolio of accounts from scratch—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.

• Working closely with our Sales Development Representatives (SDRs), you will prospect, pitch, negotiate, and close new opportunities while also expanding existing relationships.
• You’ll operate in a highly collaborative, fast-paced environment, working alongside pre-sales experts and delivery teams to craft compelling, tailored solutions for each client.
• Your initial portfolio will scale toward an annualized gross sales target of $1M in your first year, with expectations to grow into a $5M book by years 2–3, aligning with our broader portfolio strategies.

We are seeking scrappy, bold, client-obsessed professionals who are energized by face-to-face interaction, inspired by client success, and motivated to close high-impact deals. This is not a “work from your home office” role. We’re looking for professionals who are ready to get in the field, build lasting relationships, and lead with purpose.

In the first week, expect to:

• Onboard with Toptal, learning the core of our 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 Industry Go-To-Market Strategy, our key sales plays, and our client engagement model.
• Work with your Sales Leader to establish a portfolio strategy and build account plans.
• Shadow key calls and client meetings.
• Begin to meet with clients, leveraging your existing professional 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 Sales Development Representatives and Client Partners and cross-functional team members to align on joint account strategies.
• Collaborate with Pre-Sales Solutions and Delivery teams to understand how we design engagements.

In the first three months, expect to:

• 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, 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.
• 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.
• Be recognized for your consultative selling expertise across the EMEA region, leveraging your professional network and relationships as well as your proven consultative selling skills to drive meaningful results for your clients and the overall team.

Qualifications and Job Requirements:

• A bachelor’s degree is required.
• 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.
• Extensive experience in consultative customer engagement and selling of service-oriented or outcome-based solutions to enterprise clients across a range of industries.
• Exposure to hybrid talent models or alternative consulting delivery models.
• Proven track record managing a $3M+ annualized gross portfolio and closing $250K–$1M+ complex, multi-phase deals with enterprise clients with $1B+ in annual revenue.
• Demonstrated success building a book of business from the ground up—self-sourcing, prospecting, and developing new enterprise relationships rather than relying on an inherited portfolio.
• 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.
• Deep experience engaging mid to senior-level client executives across technology, marketing, and/or consulting verticals.
• Willingness and ability to travel to client sites, conferences, and team events (25–40%).
• Passion for solving client problems with creativity and urgency.
• High level of intellectual curiosity, grit, and entrepreneurial spirit.
• Regular or periodic travel to meet and engage with Toptal clients and customers both inside and outside of your geographic location.
• 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.
• 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.

Essential Job Functions

• 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.

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