Toptal
Enterprise Sales Executive
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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
- Build a Targeted Portfolio of Accounts: 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.
- Develop Strategic Relationships: Once you have signed net new customers, you will partner with Client Partners to deepen and expand those strategic relationships over time.
- Adapt Engagement Style: 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.
- Collaborate with Sales Development Representatives (SDRs): You will prospect, pitch, negotiate, and close new opportunities while also expanding existing relationships.
- Operate in a Collaborative Environment: 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.
- Meet Sales Targets: 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.
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Qualifications and Job Requirements
- Education: A bachelor’s degree is required.
- Experience: 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.
- Skills:
- 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.
- Personal Attributes:
- 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.
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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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