Enterprise Sales Executive, Consumer Products and Services

Enterprise Sales Executive at Toptal - Remote US/CA - Remote
This role at Toptal is

remote in title but not truly location-independent

in practice. The posting explicitly states a "strong expectation of regular, in-person client engagement and field activity" and strongly prefers candidates within commutable distance of a

major East Coast metropolitan area

(e.g., New York, Boston, Washington D.C.).

For digital nomads, this is a significant constraint:

Timezone:

Client-facing enterprise sales in the US East Coast market requires real-time availability during US Eastern business hours (9am-6pm ET). Async work is not viable for this role.

Travel requirement:

Regular domestic and potentially international travel to client sites is explicitly required, making a fixed base location near a major US airport practical necessity.

Visa sponsorship:

Toptal explicitly states it does not offer visa sponsorship. You must already have the legal right to work in the US or Canada.

The Canada location hint suggests the role may be open to Canadian-based candidates engaging with US enterprise accounts. If based in Toronto or Vancouver, digital nomad-style flexibility is minimal given the travel expectations.

Bottom line:

This is not a nomad-friendly role. The combination of mandatory in-person client meetings, East Coast timezone anchoring, and no visa support makes it unsuitable for location-independent lifestyles. Nomads seeking sales roles at Toptal should look for internal or talent-network positions with purely async delivery expectations instead.

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.

As an Enterprise Sales Executive on Toptal's Consumer Products & Services (CP&S) team, your mission is to win new enterprise clients and secure new business bookings. You will build your own pipeline, open doors into organizations where Toptal does not currently do business, develop opportunities, and close new commercial deals. This is a pure hunter role for accomplished sales professionals who thrive on creating opportunities, competing for business, and turning new relationships into meaningful revenue.

You will lead the end-to-end new-client acquisition process, from identifying target accounts and engaging decision-makers to shaping solutions, negotiating commercial terms, and securing the first revenue booking. Working closely with internal subject matter experts and key stakeholders, you will develop compelling solutions, navigate complex buying processes, and close new business. You will partner with Client Partners to ensure a seamless transition following the initial booking, allowing you to remain focused on what you do best: opening new doors and winning new clients.

We are looking for exceptional business developers who combine deep Consumer Products & Services industry expertise, executive credibility, and consultative selling skills with the urgency, persistence, and competitive drive of a true hunter. You understand the business and technology challenges facing consumer products, retail, and services organizations, and know how to translate those challenges into compelling commercial opportunities.

Consumer products and retail organizations are under pressure to move faster than their current operating models allow. AI has shifted from experimentation to execution, and companies across this sector are actively rethinking how work gets done across brand and marketing, commercial operations, supply chain, and digital commerce. Toptal's CP&S team already partners with some of the world's largest consumer products organizations to help address these challenges.

Success in this role is measured by new enterprise logos acquired and new business booked. This is a high-accountability, high-reward opportunity for individuals who want direct ownership of their commercial results and the opportunity to build a substantial business through their own efforts.

This is a remote position with a strong expectation of regular, in-person client engagement and field activity. Candidates based within commutable distance of a major East Coast metropolitan area are strongly preferred. We do not offer visa sponsorship or assistance. Resumes and communication must be submitted in English.

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 converting a pipeline of net-new enterprise clients across Consumer Products & Services. Your focus is exclusively on acquiring new clients — you will not inherit an existing book of business or carry ongoing account management and expansion responsibilities. Following the initial revenue booking, new clients transition to Client Partners and the appropriate delivery teams.

Hunt and win new enterprise clients.

Own new-logo acquisition and secured bookings across consumer products, retail , and services organizations, with direct accountability for identifying, developing, and closing new business.

Build your own pipeline.

Proactively identify target accounts, develop prospecting strategies, leverage your CP&S industry network, and create new opportunities through consistent, disciplined outreach. Partner with SDRs to accelerate prospecting without depending on them to generate your pipeline.

Open doors at the executive level.

Establish relationships with senior business and technology leaders, economic buyers, and key decision-makers within organizations where Toptal does not have an established commercial relationship.

Create demand and shape opportunities.

Engage prospective clients around their strategic priorities, identify business problems worth solving, and position Toptal's capabilities in ways that create compelling reasons to act.

Lead and close complex sales pursuits.

Own the full sales cycle, including qualification, discovery, stakeholder alignment, solution positioning, proposal development, negotiation, procurement, contracting, and securing the initial revenue booking.

Compete and win.

Develop winning strategies to displace incumbent providers, differentiate Toptal from traditional consulting and technology services firms, and navigate competitive enterprise buying processes.

Sell the full breadth of Toptal's capabilities.

Work with internal subject matter experts to bring together specialized talent, technology, AI, marketing, consulting, and managed services solutions addressing client challenges across digital commerce, supply chain, customer experience, commercial operations, and business transformation.

Maintain a high-quality, self-generated pipeline.

Build sufficient qualified pipeline to consistently deliver new-logo and bookings targets. Maintain accurate opportunity intelligence, forecasting, and disciplined sales execution.

Take ownership of commercial outcomes.

Drive opportunities forward with urgency, navigate obstacles, negotiate effectively, and remain personally accountable for securing booked revenue.

Execute clean client transitions.

Ensure commercial commitments, initial booking details, and relevant client context are transferred to Client Partners and delivery teams.

Build a strong market presence.

Spend meaningful time in front of prospective clients, developing relationships through executive networking, CP&S industry events, referrals, and direct engagement.

In the first week:

Onboard with Toptal, learning our business model, value proposition, and capabilities.

