Enterprise Sales Executive, Consumer Products and Services

From the listing

About the role

What you'll do

• Own and build a portfolio of enterprise Consumer Products and Services accounts, with direct accountability for new logo acquisition, revenue growth, and client outcomes.
• Identify, prioritize, and develop your own book of business rather than inheriting an existing one.
• Prospect, pitch, negotiate, and close new opportunities in close partnership with Sales Development Representatives (SDRs), while expanding the relationships you establish.
• 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 as accounts mature.
• Adapt your engagement style to the maturity and complexity of each account, from matching skills to immediate needs to navigating cross-functional priorities and demonstrating credibility at the C-suite level.
• Shape industry solutions that apply Toptal’s technology, marketing, consulting, and AI capabilities to the operating model challenges facing consumer products and retail organizations.
• Maintain disciplined pipeline and account intelligence to support accurate forecasting and informed decision-making.
• Lead strategic conversations with prospective and existing clients, while exercising discretion and independent judgment.
• Ramp your portfolio over the first 9–12 months, after which you will be measured against an annualized gross sales target of $10M.
• Learn Toptal’s model, value proposition, capabilities, sales methods, playbooks, and contracting and legal processes.

What they're looking for

• Bachelor’s degree is required.
• 7–10+ years of experience in professional services, with a strong foundation in enterprise account management and solution selling.
• Extensive experience in consultative customer engagement and selling service-oriented or outcome-based solutions, particularly within the Consumer Products and Services industry, with focus in the Retail, CPG, Food, and Grocery segments.
• Demonstrated success building a book of business from the ground up: self-sourcing, prospecting, and developing new enterprise relationships rather than relying on an inherited portfolio.
• 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.
• Must be comfortable engaging C-level executives on industry trends impacting Consumer Products and Services.
• A well-rounded understanding of Consumer Products and Services industry challenges and trends, including how AI is reshaping consumer products operating models, and the ability to discuss how Toptal’s technology, marketing, and management consulting capabilities can address these challenges.
• Exposure to hybrid talent models or alternative consulting delivery models.
• 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.
• Ability to partner effectively across multiple internal teams to shape innovative solutions that drive client success.

Nice to have

• Professional services experience ideally gained at a leading consulting firm; for instance, experience in a Director, Principal, or Client Service Partner role at a top consulting firm.

Benefits, as listed