Enterprise Sales Executive, Banking, Financial Services and Insurance - US-Based

Toptal is a global network of business, design, and technology talent that helps companies scale their teams on demand. The Enterprise Sales Executive will build and grow a portfolio of Banking, Financial Services, and Insurance clients by prospecting, developing executive relationships, negotiating, and closing complex enterprise opportunities. The role also involves creating tailored solutions with cross-functional teams, expanding strategic accounts, and driving long-term portfolio growth.

Responsibilities:

• 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. 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 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. 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
• Working closely with our Sales Development Representatives (SDRs), you will prospect, pitch, negotiate, and close new opportunities while also expanding existing relationships
• 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
• 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
• 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, our selling processes, and playbooks
• Become familiar with our contracting and legal methodologies, templates, tools, and processes
• Work with your Portfolio Leader to establish a portfolio strategy and build account plans
• Begin to meet with clients, articulate Toptal’s capabilities, and identify where we can help organizations in your territory plan
• 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
• 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
• Conduct research and outreach through multiple channels to uncover new business opportunities within your accounts and drive sales pursuits with cross-functional Toptal teams
• Exercise discretion and independent judgment in the negotiation of contracts, work collaboratively with clients, and help them engage Toptal’s engineering, design, and business specialists
• Provide consultation or advice to management on policies and procedures
• Provide advice and support for the planning of long term or short term business objectives or initiatives
• Have an initial base of active clients, while continuing to build your overall portfolio
• Develop 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
• Have built a list of incredible client accounts, advising them on 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 that Toptal has to offer
• 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

Requirements:

• Bachelor's degree is required
• Extensive experience in engaging and selling Consulting or Managed Services solutions, particularly within Financial Services or Professional Services organizations
• 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 ability to have an informed discussion about software delivery and development concepts with prospective clients
• Ability 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
• Regular or periodic travel to meet and engage with Toptal clients and customers both inside and outside of your geographic location (25% or less)
• 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