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

Toptal

3d • Remote

About The Position

As an Enterprise Sales Executive on our Banking, Financial Services, and Insurance (BFSI) team, you will build a portfolio of clients by prospecting, pitching, negotiating, and closing new accounts. In this role, you will identify, develop, and close opportunities with enterprise clients by helping them solve complex business challenges across a broad range of capabilities, including technology, marketing, and management consulting. You will develop tailored solutions that help clients accelerate strategic initiatives and achieve measurable business outcomes. This role is designed for true hunters who thrive in a high-performance, client-facing environment. It is ideal for individuals who are passionate about building a territory from the ground up, forging executive relationships, and creating long-term client value.
This is a remote position. We do not offer visa sponsorship or assistance. Applicants must be authorized to work in the US at the time of hire. Resumes and communication must be submitted in English.

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.
• Must be a world-class individual contributor.
• Applicants must be authorized to work in the US at the time of hire.
• Resumes and communication must be submitted in English.

Nice To Haves

• This is not a “work from your home office†role. We’re looking for professionals who are ready to get in the field, build lasting relationships, and lead with purpose.

Responsibilities

• Building a targeted portfolio of accounts from scratch - identifying, prioritizing, and developing your own book of business rather than inheriting an existing one.
• Partnering with Client Partners to deepen and expand strategic relationships over time once net new customers are signed.
• Prospecting, pitching, negotiating, and closing new opportunities while also expanding existing relationships, working closely with Sales Development Representatives (SDRs).
• Operating in a highly collaborative, fast-paced environment, working alongside pre-sales experts and delivery teams to craft compelling, tailored solutions for each client.
• Achieving an annualized gross sales target of $1M in the first year, with expectations to grow into a $5M book by years 2-3.
• Getting in the field, building lasting relationships, and leading with purpose.
• Onboarding with Toptal, learning the core of their model, value proposition, and deep capabilities.
• Familiarizing yourself with the tools and resources needed to be successful.
• Diving into sales methods, selling processes, and playbooks.
• Becoming familiar with contracting and legal methodologies, templates, tools, and processes.
• Working with your Portfolio Leader to establish a portfolio strategy and build account plans.
• Beginning to meet with clients, articulate Toptal’s capabilities, and identify where they can help organizations in your territory plan.
• Meeting key Toptal stakeholders who will support your success and the success of the overall team.
• Learning about the Industry Go-To-Market Strategy, key sales plays, and the client engagement model.
• Beginning prospecting and actively engaging target accounts within your portfolio.
• Meeting with Sales Development Representatives and Client Partners and cross-functional team members to align on joint account strategies.
• Collaborating with Pre-Sales Solutions and Delivery teams to understand how engagements are designed.
• Conducting research and outreach through multiple channels to uncover new business opportunities within accounts and drive sales pursuits with cross-functional Toptal teams.
• Exercising discretion and independent judgment in the negotiation of contracts, working collaboratively with clients, and helping them engage Toptal’s engineering, design, and business specialists.
• Providing consultation or advice to management on policies and procedures.
• Providing advice and support for the planning of long term or short term business objectives or initiatives.
• Having an initial base of active clients, while continuing to build your overall portfolio.
• Developing a network of client relationships and building a foundation of advocates and sponsors to expand Toptal’s partnership with existing accounts in alignment with your portfolio strategy.
• Building a list of incredible client accounts, advising them on how to utilize Toptal's talent network to build world-class distributed teams and increase efficiency.
• Beginning to mentor new members of the team, teaching them about Toptal, their model, and how to successfully grow their territory.
• Continuing to expand your portfolio of accounts, accelerating growth in your region, and using the full suite of capabilities that Toptal has to offer.
• Regularly and reliably attending scheduled virtual team meetings on camera.
• Working independently with minimal supervision.
• Using all required digital collaboration tools.
• Prioritizing and self-managing workflows and deadlines.

Benefits

• 401(k) retirement plan
• Medical, dental, and vision health insurance plans
• Basic life insurance coverage
• Short-term and long-term disability coverage
• Access to flexible spending, dependent care, and health savings accounts
• Access to telehealth virtual doctors
• An employee assistance program
• Flexible paid time off

What This Job Offers

• Job Type: Full-time
• Career Level: Senior