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Core Competencies
Role fitCore Competencies
Use this summary to align your resume positioning with the role.
Demonstrates expertise in enterprise account development and complex solution selling, particularly in AI solutions and services. Proven ability to engage C-level executives and drive measurable growth through consultative engagement and strategic account planning.
Highest-signal resume keywords
Enterprise Account DevelopmentComplex Solution SellingAI Solutions SalesConsultative Customer EngagementAccount Strategy Execution
ATS Keywords
Tailor your resumeApplicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills
AI SoftwareEnterprise TechnologyWorkflow AutomationData ServicesGenerative AIAgentic AICloud SolutionsNegotiation of Service AgreementsPipeline DevelopmentBook of Business Management
Soft Skills
Outstanding Communication SkillsCollaborative ProspectingIndependent Work EthicTime ManagementMentoring
Tools & Technologies
Digital Collaboration ToolsSales PlaybooksContracting Processes
Industry Keywords
Enterprise AIProfessional ServicesConsulting SalesC-Level EngagementHybrid Talent Models
Tech Stack
Tools & technologiesCloud
About the role
Key responsibilities & impact- 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
Requirements
What you’ll need- Bachelor’s degree is required
- 7-10+ years of experience in enterprise technology, AI software, professional services, or consulting sales
- Strong foundation in enterprise account development and complex solution selling
- Direct experience selling enterprise AI solutions is required
- Extensive experience in consultative customer engagement and selling service-oriented, technology-enabled, or outcome-based solutions to enterprise clients
- Demonstrated success building a book of business from the ground up through self-sourcing, prospecting, and developing new enterprise relationships
- Proven track record managing a $5M+ annualized gross portfolio
- Proven track record closing $250K-$1M+ complex, multi-phase enterprise deals with clients with $2B+ in annual revenue
- Comfortable engaging C-level executives on AI’s impact on business, technology, operating models, workforce, and competitive landscape
- Understanding of generative AI, agentic AI, AI applications and platforms, enterprise data and knowledge, models, workflow automation, governance, evaluation, controls, and managed AI operations
- Ability to discuss moving AI from strategy and experimentation into enterprise workflows and production environments
- Experience selling solutions involving AI, cloud, data, or enterprise technology platforms
- Ability to work in a platform-flexible environment across client technology ecosystems
- Exposure to hybrid talent models, forward-deployed delivery models, or alternative consulting delivery models
- Ability to build and execute account plans and maintain a healthy pipeline
- Proven success in collaborative prospecting, virtual and on-site sales calls, and multidisciplinary sales pursuits
- Experience negotiating complex service agreements with procurement and legal departments
- Ability to partner effectively across multiple internal teams
- Willingness and ability to travel to client sites, conferences, and team events up to 25%
- Regular or periodic travel to meet Toptal clients and customers inside and outside the geographic location
- Outstanding written and verbal communication skills
- Ability to work in a fast-paced, rapidly growing company and manage varied challenges, deadlines, and contacts
- World-class individual contributor mindset
- Regularly and reliably attend scheduled virtual team meetings on camera
- Ability to work independently with minimal supervision
- Ability to use required digital collaboration tools
- Ability to prioritize and self-manage workflows and deadlines
- Applicants must be authorized to work in the US at the time of hire
- Resumes and communication must be submitted in English
Benefits
Comp & perks- Participation in a 401(k) retirement plan
- Medical, dental, and vision health insurance plans
- Basic life insurance coverage
- Short-term and long-term disability coverage
- Flexible spending accounts
- Dependent care accounts
- Health savings accounts
- Telehealth virtual doctors
- Employee assistance program
- Flexible paid time off
- Monthly commissions based on revenue generated from engagements sold
- Fully remote workforce/work arrangement