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Responsibilities
As an Enterprise Sales Executive at Toptal, you will be a key driver of growth within our Healthcare and Life Sciences (HLS) industry vertical. In this role, you will identify, develop, and close opportunities with enterprise provider, payer and life sciences 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.This is a remote position with concentrated field work across the US.ResponsibilitiesOwn and build a portfolio of enterprise Healthcare and Life Sciences (HLS) 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, Pursuits, 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 healthcare and life sciences 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 $3.5M, 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 Healthcare and Life Sciences (HLS) 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 Pursuits 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 Healthcare and Life Sciences (HLS) 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 Healthcare and Life Sciences (HLS) industry, with focus in any or all of the Provider, Medical Device, Bio-Pharma and Payer subsegments.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+ complex, multi-phase deals with enterprise clients with $2B+ in annual revenue.Must be comfortable engaging C-level executives on industry trends impacting Healthcare and Life Sciences (HLS).A well-rounded understanding of Healthcare and Life Sciences (HLS) industry challenges and trends, including how AI is reshaping care delivery and therapeutic design models, and the ability to have an informed discussion about how Toptal’s technology, marketing, and management consulting capabilities can address the challenges they faceExposure 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.Essential Job FunctionsRegularly and reliably attend scheduled virtual team meetings on camera.Work independently with minimal supervision.Use all required digital collaboration tools.Prioritize and self-manage workflows and deadlines.US FLSA Classification: Full-Time/ExemptThis position receives a base salary and is also eligible to earn monthly commissions based on revenue generated from engagements sold.Applications are accepted on an ongoing basis. In the US, Toptal’s benefit offerings include participation in a 401(k) retirement plan; medical, dental, and vision health insurance plans; basic life insurance coverage and short-term and long-term disability coverage; access to flexible spending, dependent care, and health savings accounts; access to telehealth virtual doctors; an employee assistance program; and flexible paid time off.
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