Enterprise Sales Executive, Consumer Products and Services

Job description

### About Toptal Toptal is a global network of top talent in business, design, and technology that enables companies to scale their teams, on-demand. With $200+ million in annual revenue **and team members based around the globe**, Toptal is the [world’s largest fully remote workforce](https://www.toptal.com/remote-work-playbook). We take the best elements of virtual teams and combine them with a support structure that encourages innovation, social interaction, and fun. We see no borders, move at a fast pace, and are never afraid to break the mold. ### Job Summary: As an Enterprise Sales Executive at Toptal, you will be a key driver of growth within our Consumer Products and Services (CP&S) industry vertical. 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, management consulting, and AI-enabled transformation. 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 book of business from the ground up, forging executive relationships, and creating long-term client value. Success in this role is measured by your ability to convert new enterprise relationships into durable revenue and to establish Toptal as a core services provider embedded in your clients’ most critical initiatives. This is a remote position with concentrated fieldwork across the US East Coast. We do not offer visa sponsorship or assistance. Resumes and communication must be submitted in English. ### Why This Role, Now: Consumer products and retail organizations are under pressure to move faster than their current operating models allow. AI has shifted from experimentation to execution, and companies across this sector are actively rebuilding how work gets done, across brand and marketing, commercial, supply chain, and digital commerce. Toptal’s CP&S vertical already partners with some of the largest consumer products organizations in the world on exactly this work. This role exists to bring dedicated senior coverage to the US East Coast, where our client concentration and opportunity density are highest, and to convert that density into new enterprise relationships. You will report directly to the General Manager of the Consumer Products & Services industry vertical. ### Responsibilities: *The following information is intended to describe the general nature and level of work being performed. It is not intended to be an exhaustive list of all duties, responsibilities, or required skills.* You will be responsible for building a targeted portfolio of accounts via identifying, prioritizing, and developing your own book of business rather than inheriting an existing one. Once you have signed net new customers, you will partner with Client Partners to deepen and expand those strategic relationships over time. 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. As relationships mature, accounts become more complex, with deeper engagement across multiple business units and senior executive relationships. These accounts demand a highly consultative, strategic approach that 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. - Own and build a portfolio of enterprise Consumer Products and Services accounts, with direct accountability for new logo acquisition, revenue growth, and client outcomes. - Prospect, pitch, negotiate, and close new opportunities in close partnership with our 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. - 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. Your portfolio will ramp over your first 9-12 months, after which you will be measured against an annualized gross sales target of $10M, 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 who 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 the CP&S General Manager 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 target accounts within your portfolio. - Meet with SDRs, 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, including AI-enabled approaches, demonstrating your comfort and ability in working with ambiguity and directly working to innovate alongside your clients. - Establish credibility with client stakeholders through informed, consultative engagement tied to their priorities and current initiatives. - Own your pipeline and forecast with confidence. - 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. - Expand your buyer network and deepen executive engagement across your accounts. - Drive net new opportunities by introducing additional capabilities and displacing incumbent providers. - Shape and influence client priorities, aligning Toptal’s solutions to critical business objectives. - Execute against a defined growth plan tied to measurable outcomes. #### 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. - Establish and expand a strong executive network across your portfolio, building a foundation of advocates and sponsors. - Begin to mentor new members of the team, teaching them about Toptal, our model, and how to successfully grow their territory. - Be recognized for your subject matter expertise in the Consumer Products and Services industry, 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. ### Qualifications and Job Requirements: - Bachelor’s degree is required. - 7-10+ years of experience in professional services, ideally gained at a leading consulting firm, with a strong foundation in enterprise account management and solution selling. For instance, experience in a Director, Principal, or Client Service Partner role at a top consulting firm. - Extensive experience in consultative customer engagement and selling of 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, i.e. 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 have an informed discussion about how Toptal’s technology, marketing, and management consulting capabilities can address these client 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. - 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 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.