Enterprise Sales Executive, AI Solutions

This is a fully remote position, open to applicants in United States.

📋 Description

• Identify, develop, and secure enterprise opportunities for Toptal’s AI Solutions division.

• Assist enterprise clients in overcoming intricate business challenges through advanced AI solutions, software, platforms, services, and transformation initiatives.

• Create customized solutions that transition clients from AI strategy and experimentation to full operational deployment.

• Construct, identify, prioritize, and nurture a focused portfolio of enterprise accounts along with a self-sourced business pipeline.

• Take ownership of new logo acquisition, revenue expansion, client success, pipeline management, forecasting, and account intelligence.

• Engage in prospecting, pitching, negotiating, and closing new opportunities in collaboration with the SDR team.

• Outline and implement account strategies, create opportunities, develop pipelines, and devise multi-year growth plans.

• Spearhead AI solution development and deal execution alongside AI Services leadership, Industry GMs, Practice Leaders, Pursuits, Partnerships, and Delivery teams.

• Collaborate with Client Partners to strengthen strategic relationships and enhance account value.

• Shape AI solutions across various domains including AI Strategy & Transformation, Agentic Solutions, Data Services, AI Platforms, Industry Solutions, Joint Partner Solutions, and Managed Services.

• Facilitate strategic discussions with potential and existing clients, including C-suite stakeholders.

• Onboard and familiarize with Toptal’s model, value proposition, sales methodologies, playbooks, and contracting processes.

• Establish portfolio strategies and account plans in conjunction with AI Services leadership.

• Meet with clients, leverage an existing enterprise AI network, prospect targeted accounts, and coordinate joint account strategies.

• Collaborate with Pursuits and Delivery teams to design AI engagements.

• Negotiate contracts and create proposals.

• Build client credibility through consultative engagement related to AI priorities, workflows, technology investments, and outcomes.

• Finalize 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 replace incumbent providers.

• Implement measurable growth plans and guide clients on Toptal’s AI capabilities.

• Develop executive networks and mentor new team members.

⛳️ Requirements

• A Bachelor’s degree is mandatory.

• 7-10+ years of experience in enterprise technology, AI software, professional services, or sales consulting.

• A robust foundation in enterprise account development and complex solution sales.

• Direct experience in selling enterprise AI solutions is essential.

• Extensive background in consultative customer engagement and selling service-oriented, technology-enabled, or outcome-based solutions to enterprise clients.

• Proven success in building a book of business from the ground up through self-sourcing, prospecting, and fostering new enterprise relationships.

• Established track record of managing a portfolio generating $5M+ annually.

• Proven experience in closing complex, multi-phase enterprise deals ranging from $250K to $1M+ with clients having $2B+ in annual revenue.

• Comfortable engaging with C-level executives regarding AI’s influence on business, technology, operating models, workforce, and competitive landscape.

• Knowledge of generative AI, agentic AI, AI applications and platforms, enterprise data, models, workflow automation, governance, evaluation, controls, and managed AI operations.

• Ability to articulate the transition of AI from strategy and experimentation into enterprise workflows and production settings.

• Experience in selling solutions that involve AI, cloud, data, or enterprise technology platforms.

• Ability to operate within a platform-flexible environment across various client technology ecosystems.

• Familiarity with hybrid talent models, forward-deployed delivery models, or alternative consulting delivery frameworks.

• Capability to build and execute account plans while maintaining a healthy sales pipeline.

• Proven success in collaborative prospecting, both virtual and on-site sales calls, and multidisciplinary sales pursuits.

• Experience in negotiating complex service agreements with procurement and legal departments.

• Ability to effectively partner across multiple internal teams.

• Willingness and capability to travel to client locations, conferences, and team events up to 25% of the time.

• Regular or periodic travel to meet Toptal clients and customers both within and outside the geographic area.

• Exceptional written and verbal communication skills.

• Ability to thrive in a fast-paced, rapidly evolving company while managing diverse challenges, deadlines, and contacts.

• A world-class individual contributor mindset.

• Regular and dependable attendance at scheduled virtual team meetings on camera.

• Ability to work independently with minimal oversight.

• Proficiency in using required digital collaboration tools.

• Ability to prioritize and self-manage workflows and deadlines.

• Applicants must possess authorization to work in the US at the time of hiring.

• Resumes and correspondence must be submitted in English.

🏝️ Benefits

• Participation in a 401(k) retirement plan.

• Medical, dental, and vision health insurance options.

• Basic life insurance coverage.

• Coverage for short-term and long-term disability.

• Flexible spending accounts.

• Dependent care accounts.

• Health savings accounts.

• Access to telehealth virtual doctors.

• Employee assistance program.

• Flexible paid time off.

• Monthly commissions based on revenue generated from sold engagements.

• Fully remote work arrangement.