Expectations by Timeframe

First Week

• 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, selling processes, and playbooks.
• Become familiar with our contracting and legal methodologies, templates, tools, and processes.

First Month

• 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.

First Three Months

• 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.

First Six Months

• 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.

First Year

• 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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