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Toptal, a global network of top talent with $200+ million in annual revenue, is seeking an Enterprise Sales Executive to drive growth in its AI Solutions business. You will identify, develop, and close opportunities with enterprise clients by helping them solve complex business challenges through forward-deployed AI solutions, AI software and platforms, AI services, and AI-enabled transformation.
You will develop tailored solutions that help clients move from AI strategy and experimentation into production, combining Toptal's capabilities across AI Strategy & Transformation, Agentic Solutions, Data Services, AI Platforms, Industry Solutions, Joint Partner Solutions, and Managed Services to achieve measurable business outcomes.
This role is ideal for true hunters who thrive in a high-performance, client-facing environment and have successfully sold enterprise AI solutions. You will build a book of business from the ground up, forge executive relationships, and create long-term client value. Success is measured by your ability to convert new enterprise relationships into durable revenue and establish Toptal as a core AI services provider embedded in clients' most critical initiatives.
Key Responsibilities:
- Build a targeted portfolio of accounts by identifying, prioritizing, and developing your own book of business rather than inheriting an existing one
- Prospect, pitch, negotiate, and close new opportunities in partnership with Sales Development Representatives
- 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
- Shape AI solutions that apply Toptal's capabilities to clients' most important business and operating challenges
- Maintain disciplined pipeline and account intelligence to support accurate forecasting
- Lead strategic conversations with prospective and existing clients at the C-suite level
First-week expectations include onboarding, learning Toptal's model and value proposition, familiarizing yourself with tools and resources, and diving into sales methods and playbooks. First-month expectations involve meeting key stakeholders, learning the AI Go-To-Market Strategy, establishing a portfolio strategy, shadowing key calls, and beginning to prospect target accounts. By three months, you should be shaping AI solutions, establishing credibility with client stakeholders, owning your pipeline, and closing your first deals. By six months, you should have an initial base of active clients and be expanding your buyer network. By one year, you should have built a strong client portfolio, established an executive network, and be mentoring new team members.
Qualifications and Requirements:
- Bachelor's degree required
- 7-10+ years of experience in enterprise technology, AI software, professional services, or consulting sales, with strong foundation in enterprise account development and complex solution selling
- Direct experience selling enterprise AI solutions 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 through self-sourcing, prospecting, and developing new enterprise relationships
- 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
- Comfort engaging C-level executives on how AI is changing their business, technology environment, operating model, workforce, and competitive landscape
- 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
- Experience selling solutions involving leading AI, cloud, data, or enterprise technology platforms; ability to work in a platform-flexible environment
- 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 healthy pipeline
- Proven success in collaborative prospecting, running virtual and on-site sales calls, and leading sales pursuits backed by multidisciplinary teams
- 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
- Willingness and ability to travel to client sites, conferences, and team events (up to 25%)
- Passion for solving client problems with creativity and urgency
- Outstanding written and verbal communication skills
- Ability to work in fast-paced, rapidly growing company and handle wide variety of challenges, deadlines, and diverse contacts
- Must be a world-class individual contributor
- Must be authorized to work in the US at time of hire; no visa sponsorship offered
- Resumes and communication must be submitted in English
