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Core Competencies
Role fitCore Competencies
Use this summary to align your resume positioning with the role.
Demonstrates extensive experience in B2B commercial sales, particularly in SaaS or services to enterprise clients, with a strong focus on developing industry-specific sales strategies and managing international sales teams. Proven ability to build senior client relationships, lead negotiations, and drive growth through effective pipeline management and market expansion.
Highest-signal resume keywords
B2B Commercial Sales ExperienceSaaS Sales to Enterprise ClientsInternational Sales Team LeadershipClient Negotiation SkillsMarket Expansion Strategies
ATS Keywords
Tailor your resumeApplicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills
Sales Strategy DevelopmentPipeline ManagementMarket AnalysisBudget ManagementAccount PlanningClient AcquisitionSales Performance ReviewCommercial JudgmentAI-Based Solutions KnowledgeEnterprise Buying Process Navigation
Soft Skills
Persuasive CommunicationCoaching and MentoringProblem SolvingSelf-ManagementAdaptability
Tools & Technologies
Digital Collaboration ToolsSales Development ToolsCRM SoftwareForecasting ToolsProposal Software
Certifications & Qualifications
Bachelor's Degree
Industry Keywords
Enterprise SalesInternational MarketsCommercial BarriersClient RelationshipsPartnership Management
About the role
Key responsibilities & impact- Report directly to the EVP, Industries, and grow Toptal’s Enterprise business across Europe, the Middle East, Africa, and Asia Pacific
- Lead all international Enterprise sales teams and determine market focus, offerings, and investment priorities with industry General Managers
- Resolve local commercial and operating barriers by coordinating Legal, Finance, Operations, and Delivery
- Drive new-client acquisition, retention, and expansion across business units and countries
- Build senior client relationships, shape proposals, and lead important negotiations
- Develop targeted campaigns with Marketing, Sales Development, and industry teams
- Identify and manage partnerships that help Toptal reach clients or serve markets
- Help sellers identify opportunities for services and AI-based solutions and coach them on value communication
- Hire, develop, coach, and manage regional leaders; address underperformance
- Establish pipeline reviews, forecasting, and account-planning processes
- Investigate missed targets, manage agreed budgets with Finance, and direct resources toward growth opportunities
- Deliver international growth plans and sales performance objectives
- Review sales performance, active opportunities, barriers to growth, and regional execution during the first year
Requirements
What you’ll need- Bachelor’s degree is required
- 10+ years of B2B commercial experience, including SaaS or services sales to enterprise clients
- 3+ years leading sales organizations, including managing managers and teams across multiple countries
- Deep commercial experience in at least one of Europe, the Middle East, Africa, or Asia Pacific
- Experience opening or expanding markets by solving commercial and operating challenges, including working with partners
- Experience developing industry-specific sales strategies with industry or business-unit leaders
- Experience navigating enterprise buying processes and personally leading important client negotiations
- Sound commercial judgment and ability to assess market potential, costs, and resource commitments
- Fluency in technology, AI, and services delivery sufficient to discuss client needs and identify relevant opportunities
- Clear, persuasive written and verbal communication in English
- Outstanding written and verbal communication skills, including proposals and presentations
- Ability to work in a fast-paced, rapidly growing company and handle varied challenges, deadlines, and contacts
- Regular or periodic travel to meet Toptal clients and customers inside and outside your geographic location
- World-class individual contributor capability
- Ability to attend scheduled virtual team meetings reliably 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
- Ability to work effectively across time zones
- Ability to travel internationally as needed
Benefits
Comp & perks- Remote work arrangement
- International travel opportunities to meet clients, customers, and partners
- Opportunity to work with geographically distributed teams across time zones