Enterprise Sales Executive - Banking, Financial Services and Insurance

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.

Job Summary:

As an Enterprise Sales Executive on Toptal’s Banking, Financial Services & Insurance (BFSI) team, your mission is to win new enterprise clients. You will build your own pipeline, open doors into financial institutions where Toptal does not currently do business, develop opportunities, and close new commercial engagements. This is a pure hunter role for accomplished sales professionals who thrive on creating opportunities, competing for business, and turning new relationships into signed deals.

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 new business. Working in close partnership with our Client Partners, you will ensure a seamless transition from acquisition to account growth, maintaining strategic alignment throughout the handoff. This collaborative model allows you to focus on what you do best: building relationships, opening new doors, and winning new business, while Client Partners drive ongoing account management and expansion.

We are looking for exceptional business developers who combine deep BFSI 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 banks, financial services organizations, and insurers, and know how to translate those challenges into compelling commercial opportunities. You leverage your industry knowledge and relationships to navigate complex enterprise sales cycles, engage senior decision-makers, and create demand where none exists. You take ownership of your results, thrive on winning new clients, and do not wait for opportunities to come to you.

Financial institutions are navigating significant change, from modernizing legacy technology and operating models to adopting AI, improving customer experiences, managing risk, and driving greater operational efficiency. At Toptal, you will bring together our capabilities across technology, AI, marketing, management consulting, managed services, and specialized talent to help clients address these challenges and accelerate their most important initiatives. You will have access to exceptional delivery expertise, industry leadership, and a global talent network, giving you the flexibility to shape solutions around what clients actually need.

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 an expectation of regular client-facing engagement and field activity. We do not offer visa sponsorship or assistance. Applicants must be authorized to work in the US at the time of hire. Resumes and communication must be submitted in English.

This is a remote position. We do not offer visa sponsorship or assistance. Applicants must be authorized to work in the US at the time of hire. 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 the Banking, Financial Services & Insurance industry. You will identify high-potential organizations, develop access to decision-makers, uncover business challenges, and create opportunities for Toptal to compete and win. You will lead the sales process from initial engagement through securing the first revenue booking, working closely with internal subject matter experts and key stakeholders to shape compelling solutions, navigate complex buying processes, and close new business.

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. Once new clients are signed, they transition to Client Partners and the appropriate delivery teams.

• Hunt and win new enterprise clients. Own new-logo acquisition and secured bookings across banking, financial services, wealth, capital markets, and insurance organizations, with direct accountability for identifying, developing, and closing new business.
• Build your own pipeline. Proactively identify target accounts, develop prospecting strategies, leverage your BFSI 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 financial institutions 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. Bring informed perspectives on the challenges and opportunities shaping the financial services industry.
• Lead and close complex sales pursuits. Own the full sales cycle, including qualification, discovery, stakeholder alignment, solution positioning, proposal development, negotiation, procurement, contracting, and close.
• Compete and win. Develop winning strategies to displace incumbent providers, differentiate Toptal from traditional consulting and technology services firms, and navigate complex enterprise buying processes, including the risk, compliance, security, and procurement requirements common within financial institutions.
• Sell the full breadth of Toptal’s capabilities. Partner with Industry GMs, Sales Leaders, Practice Leaders, Pursuits, and Delivery teams to bring together specialized talent, technology, AI, consulting, and managed services solutions that address client needs, from technology modernization and digital transformation to operational improvement and AI-enabled innovation.
• 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 the business.
• Execute clean client transitions. Ensure signed agreements, commercial commitments, and relevant client context are transferred to Client Partners and delivery teams, allowing you to return your focus to new-client acquisition.
• Build a strong market presence. Spend time in front of prospective clients, developing relationships through executive networking, BFSI industry events, referrals, and direct engagement.

We are seeking people who enjoy the hunt as much as the win. You should be energized by breaking into new accounts, creating opportunities from scratch, and closing business that would not exist without your efforts.

