Senior Enterprise Sales Executive - US-Based at Toptal
United States
<b>About Toptal</b>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 <b>and team members based around the globe</b>, Toptal is the <a href="https://www.toptal.com/remote-work-playbook" rel="noopener noreferrer">world’s largest fully remote workforce</a>.<br/>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.<br/><b>Job Summary:</b>As a Senior Enterprise Sales Executive at Toptal, you will be a key driver of growth within our Healthcare and Life Sciences (HLS) industry vertical. This role is designed for individuals who thrive in a high-performance, client-facing environment and who are passionate about solving complex client challenges using our flexible delivery models across technology, marketing, and management consulting.<br/>This is a remote position. However, we require applicants and the person in this position to reside in-market. We do not offer visa sponsorship or assistance. Applicants must be authorized to work in the US at the time of hire. Resumes and communication must be submitted in English.<br/><b>Responsibilities:</b><i>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.</i>You will be responsible for building and managing a targeted portfolio of core Tier 1 accounts—while partnering selectively with Client Partners to expand strategic relationships. Your book of business will include both Net New and Core accounts, each requiring distinct executive-level account management capabilities. 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. In contrast, Core accounts are more complex and mature, with deeper engagement across multiple business units and senior executive relationships. These accounts demand a highly consultative, strategic approach which 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.<br/><span>·</span><span> </span>Working closely with our Sales Development Representatives (SDRs), you will prospect, pitch, negotiate, and close new opportunities while also expanding existing relationships.<span>·</span><span> </span>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.<span>·</span><span> </span>Your initial portfolio will scale toward an annualized gross sales target of $<a href="http://5.5M" rel="noopener noreferrer">5.5M</a> in your first year, with expectations to grow into a $12M book by years 2–3, aligning with our broader portfolio strategies.<br/>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.<br/><b>In the first week, expect to:</b><span>·</span><span> </span>Onboard with Toptal and meet your TopPal.<span>·</span><span> </span>Learn the core of Toptal’s model, our value proposition, and our deep capabilities.<span>·</span><span> </span>Familiarize yourself with the tools and resources needed to be successful.<span>·</span><span> </span>Dive into our sales methods, our selling processes, and playbooks.<span>·</span><span> </span>Become familiar with our contracting and legal methodologies, templates, tools, and processes.<br/><b>In the first month, expect to:</b><span>·</span><span> </span>Meet key Toptal stakeholders that will support your success and the success of the overall team.<span>·</span><span> </span>Learn about the Industry Go-To-Market Strategy, our key sales plays, and our client engagement model.<span>·</span><span> </span>Work with your Sales Leader to establish a portfolio strategy and build account plans.<span>·</span><span> </span>Shadow key calls and client meetings.<span>·</span><span> </span>Begin to meet with clients, leveraging your existing industry network and relationships, to articulate Toptal’s capabilities and identify where we can help organizations.<span>·</span><span> </span>Begin prospecting and actively engaging Growth and Core tier accounts.<span>·</span><span> </span>Meet with Sales Development Representatives and Client Partners and cross-functional team members to align on joint account strategies.<span>·</span><span> </span>Collaborate with Pre-Sales Solutions and Delivery teams to understand how we design engagements.<br/><b>In the first three months, expect to:</b><span>·</span><span> </span>Exercise discretion and independent judgment in the negotiation of contracts, work collaboratively with clients, and help them engage with Toptal’s capabilities and specialists.<span>·</span><span> </span>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.<span>·</span><span> </span>Own your pipeline and forecast with confidence.<span>·</span><span> </span>Lead strategic conversations with prospective and existing clients.<span>·</span><span> </span>Develop proposals and close your first set of deals.<span>·</span><span> </span>Actively contribute to team rituals, best practice sharing, and win/loss reviews.<br/><b>In the first six months, expect to:</b><span>·</span><span> </span>Have an initial base of active clients while continuing to build your overall portfolio.