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.
You will be responsible for building and managing a targeted portfolio of CMET accounts, with a primary focus on net new logo acquisition and multi-tower account expansion. Net new accounts require a disciplined hunter approach—generating pipeline from scratch, penetrating enterprise organizations, and closing initial engagements with speed and precision. Once landed, you will grow these accounts into broader multi-tower partnerships spanning multiple business units, service lines, and senior executive relationships. This demands a highly consultative, strategic approach: navigating cross-functional priorities, aligning to evolving client business objectives, and demonstrating credibility at the C-suite level. Success requires the ability to both originate new relationships and systematically deepen them, consistently driving value and long-term growth across your CMET territory.
You will prospect, pitch, negotiate, and close new opportunities while also expanding existing relationships. You’ll take ownership of building and developing your portfolio through thoughtful, creative outbound and strong account strategy, partnering closely with pre-sales experts and delivery teams to craft compelling, tailored solutions.
We are seeking bold, client-obsessed professionals who are energized by face-to-face interaction, inspired by client success, and motivated to close high-impact deals. We’re looking for professionals who are ready to get in the field, build lasting relationships across the CMET landscape, and lead with purpose.
In the first week, expect to
- Onboard with Toptal and connect with key members of the CMET industry team.
- 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 CMET Industry Go-To-Market Strategy, our key sales plays, and our client engagement model.
- Work with your Sales Leader to establish a CMET portfolio strategy, define your target account list, and build initial 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 Net New logo targets and multi-tower expansion accounts within your territory.
- Collaborate with Pre-Sales Solutions and Delivery teams to understand how we design engagements.
In the first three months, expect to
- Negotiate 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, demonstrating your comfort and ability in working with ambiguity and directly working to innovate alongside your clients.
- Own your pipeline and forecast with confidence.
- Lead strategic conversations with prospective and existing clients, while exercising discretion and independent judgment.
- 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.
- Establish a network of client relationships and build a foundation of advocates and sponsors to expand Toptal’s partnership with existing accounts in alignment with your portfolio strategy.
- Establish yourself as a trusted advisor, offering innovative, bold ideas and driving value-added engagements across your accounts.
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.
- Begin to mentor new members of the team, teaching them about Toptal, our model, and how to successfully grow their territory.
- Continue to expand your portfolio of accounts, accelerate growth in your industry, and use the full suite of capabilities that Toptal has to offer.
- Leverage 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 enterprise account management, solution selling, or professional services, with a strong track record of new logo acquisition.
- Deep experience engaging C-suite and senior-level executives across Communications, Media & Entertainment, and/or Technology companies, including CIO, CTO, CDO, and CMO stakeholders.
- Demonstrated understanding of CMET-sector dynamics, including digital transformation trends in media and entertainment, telco modernization, streaming and OTT platforms, and enterprise technology adoption.
- Familiarity with AI and GenAI use cases relevant to CMET clients, and the ability to connect Toptal’s capabilities to client transformation priorities.
- Extensive experience in consultative customer engagement and selling of service-oriented or outcome-based solutions.
- Exposure to hybrid talent models or alternative consulting delivery models.
- Proven track record of landing and expanding enterprise clients with $250M–$5B+ in annual revenue, including experience growing initial wins into multi-tower, multi-million-dollar programs.
- A well-rounded understanding of how Toptal’s AI-enabled transformation, managed services, and digital modernization capabilities address the strategic priorities of CMET clients.
- 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.
- Regular or periodic travel to meet and engage with Toptal clients and customers both inside and outside of your geographic location.
- Ability to partner effectively across multiple internal teams to shape innovative solutions that drive client success.
- 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 ambiguity, challenges, deadlines, and a diverse array of contacts.
- You must possess a collaborative, ‘go-getter’ mindset and embrace the ability to work/play hard, think boldly, and drive to win.
- You bring a builder’s mindset—you are as comfortable creating pipeline from zero as you are navigating complex, multi-stakeholder pursuits to close.
- You must be a world-class individual contributor to thrive at Toptal. You will no there here to tell other people what to do.
Essential Job Functions
- Regularly 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/Exempt
This position receives a base salary and is also eligible to earn monthly commissions based on revenue generated from engagements sold. For candidates who meet the qualifications and job requirements listed above, Individual pay is determined by work location and additional factors, including job-related skills, experience, and relevant education or training.
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.
