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

Toptal is hiring an Enterprise Sales Executive for its Banking, Financial Services & Insurance team to acquire new enterprise clients. The role owns the full new-business sales cycle, from building a pipeline and engaging senior decision-makers to shaping solutions, negotiating, and closing commercial engagements.

Responsibilities:

• Hunt and win new enterprise clients. Own new-logo acquisition and secured bookings across banking, financial services, wealth, capital markets, and insurance organizations, with direct accountability for identifying, developing, and closing new business
• Build your own pipeline. Proactively identify target accounts, develop prospecting strategies, leverage your BFSI industry network, and create new opportunities through consistent, disciplined outreach. Partner with SDRs to accelerate prospecting without depending on them to generate your pipeline
• Open doors at the executive level. Establish relationships with senior business and technology leaders, economic buyers, and key decision-makers within financial institutions where Toptal does not have an established commercial relationship
• Create demand and shape opportunities. Engage prospective clients around their strategic priorities, identify business problems worth solving, and position Toptal’s capabilities in ways that create compelling reasons to act. Bring informed perspectives on the challenges and opportunities shaping the financial services industry
• Lead and close complex sales pursuits. Own the full sales cycle, including qualification, discovery, stakeholder alignment, solution positioning, proposal development, negotiation, procurement, contracting, and close
• Compete and win. Develop winning strategies to displace incumbent providers, differentiate Toptal from traditional consulting and technology services firms, and navigate complex enterprise buying processes, including the risk, compliance, security, and procurement requirements common within financial institutions
• Sell the full breadth of Toptal’s capabilities. Partner with Industry GMs, Sales Leaders, Practice Leaders, Pursuits, and Delivery teams to bring together specialized talent, technology, AI, consulting, and managed services solutions that address client needs, from technology modernization and digital transformation to operational improvement and AI-enabled innovation
• Maintain a high-quality, self-generated pipeline. Build sufficient qualified pipeline to consistently deliver new-logo and bookings targets. Maintain accurate opportunity intelligence, forecasting, and disciplined sales execution
• Take ownership of commercial outcomes. Drive opportunities forward with urgency, navigate obstacles, negotiate effectively, and remain personally accountable for securing the business
• Execute clean client transitions. Ensure signed agreements, commercial commitments, and relevant client context are transferred to Client Partners and delivery teams, allowing you to return your focus to new-client acquisition
• Build a strong market presence. Spend time in front of prospective clients, developing relationships through executive networking, BFSI industry events, referrals, and direct engagement
• 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:

• Applicants must be authorized to work in the US at the time of hire
• Resumes and communication must be submitted in English
• Bachelor's degree is required
• 7–10+ years of demonstrated success in enterprise new-business development and sales, ideally within consulting, technology services, professional services, or managed services
• Extensive experience selling into Banking, Financial Services, Wealth, Capital Markets, and/or Insurance organizations with a demonstrated understanding of industry dynamics, business priorities, and enterprise buying environments. Experience within one or more BFSI segments is required
• A proven track record as a true new-business hunter. You have personally originated, developed, and closed enterprise clients rather than relying on inherited accounts, established relationships, or account expansion to deliver your results
• Consistent achievement or overachievement of new-logo and new-business bookings targets, with the ability to demonstrate your individual contribution to pipeline creation and closed business
• Demonstrated ability to build a territory and qualified pipeline from scratch, including direct prospecting, executive networking, account penetration, and competitive displacement
• Experience originating and closing complex, high-value enterprise engagements, ideally with organizations generating $2B+ in annual revenue
• Proven success selling consultative, service-oriented solutions involving technology, consulting, managed services, or other complex professional services offerings
• Strong understanding of the challenges facing financial institutions including technology modernization, digital transformation, AI adoption, operational efficiency, customer experience, and evolving regulatory and risk considerations
• Ability to engage credibly with C-suite executives and senior business and technology leaders within BFSI organizations, develop executive sponsorship, and navigate complex stakeholder environments
• Strong business acumen and the ability to uncover client challenges, shape commercial opportunities, and translate business priorities into compelling solutions
• Demonstrated success leading full-cycle enterprise sales pursuits, including opportunity qualification, solution development, competitive positioning, pricing, negotiation, procurement, and contracting
• Experience navigating the complex procurement, legal, information security, risk management, and compliance processes associated with large financial institutions
• Strong understanding of emerging technologies, including AI, and the ability to discuss their practical application to enterprise business challenges within financial services
• Experience collaborating with multidisciplinary teams to shape and win complex engagements while retaining personal ownership of the sales outcome
• Strong commercial discipline, including pipeline management, forecasting accuracy, opportunity prioritization, and consistent execution
• Resilience, persistence, competitive drive, and the ability to create momentum in environments where opportunities must be earned rather than provided
• An entrepreneurial mindset, intellectual curiosity, sound judgment, and the ability to operate independently in a fast-paced, high-accountability environment
• We are looking for individuals who have built their careers winning business, not simply managing it. You should be able to point to the clients you personally brought in, the opportunities you created, and the deals you closed. You should be motivated by ambitious goals, meaningful financial upside, and the opportunity to compete and win
• 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
• Work independently with minimal supervision
• Use all required digital collaboration tools
• Prioritize and self-manage workflows and deadlines