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Toptal · 23 hours ago

Senior Enterprise Sales Executive

United States

Full-time

Remote

Senior Level

7+ years exp

Toptal is a global network of top talent in business, design, and technology that enables companies to scale their teams, on-demand. As a Senior Enterprise Sales Executive, you will drive growth within the Healthcare and Life Sciences industry by managing a targeted portfolio of core Tier 1 accounts and expanding strategic relationships.

CopywritingHuman ResourcesProduct DesignSaaSSoftwareSoftware Engineering

No H1B

Responsibilities

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

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 $5.5M in your first year, with expectations to grow into a $12M book by years 2–3, aligning with our broader portfolio strategies

In the first week, expect to: Onboard with Toptal and meet your TopPal. Learn the core of Toptal’s 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

In the first month, expect to: Meet key Toptal stakeholders that 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. Work with your Sales Leader to establish a portfolio strategy and build account plans. Shadow key calls and client meetings. Begin to meet with clients, leveraging your existing industry network and relationships, to articulate Toptal’s capabilities and identify where we can help organizations. Begin prospecting and actively engaging Growth and Core tier accounts. 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

In the first three months, expect to: Exercise discretion and independent judgment in the negotiation of contracts, work collaboratively with clients, and help them engage with Toptal’s capabilities and specialists. 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. Own your pipeline and forecast with confidence. Lead strategic conversations with prospective and existing clients. Develop proposals and close your first set of deals. Actively contribute to team rituals, best practice sharing, and win/loss reviews

In the first six months, expect to: Have an initial base of active clients while continuing to build your overall portfolio. 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. Establish yourself as a trusted advisor, offering innovative, bold ideas and driving value added engagements across your accounts

In the first year, expect to: Have built a list of incredible client accounts, advising them on how to utilize our capabilities to address their priorities and key business challenges. 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 industry, and use the full suite of capabilities that Toptal has to offer. 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

Qualification

Enterprise account managementConsultative sellingHealthcare industry expertiseNegotiating complex agreementsBuilding account plansIntellectual curiosityGritEntrepreneurial spiritOutstanding communication skillsProblem-solving creativity

Required

Bachelor's degree is required

7–10+ years of experience in enterprise account management, solution selling, or professional services

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

Exposure to hybrid talent models or alternative consulting delivery models

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

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

Ability to build and execute account plans that lead to consistent portfolio growth and a healthy pipeline

Proven success in collaborative prospecting, running virtual and on-site sales calls, and leading sales pursuits backed by a multidisciplinary team

Experience negotiating complex service agreements with procurement and legal departments within enterprise accounts

Deep experience engaging mid to senior-level client executives across technology, marketing, and/or consulting verticals

Willingness and ability to travel to client sites, conferences, and team events (25–40%)

Passion for solving client problems with creativity and urgency

High level of intellectual curiosity, grit, and entrepreneurial spirit

Regular or periodic travel to meet and engage with Toptal clients and customers both inside and outside of your geographic location

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