In the first week, expect to:

• Onboard with Toptal, learning our business model, value proposition, and capabilities.
• Familiarize yourself with our sales methodologies, prospecting tools, and commercial processes.
• Understand our BFSI industry strategy, target client profiles, priority segments, and markets.
• Meet the Industry, Sales Development, Pursuits, and Delivery leaders who will support your success.
• Become familiar with our contracting, legal, and commercial processes.

In the first month, expect to:

• Develop a targeted new-logo acquisition plan with your BFSI Industry GM and Sales Leader, identifying priority accounts, executive buyers, and initial pursuit strategies.
• Begin actively prospecting into new banking, financial services, and insurance accounts, leveraging your existing industry relationships while building new ones.
• 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, consulting, managed services, and talent capabilities against the priorities and challenges facing BFSI organizations.

In the first three months, expect to:

• Establish a measurable pipeline of qualified net-new BFSI enterprise opportunities, including a meaningful contribution from your own prospecting and relationship development.
• Build relationships with economic buyers and senior decision-makers across priority target accounts.
• Lead active sales pursuits, working with internal experts to develop differentiated solutions and competitive proposals tailored to financial services clients.
• Demonstrate the ability to qualify, advance, and close opportunities through complex enterprise buying processes, including financial services-specific security, compliance, and procurement considerations.
• Secure initial new-logo wins and bookings, building momentum toward your commercial targets.
• Maintain an accurate, well-managed pipeline with clear next steps, close strategies, and forecasts.

In the first six months, expect to:

• Establish a track record of acquiring new enterprise BFSI clients and securing commercial commitments.
• Build and sustain a healthy pipeline of new-logo opportunities sufficient to support continued bookings performance.
• Demonstrate consistent self-sourced opportunity creation alongside effective use of SDR and cross-functional support.
• Successfully navigate competitive pursuits, executive negotiations, procurement, risk reviews, and contracting to close business.
• Demonstrate the ability to move from one successful acquisition to the next, maintaining momentum without becoming involved in ongoing account management.
• Show measurable progress against defined new-logo and bookings targets.

In the first year, expect to:

• Consistently deliver against new-logo acquisition and bookings expectations.
• Establish a repeatable, high-performing approach to originating and closing new enterprise business across BFSI.
• Maintain a strong pipeline of qualified new-logo opportunities 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, navigate complex financial services buying environments, and win competitive deals.
• Develop a network of executive relationships and market connections across BFSI that supports continued new-client acquisition.
• Be recognized for your industry knowledge, commercial judgment, competitive drive, personal accountability, and ability to deliver measurable new-business results.

Qualifications and Job Requirements:

• Bachelor’s degree is required.
• 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 Banking, Financial Services, Wealth, Capital Markets, and/or Insurance organizations with a demonstrated understanding of industry dynamics, business priorities, and enterprise buying environments. Experience within one or more BFSI segments is required.
• A proven track record as a true new-business hunter. You have personally originated, developed, and closed enterprise clients rather than relying on inherited accounts, established relationships, or account expansion to deliver your results.
• Consistent achievement or overachievement of new-logo and new-business bookings targets, with the ability to demonstrate your 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 financial institutions including technology modernization, digital transformation, AI adoption, operational efficiency, customer experience, and evolving regulatory and risk considerations.
• Ability to engage credibly with C-suite executives and senior business and technology leaders within BFSI organizations, 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 opportunity qualification, solution development, competitive positioning, pricing, negotiation, procurement, and contracting.
• Experience navigating the complex procurement, legal, information security, risk management, and compliance processes associated with large financial institutions.
• Strong understanding of emerging technologies, including AI, and the ability to discuss their practical application to enterprise business challenges within financial services.
• 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.
• We are looking for individuals who have built their careers winning business, not simply managing it. You should be able to point to the clients you personally brought in, the opportunities you created, and the deals you closed. You should be motivated by ambitious goals, meaningful financial upside, and the opportunity to compete and win.
• 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.

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.