<span>·</span><span> </span>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.<span>·</span><span> </span>Establish yourself as a trusted advisor, offering innovative, bold ideas and driving value added engagements across your accounts.<br/><b>In the first year, expect to:</b><span>·</span><span> </span>Have built a list of incredible client accounts, advising them on how to utilize our capabilities to address their priorities and key business challenges.<span>·</span><span> </span>Begin to mentor new members of the team, teaching them about Toptal, our model, and how to successfully grow their territory.<span>·</span><span> </span>Continue to expand your portfolio of accounts, accelerate growth in your industry, and use the full suite of capabilities that Toptal has to offer.<span>·</span><span> </span>Be recognized for your subject matter expertise in the Healthcare and Life Sciences industries, leveraging your existing industry network and relationships as well as your proven consultative selling skills to drive meaningful results for your clients and the overall industry team.<br/><b>Qualifications and Job Requirements:</b><span>·</span><span> </span>Bachelor’s degree is required.<span>·</span><span> </span>7–10+ years of experience in enterprise account management, solution selling, or professional services.<span>·</span><span> </span>Extensive experience in consultative customer engagement and selling of service-oriented or Outcome-based solutions, particularly within the Healthcare and Life Sciences industry, with focus in the IDN, Bio Pharma, Med Device, or Research segments.<span>·</span><span> </span>Exposure to hybrid talent models or alternative consulting delivery models.<span>·</span><span> </span>Proven track record managing a $8M+ annualized gross portfolio and closing $250K–$1M+ complex, multi-phase deals with enterprise clients with $1B+ in annual revenue.<span>·</span><span> </span>A well-rounded understanding of the Healthcare and Life Sciences industry challenges and trends and the ability to have an informed discussion about how Toptal’s technology, marketing, and management consulting capabilities can address these client challenges.<span>·</span><span> </span>Ability to build and execute account plans that lead to consistent portfolio growth and a healthy pipeline.<span>·</span><span> </span>Proven success in collaborative prospecting, running virtual and on-site sales calls, and leading sales pursuits backed by a multidisciplinary team.<span>·</span><span> </span>Experience negotiating complex service agreements with procurement and legal departments within enterprise accounts.<span>·</span><span> </span>Deep experience engaging mid to senior-level client executives across technology, marketing, and/or consulting verticals.<span>·</span><span> </span>Willingness and ability to travel to client sites, conferences, and team events (25–40%).<span>·</span><span> </span>Passion for solving client problems with creativity and urgency.<span>·</span><span> </span>High level of intellectual curiosity, grit, and entrepreneurial spirit.<span>·</span><span> </span>Regular or periodic travel to meet and engage with Toptal clients and customers both inside and outside of your geographic location.<span>·</span><span> </span>Outstanding written and verbal communication skills.<span>·</span><span> </span>Ability to work in a fast-paced, rapidly growing company and handle a wide variety of challenges, deadlines, and a diverse array of contacts.<span>·</span><span> </span>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.<br/><b>Essential Job Functions</b><span>·</span><span> </span>Regularly and reliably attend scheduled virtual team meetings on camera.<span>·</span><span> </span>Work independently with minimal supervision.<span>·</span><span> </span>Use all required digital collaboration tools.<span>·</span><span> </span>Prioritize and self-manage workflows and deadlines.<br/><b>US FLSA Classification: Full-Time/Exempt</b><br/><i>This position receives a base salary and is also eligible to earn monthly commissions based on revenue generated from engagements sold. For candidates who meet the qualifications and job requirements listed above, Individual pay is determined by work location and additional factors, including job-related skills, experience, and relevant education or training.</i><i>Applications are accepted on an ongoing basis. In the US, Toptal’s benefit offerings include participation in a 401(k) retirement plan; medical, dental, and vision health insurance plans; basic life insurance coverage and short-term and long-term disability coverage; access to flexible spending, dependent care, and health savings accounts; access to telehealth virtual doctors; an employee assistance program; and flexible paid time off.</i>
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