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Enterprise Sales Executive - EMEA
Now hiring

Enterprise Sales Executive - EMEA

About Toptal

Toptal is a global network of top freelance talent in business, design, and technology that enables companies to scale their teams, on-demand. With $100+ million in annual revenue and over 40% year-over-year growth, Toptal is the world’s largest fully remote company.

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.

Position Description

As a result of the new way of working caused by today’s uncertain times, Toptal has maintained its position as the world’s fastest-growing and largest fully distributed network of highly skilled business, design, and technical talent across 100+ countries. Our Revenue team is still experiencing double-digit growth, and we are seeking Enterprise Sales Executives to expand our portfolio of high-value enterprise clients. Become a part of our incredible mission, help top companies change the way they build teams, and enjoy the flexibility that our 100% remote model provides!

This is a remote position, however, we require applicants to reside in-market. We are unable to provide visa sponsorship, and resumes and communication must be submitted in English.

Responsibilities:

You will build a portfolio of new clients, with a focus on mutually-beneficial, long-term relationships that positions Toptal as a strategic talent partner. As you grow your portfolio, you will unlock the ability for your clients to assemble highly-skilled, remote technical teams that can execute sophisticated projects, and bring to bear the power of a blended workforce to ensure mission-critical business objectives are accomplished on-time and under-budget.

In the first week expect to:

  • Onboard and integrate into Toptal.
  • Learn Toptal’s model, our value proposition, and our story.
  • Learn our sales method and our selling process.

In the first month expect to:

  • Work with your Sales Director to establish a portfolio strategy.
  • Begin to meet with clients, articulate Toptal’s capabilities, and identify where we can help organizations in your territory plan.

In the first three months expect to:

  • Uncover new business opportunities within your prospective accounts and drive sales pursuits with cross-functional Toptal teams.
  • Negotiate contracts, work collaboratively with clients, and help them engage Toptal’s engineering, design, and finance specialists.

In the first six months expect to:

  • Have an initial base of active clients, while continuing to build your overall portfolio.
  • Build upon your existing client relationships, expand Toptal’s partnership with existing accounts, and execute your portfolio strategy.

In the first year expect to:

  • Have built a list of incredible client accounts, advising them how to utilize our talent network to build world-class distributed teams and increase efficiency.
  • 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 region, and use the full suite of capabilities Toptal has to offer.

Requirements:

  • Proven track record in full-cycle sales of large complex multi-phase managed technology projects to enterprise clients with $2B+ in annual revenue.
  • A well-rounded understanding of emerging technologies and able to have an informed discussion about software delivery and development concepts with prospective clients.
  • Able to build and execute territory plans that lead to consistent portfolio growth and a healthy pipeline.
  • Proven success in prospecting, running virtual sales calls, and leading sales pursuits backed by a multidisciplinary team.
  • Experience negotiating complex service agreements with procurement and legal departments within enterprise accounts.
For Toptal Use Only: #LI-DK1 #LI-REMOTE

Who You Will Work With

Sean Middleton

Sean Middleton

Chief Revenue Officer

As Toptal's Chief Revenue Officer, Sean is responsible for strategy, sales, and client success. He works closely with the executive team to ensure their growing client portfolio has access to the best talent in the world. Before joining Toptal, Sean spent ten years at Cognizant, where he played various roles, including President of their new Accelerator business division and COO of their Digital Business transformation service line. Sean earned a BS in Computer Science from Cornell University and an MBA from the Wharton School at the University of Pennsylvania.

Bruce Jones

Bruce Jones

Head of Enterprise Sales

As the Head of Global Enterprise Sales for Toptal, Bruce leads a worldwide team responsible for landing new clients and growing revenue in Toptal’s largest accounts. Prior to this role, Bruce was CRO for Civitas Learning where he led a team enabling institutions of higher Ed to leverage data science to increase student success. Prior to Civitas, he spent stints at HPE, IBM, BMC, and Unisys in various sales and sales leadership roles. Bruce graduated from Rhodes College with an accounting degree and holds a CPA certificate.

View the Whole Team

Working at Toptal

We're changing the way the world works. Toptal is not only a place to progress your career and design your own lifestyle, but also a company where you'll learn how to develop innovations that push business and technology forward.
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Think you’re a fit? Apply below:

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How many years of experience do you have in full cycle B2B sales or business development targeting clients with $500M+ in annual revenue?

Do you have experience selling professional services to enterprise level organizations?

Do you require visa sponsorship, now or in the future?

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Working at Toptal has been the best experience of my career. Every day I'm surrounded by intelligent, thoughtful, and hard-working colleagues that push me to be better.

Jordan Lyons

SEO Manager