Original listing text, shown exactly as published by the company.
Responsibilities
The following information is intended to describe the general nature and level of work being performed. It is not intended to be an exhaustive list of all duties, responsibilities, or required skills.
- Actively prospect and drive the acquisition of new, strategically aligned HLS accounts (net new logos) to grow the overall client base.
- Own and expand a portfolio of strategically important enterprise HLS accounts, with direct accountability for revenue growth, portfolio scale, and client outcomes.
- Build and sustain senior executive relationships, establishing Toptal as a trusted partner across critical business initiatives.
- 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, and Delivery teams.
- Partner with Enterprise Sales Executives to drive coordinated account expansion and maximize total account value.
- Maintain disciplined pipeline and account intelligence to support accurate forecasting and informed decision-making.
- Ensure high-quality delivery outcomes by aligning cross-functional teams to client objectives and expectations.
- Lead strategic conversations with existing clients, while exercising discretion and independent judgment.
In the first week, expect to
- Onboard and integrate into Toptal.
- Learn Toptal’s model and our value proposition.
In the first month, expect to
- Come up to speed on your account portfolio and get into an operating rhythm with key client stakeholders and internal account team members.
- Work with HLS Leadership to establish a portfolio strategy and build account plans.
In the first three months, expect to
- Establish credibility with client stakeholders through informed, consultative engagement tied to their priorities and current initiatives.
- Take full ownership of account progression, including pipeline development, deal execution, and revenue expansion.
- Apply sound judgment in structuring and advancing complex deals, navigating ambiguity with minimal oversight.
- Build strong partnerships with our delivery team to ensure client commitments are met and opportunities for expansion are identified.
In the first six months, expect to
- Expand your buyer network and deepen executive engagement.
- Drive net new opportunities by introducing additional capabilities and displacing competitors.
- 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
- Deliver sustained portfolio growth with $10M+ expectations.
- Actively mentor and elevate team performance through knowledge sharing and example setting.
- Establish and expand a strong executive network across your portfolio of accounts, leveraging Toptal’s full capabilities to drive account growth and deepen client impact.
Qualifications and Job Requirements
- Bachelor’s degree is required.
- Experience engaging and selling into medium-to-large Healthcare & Life Sciences organizations. For instance, experience as a Director or Client Service Partner role with a top consulting firm.
- Must be comfortable engaging C-level executives on industry trends impacting Healthcare Life Sciences.
- Extensive experience in engaging and selling Consulting or Managed Service solutions, particularly within Healthcare Life Sciences organizations.
- Proven track record in full-cycle sales of large, complex, multi-phase, managed technology projects to enterprise clients with $2B+ in annual revenue.
- A well-rounded understanding of emerging technologies and ability to have an informed discussion about software delivery and development concepts with prospective clients.
- Ability to build and execute account plans that lead to consistent portfolio growth and a healthy pipeline.
- Proven success in prospecting, running virtual sales calls, and leading sales pursuits backed by a multidisciplinary team.
- Experience negotiating complex service agreements with procurement and legal departments within enterprise accounts.
- 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.
