Enterprise Sales Executive, Banking, Financial Services and Insurance

From the listing

About the role

What you'll do

• Build a targeted portfolio of accounts from scratch, identifying, prioritizing, and developing your own book of business rather than inheriting an existing one.
• Partner with Client Partners to deepen and expand strategic relationships after signing net new customers.
• Adapt your engagement style to the maturity and complexity of each account, navigating cross-functional priorities, aligning to evolving client business objectives, and demonstrating credibility at the C-suite level.
• Work closely with Sales Development Representatives to prospect, pitch, negotiate, and close new opportunities while expanding existing relationships.
• Work alongside pre-sales experts and delivery teams to craft compelling, tailored solutions for each client.
• Scale your initial portfolio toward an annualized gross sales target of $1M in your first year, with expectations to grow into a $5M book by years 2–3.
• In the first week, learn Toptal’s model, value proposition, capabilities, tools, sales methods, selling processes, playbooks, and contracting and legal methodologies.
• In the first month, work with your Portfolio Leader to establish a portfolio strategy and build account plans; begin meeting clients, prospecting, and actively engaging target accounts.
• Meet key Toptal stakeholders, learn the Industry Go-To-Market Strategy and client engagement model, and align with Sales Development Representatives, Client Partners, and cross-functional team members on joint account strategies.
• Collaborate with Pre-Sales Solutions and Delivery teams to understand how engagements are designed.
• In the first three months, conduct research and outreach through multiple channels to uncover new business opportunities and drive sales pursuits with cross-functional Toptal teams.
• Exercise discretion and independent judgment in contract negotiations, work collaboratively with clients, and help them engage Toptal’s engineering, design, and business specialists.

What they're looking for

• 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.
• You must be a world-class individual contributor to thrive at Toptal.
• Resumes and communication must be submitted in English.

From the company page

Benefits