Familiarize yourself with our sales methodologies, prospecting tools, and commercial processes.

Understand our CP&S industry strategy, target client profiles, priority segments, and markets.

Meet the Industry, Sales Development, and internal subject matter experts who will support your success.

Become familiar with our contracting, legal, and commercial processes.

In the first month:

Develop a targeted new-logo acquisition plan with your CP&S Industry GM, identifying priority accounts and initial pursuit strategies.

Begin actively prospecting into new consumer products, retail, and services accounts.

Establish a consistent cadence of outbound activity, executive outreach, and new-business development.

Coordinate with SDRs to expand target-account coverage and accelerate opportunity creation.

Begin discovery conversations with prospective clients and build your initial qualified pipeline.

Develop a strong understanding of how to position Toptal's technology, AI, marketing, consulting, managed services, and talent capabilities.

In the first three months:

Establish a measurable pipeline of qualified net-new CP&S enterprise opportunities.

Build relationships with economic buyers and senior decision-makers across priority target accounts.

Lead active sales pursuits and develop differentiated solutions and competitive proposals.

Demonstrate the ability to qualify, advance, and close opportunities through complex enterprise buying processes.

Secure initial new-logo wins and revenue bookings, building momentum toward commercial targets.

Maintain an accurate, well-managed pipeline with clear next steps, close strategies, and forecasts.

In the first six months:

Establish a track record of acquiring new enterprise CP&S clients and securing initial revenue bookings.

Build and sustain a healthy pipeline of new-logo opportunities.

Demonstrate consistent self-sourced opportunity creation alongside effective use of SDR and cross-functional support.

Successfully navigate competitive pursuits, executive negotiations, procurement, and contracting to close business.

Show measurable progress against defined new-logo and bookings targets.

In the first year:

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Consistently deliver against new-logo acquisition and bookings expectations.

Establish a repeatable, high-performing approach to originating and closing new enterprise business.

Maintain a strong pipeline through direct prospecting, executive relationships, industry referrals, and coordinated business development.

Build a reputation as a highly effective hunter and closer who can create opportunities and win competitive deals.

Develop a network of executive relationships and market connections across CP&S that supports continued new-client acquisition.

Be recognized for industry knowledge, commercial judgment, competitive drive, and ability to deliver measurable new-business results.

7-10+ years of demonstrated success in enterprise new-business development and sales, ideally within consulting, technology services, professional services, or managed services.

Extensive experience selling into Consumer Products & Services organizations , particularly within Retail, Consumer Packaged Goods (CPG), Food, and Grocery segments, with a demonstrated understanding of industry dynamics, business priorities, and enterprise buying environments.

A proven track record as a true new-business hunter — personally originated, developed, and closed enterprise clients rather than relying on inherited accounts or account expansion.

Consistent achievement or overachievement of new-logo and new-business bookings targets, with the ability to demonstrate individual contribution to pipeline creation and closed business.

Demonstrated ability to build a territory and qualified pipeline from scratch, including direct prospecting, executive networking, account penetration, and competitive displacement.

Experience originating and closing complex, high-value enterprise engagements, ideally with organizations generating $2B+ in annual revenue.

Proven success selling consultative, service-oriented solutions involving technology, consulting, managed services, or other complex professional services offerings.

Strong understanding of the challenges facing consumer products and retail organizations , including digital commerce, brand and marketing transformation, supply chain modernization, operational efficiency, customer experience, and AI-enabled business transformation.

Ability to engage credibly with C-suite executives and senior business and technology leaders, develop executive sponsorship, and navigate complex stakeholder environments.

Strong business acumen and the ability to uncover client challenges, shape commercial opportunities, and translate business priorities into compelling solutions.

Demonstrated success leading full-cycle enterprise sales pursuits, including qualification, solution development, competitive positioning, pricing, negotiation, procurement, and contracting.

Experience navigating complex enterprise procurement, legal, and commercial processes within large consumer products, retail, or services organizations.

Strong understanding of emerging technologies, including AI, and the ability to discuss their practical application to enterprise business challenges.

Experience collaborating with multidisciplinary teams to shape and win complex engagements while retaining personal ownership of the sales outcome.

Strong commercial discipline, including pipeline management, forecasting accuracy, opportunity prioritization, and consistent execution.

Resilience, persistence, competitive drive, and the ability to create momentum in environments where opportunities must be earned rather than provided.

An entrepreneurial mindset, intellectual curiosity, sound judgment, and the ability to operate independently in a fast-paced, high-accountability environment.

Regular or periodic travel to meet and engage with Toptal clients 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.

Is this role truly remote or is office attendance required? The role is officially remote, but candidates must expect regular in-person client engagement and field activity. Toptal strongly prefers candidates within commutable distance of a major East Coast metropolitan area. Boost SEO Traffic Does Toptal offer visa sponsorship for this position? No. Toptal explicitly states it does not offer visa sponsorship or assistance. Candidates must already have the legal right to work in the applicable country. What is the focus of this sales role — new clients or existing accounts? This is exclusively a new-logo acquisition (hunter) role. You will not manage or expand existing accounts; after the initial booking, clients are handed off to Client Partners. What industry experience is required for this position? Extensive experience selling into Consumer Products & Services organizations is required, particularly within Retail, CPG, Food, and Grocery segments, along with 7-10+ years of enterprise new-business development. What level of clients will I be engaging with in this role? You will primarily engage with C-suite executives and senior business and technology leaders at enterprise organizations, ideally those generating $2B+ in annual revenue. Find Tech Jobs Helping travelers find remote work and build location-independent careers around the world.

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