Toptal

Analytics Engineer

• Drive business impact and better decision making by laying the data foundation for a world-class analytics function
• Own and maintain the data transformation layer
• Design, write, review, and ship SQL models that transform raw data into usable data products
• Work with Data Engineers to add, model, and publish new data sources in the data warehouse
• Monitor the data warehouse and identify opportunities to improve operations, accuracy, quality, coverage, integrity, structure, and usability
• Translate ambiguous business requests into modeled data and establish business rules and edge cases
• Implement measures to improve data quality, lineage, access, and retention across source production databases
• Own the data dictionary and document tables, columns, data flows, definitions, and calculation methodologies
• Diagnose and resolve data incidents
• Review teammates’ code and provide feedback
• Collaborate with Business Analysts, Data Engineers, Data Scientists, and business process owners
• Enable end users to understand and use data effectively
• Improve agent playbooks, documentation, and data warehouse tooling
• Contribute architectural ideas for the data environment and pipelines
• Help establish the Business Analytics Center of Excellence and improve warehouse usability for analysts and AI agents

Data Analytics Engineer

Artificial Intelligence

• Identify, develop, and close enterprise opportunities for Toptal’s AI Solutions business
• Help enterprise clients solve complex business challenges through forward-deployed AI solutions, AI software and platforms, AI services, and AI-enabled transformation
• Develop tailored solutions that move clients from AI strategy and experimentation into production
• Build, identify, prioritize, and develop a targeted portfolio of enterprise accounts and a self-sourced book of business
• Own new logo acquisition, revenue growth, client outcomes, pipeline, forecasting, and account intelligence
• Prospect, pitch, negotiate, and close new opportunities with SDR partnership
• Define and execute account strategies, opportunity creation, pipeline development, and multi-year growth plans
• Lead AI solution development and deal execution with AI Services leadership, Industry GMs, Practice Leaders, Pursuits, Partnerships, and Delivery teams
• Partner with Client Partners to expand strategic relationships and maximize account value
• Shape AI solutions across AI Strategy & Transformation, Agentic Solutions, Data Services, AI Platforms, Industry Solutions, Joint Partner Solutions, and Managed Services
• Lead strategic conversations with prospective and existing clients, including C-suite stakeholders
• Onboard, learn Toptal’s model, value proposition, sales methods, playbooks, and contracting processes
• Establish portfolio strategies and account plans with AI Services leadership
• Meet clients, leverage an existing enterprise AI network, prospect target accounts, and coordinate joint account strategies
• Collaborate with Pursuits and Delivery teams to design AI engagements
• Negotiate contracts and develop proposals
• Establish client credibility through consultative engagement tied to AI priorities, workflows, technology investments, and outcomes
• Close initial deals, contribute to team rituals, share best practices, and participate in win/loss reviews
• Expand buyer networks, deepen executive engagement, introduce additional capabilities, and displace incumbent providers
• Execute measurable growth plans and advise clients on Toptal’s AI capabilities
• Build executive networks and mentor new team members

Enterprise Sales Executive, AI Solutions

• Identify, develop, and close enterprise client opportunities for Toptal’s AI Solutions business
• Help clients solve complex business challenges through forward-deployed AI solutions, AI software and platforms, AI services, and AI-enabled transformation
• Develop tailored solutions that move clients from AI strategy and experimentation into production
• Build, prioritize, and develop a targeted portfolio of enterprise accounts and a self-sourced book of business
• Own new-logo acquisition, revenue growth, client outcomes, pipeline development, and forecasting
• Prospect, pitch, negotiate, and close new opportunities in partnership with Sales Development Representatives
• Define and execute account strategies, opportunity creation, and multi-year growth plans
• Lead AI solution development and deal execution with AI Services leadership, Industry GMs, Practice Leaders, Pursuits, Partnerships, and Delivery teams
• Partner with Client Partners to expand strategic relationships and maximize account value
• Shape solutions across AI Strategy & Transformation, Agentic Solutions, Data Services, AI Platforms, Industry Solutions, Joint Partner Solutions, and Managed Services
• Lead strategic conversations with prospective and existing clients, including C-suite stakeholders
• Maintain disciplined pipeline and account intelligence for forecasting and decision-making
• Negotiate contracts and collaborate with clients on Toptal’s AI capabilities and specialists
• Establish credibility through consultative engagement tied to client AI priorities, workflows, technology investments, and desired outcomes
• Develop proposals and close deals
• Expand buyer networks and executive engagement across accounts
• Introduce additional AI capabilities, platforms, partners, and managed services while displacing incumbent providers
• Execute measurable growth plans and build long-term client relationships
• Contribute to team rituals, best-practice sharing, and win/loss reviews
• Mentor new team members and teach them about Toptal, its AI model, and territory growth

Sales Development Rep

• Identify potential customers and generate new business opportunities
• Support customers and the sales team
• Conduct cold outreach, lead generation, cold-calling, emailing, and LinkedIn messaging
• Prospect, educate, qualify, and develop sales-ready leads and opportunities from unsigned clients and accounts
• Lead client conversations, present Toptal’s perspectives, and ask exploratory questions to understand client needs
• Research clients and monitor industry trends
• Build rapport with Enterprise and SMB prospects through strategic outreach
• Collaborate with the team and Staffing Sales Executives to pursue opportunities and recommend follow-up actions
• Schedule qualified meetings for the sales team
• Learn and use Salesforce.com, ZoomInfo, SalesLoft, and LinkedIn Sales Navigator
• Analyze industry drivers, business problems, and target buyers
• Meet call, email, sales activity, and fully ramped quotas
• Maintain data integrity in Salesforce.com
• Uncover opportunities within existing and target accounts that generate revenue
• Assist with training and onboarding new SDRs
• Build client relationships, expand partnerships, and execute account plans
• Suggest, implement, and experiment with lead and demand generation activities
• Build a portfolio of net new strategic accounts
• Mentor new team members
• Attend virtual team meetings on camera and self-manage workflows and deadlines