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 via 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 may begin with a specific AI initiative, workflow, platform implementation, or business problem requiring a disciplined approach to defining the opportunity and matching the right Toptal capabilities to the client’s needs. As relationships mature, accounts become more complex, with deeper engagement across multiple business units, workflows, technology platforms, and senior executive relationships.
• These accounts demand a highly consultative, strategic approach that includes navigating cross-functional priorities, understanding the client’s AI and technology environment, aligning solutions to evolving 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 measurable client value and long-term growth.
• Own and build a portfolio of enterprise AI accounts, with direct accountability for new logo acquisition, revenue growth, and client outcomes.
• Prospect, pitch, negotiate, and close new opportunities in close partnership with our Sales Development Representatives (SDRs), while expanding the relationships you establish.
• Define and execute account strategy, including opportunity creation, pipeline development, and multi-year growth planning.
• Lead AI solution development and deal execution in partnership with AI Services leadership, Industry GMs, Practice Leaders, Pursuits, Partnerships, and Delivery teams.
• Partner with Client Partners to drive coordinated account expansion and maximize total account value as accounts mature.
• Shape AI solutions that apply Toptal’s capabilities across AI Strategy & Transformation, Agentic Solutions, Data Services, AI Platforms, Industry Solutions, Joint Partner Solutions, and Managed Services to clients’ most important business and operating challenges.
• Maintain disciplined pipeline and account intelligence to support accurate forecasting and informed decision-making.
• Lead strategic conversations with prospective and existing clients, while exercising discretion and independent judgment.

Qualifications and Job Requirements

• Bachelor’s degree is required.
• 7-10+ years of experience in enterprise technology, AI software, professional services, or consulting sales, with a strong foundation in enterprise account development and complex solution selling.
• Direct experience selling enterprise AI solutions is required, ideally including forward-deployed AI solutions, AI software or platforms, AI consulting and professional services, or managed AI services.
• Extensive experience in consultative customer engagement and selling service-oriented, technology-enabled, or outcome-based solutions to enterprise clients.
• Demonstrated success building a book of business from the ground up, i.e. self-sourcing, prospecting, and developing new enterprise relationships rather than relying on an inherited portfolio.
• Proven track record managing a $5M+ annualized gross portfolio and closing $250K-$1M+ complex, multi-phase deals with enterprise clients with $2B+ in annual revenue.
• Must be comfortable engaging C-level executives on how AI is changing their business, technology environment, operating model, workforce, and competitive landscape.
• A well-rounded understanding of enterprise AI challenges and trends, including generative AI, agentic AI, AI applications and platforms, enterprise data and knowledge, models, workflow automation, governance, evaluation, controls, and managed AI operations.
• Ability to have informed discussions about how AI moves from strategy and experimentation into real enterprise workflows and production environments, including the importance of context, data, integration, validation, governance, adoption, and ongoing operations.
• Experience selling solutions involving leading AI, cloud, data, or enterprise technology platforms, and the ability to work in a platform-flexible environment across client technology ecosystems.
• Exposure to hybrid talent models, forward-deployed delivery models, or alternative consulting delivery models.
• 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.
• Ability to partner effectively across multiple internal teams to shape innovative solutions that drive client success.
• Willingness and ability to travel to client sites, conferences, and team events (up to 25%).
• Passion for solving client problems with creativity and urgency.
• 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.