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Toptal is a global network of top talent in business, design, and technology enabling companies to scale teams on-demand. With $200+ million in annual revenue and a fully remote workforce, Toptal partners with enterprise clients across multiple industries.
As an Enterprise Sales Executive for the Consumer Products and Services (CP&S) vertical, you will drive growth by identifying, developing, and closing opportunities with enterprise clients. You will help them solve complex business challenges across technology, marketing, management consulting, and AI-enabled transformation. This is a hunter role ideal for individuals passionate about building a book of business from the ground up, forging executive relationships, and creating long-term client value.
The role is remote with concentrated fieldwork across the US East Coast. You will report directly to the General Manager of the CP&S vertical. Consumer products and retail organizations are under pressure to move faster; AI has shifted from experimentation to execution, and companies are actively rebuilding how work gets done across brand, marketing, commercial, supply chain, and digital commerce.
Key responsibilities include:
- Build a targeted portfolio of accounts by identifying, prioritizing, and developing your own book of business
- 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 solution development and deal execution in partnership with Industry GMs, Practice Leaders, Pre-Sales Solutions, and Delivery teams
- Partner with Client Partners to drive coordinated account expansion and maximize total account value
- Shape industry solutions applying Toptal's capabilities to operating model challenges
- Maintain disciplined pipeline and account intelligence to support accurate forecasting
- Lead strategic conversations with prospective and existing clients
Your portfolio will ramp over 9-12 months, after which you will be measured against an annualized gross sales target of $10M.
First week: Onboard with Toptal, learn the core model and value proposition, familiarize yourself with tools and sales methods.
First month: Meet key stakeholders, learn the Industry Go-To-Market Strategy, establish portfolio strategy with the CP&S GM, shadow key calls, begin meeting with clients and prospecting target accounts.
First three months: Exercise discretion in contract negotiation, begin shaping industry solutions including AI-enabled approaches, establish credibility with client stakeholders, own your pipeline and forecast, develop proposals and close first deals.
First six months: Have an initial base of active clients, expand buyer network and deepen executive engagement, drive net new opportunities, execute against defined growth plan.
First year: Build a list of incredible client accounts, establish and expand strong executive network, mentor new team members, be recognized for subject matter expertise in CP&S industry.
Requirements:
- Bachelor's degree required
- 7-10+ years of experience in professional services, ideally at a leading consulting firm, with strong foundation in enterprise account management and solution selling (e.g., Director, Principal, or Client Service Partner role at top consulting firm)
- Extensive experience in consultative customer engagement and selling of service-oriented or outcome-based solutions, particularly within Consumer Products and Services industry, with focus in Retail, CPG, Food, and Grocery segments
- Demonstrated success building a book of business from the ground up (self-sourcing, prospecting, developing new enterprise relationships rather than relying on inherited portfolio)
- Proven track record managing $5M+ annualized gross portfolio and closing $250K–$1M+ complex, multi-phase deals with enterprise clients with $2B+ in annual revenue
- Must be comfortable engaging C-level executives on industry trends impacting Consumer Products and Services
- Well-rounded understanding of CP&S industry challenges and trends, including how AI is reshaping operating models, and ability to discuss how Toptal's technology, marketing, and management consulting capabilities address client challenges
- Exposure to hybrid talent models or alternative consulting delivery models
- Ability to build and execute account plans leading to consistent portfolio growth and healthy pipeline
- Proven success in collaborative prospecting, running virtual and on-site sales calls, leading sales pursuits backed by multidisciplinary team
- 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 (25–40%)
- Passion for solving client problems with creativity and urgency
- Outstanding written and verbal communication skills
- High level of intellectual curiosity, grit, and entrepreneurial spirit
- 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
