Enterprise Sales Executive, AI Solutions

About Toptal

Toptal is a global network of top talent in business, design, and technology that enables companies to scale their teams, on-demand. With $200+ million in annual revenue and team members based around the globe, Toptal is the world’s largest fully remote workforce.

We take the best elements of virtual teams and combine them with a support structure that encourages innovation, social interaction, and fun. We see no borders, move at a fast pace, and are never afraid to break the mold.

About the Position

As an Enterprise Sales Executive at Toptal, you will be a key driver of growth within our AI Solutions business. In this role, you will identify, develop, and close opportunities with enterprise clients by helping them solve complex business challenges through forward-deployed AI solutions, AI software and platforms, AI services, and AI-enabled transformation.

You will develop tailored solutions that help clients move from AI strategy and experimentation into production, combining Toptal’s capabilities across AI Strategy & Transformation, Agentic Solutions, Data Services, AI Platforms, Industry Solutions, Joint Partner Solutions, and Managed Services to 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 have successfully sold enterprise AI solutions and are passionate about building a book of business from the ground up, forging executive relationships, and creating long-term client value. Success in this role is measured by your ability to convert new enterprise relationships into durable revenue and establish Toptal as a core AI services provider embedded in your clients’ most critical initiatives.

Responsibilities

• Own and build a portfolio of enterprise AI 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 AI solution development and deal execution in partnership with AI Services leadership, Industry GMs, Practice Leaders, Pursuits, Partnerships, and Delivery teams.
• Partner with Client Partners to drive coordinated account expansion and maximize total account value as accounts mature.
• Shape AI solutions that apply Toptal’s capabilities across AI Strategy & Transformation, Agentic Solutions, Data Services, AI Platforms, Industry Solutions, Joint Partner Solutions, and Managed Services to clients’ most important business and operating challenges.
• 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.

Requirements

• Bachelor’s degree is required.
• 7-10+ years of experience in enterprise technology, AI software, professional services, or consulting sales, with a strong foundation in enterprise account development and complex solution selling.
• Direct experience selling enterprise AI solutions is required, ideally including forward-deployed AI solutions, AI software or platforms, AI consulting and professional services, or managed AI services.
• 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, 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-$1M+ complex, multi-phase deals with enterprise clients with $2B+ in annual revenue.
• Must be comfortable engaging C-level executives on how AI is changing their business, technology environment, operating model, workforce, and competitive landscape.
• A well-rounded understanding of enterprise AI challenges and trends, including generative AI, agentic AI, AI applications and platforms, enterprise data and knowledge, models, workflow automation, governance, evaluation, controls, and managed AI operations.
• Ability to have informed discussions about how AI moves from strategy and experimentation into real enterprise workflows and production environments, including the importance of context, data, integration, validation, governance, adoption, and ongoing operations.
• Experience selling solutions involving leading AI, cloud, data, or enterprise technology platforms, and the 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 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 (up to 25%).
• Passion for solving client problems with creativity and urgency.
• Regular or periodic travel to meet and engage with Toptal clients and customers both inside and outside of your geographic location.
• Outstanding written and verbal communication skills.
• 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.

We Offer

• Competitive salary
• Opportunity to work in a fast-paced, innovative environment
• Remote work options
• Professional development opportunities

Locations

• United Kingdom
• Canada

Commitment

• Full-time

Who You Will Work With

Jeff Mills

Chief Customer Officer, AI Services

As Toptal’s Chief Customer Officer, AI Services, Jeff is responsible for the go-to-market and strategic growth of Toptal’s AI Services. Jeff has built his career at the intersection of talent and AI as demonstrated by serving the past 9 plus years as President and Head of Revenue Operations and Global Sales and Marketing at iMerit. Before joining iMerit in 2016, Jeff held leadership roles at several emerging technology companies, such as 1-Page (public listing ASX), Gengo (acquired by Lionbridge), Criteo (public listing Nasdaq), and SideStep (acquired by Kayak) . He also worked at Yahoo from 1998 to 2006, where he immersed himself in multiple phases of company growth across the commerce and media divisions.

Working at Toptal

We're changing the way the world works. Toptal is not only a place to progress your career and design your own lifestyle, but also a company where you'll learn how to develop innovations that push business and technology forward.

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