Salary Range: 130000 to 160000 (Currency: USD) (Pay period: per-year-salary)

Job Summary:

Toptal is redefining how Higher Education institutions solve complex challenges and access world-class talent. We are seeking an exceptional Enterprise Sales Executive to join our Higher Education team—someone who thrives in a consultative selling environment and can position both Toptal’s unique on-demand talent network and our growing portfolio of professional services to address the higher education sector’s most pressing and often distinctive problems.

In this role, you will be responsible for building and expanding a portfolio of higher education clients by prospecting, pitching, negotiating, and closing new strategic accounts. You’ll act as a trusted advisor to institutional leaders, uncovering needs, co-creating solutions, and demonstrating how Toptal’s elite global talent and professional services can enable digital transformation, enhance agility, and drive measurable outcomes.

This is not a transactional sales role—it’s a consultative, insight-driven opportunity that requires a deep understanding of the unique operational, financial, and technological challenges faced by colleges and universities. You will be expected to bring a point of view, challenge conventional thinking, and help institutions reimagine what’s possible.

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.

·Develop and grow a book of business within the higher education market, with the goal of reaching $5M, $10M, and $15M+ in annual revenue.

·Identify and engage key decision-makers across academic, administrative, and IT domains.

·Position both Toptal’s elite talent network and its expanding professional services offerings to solve mission-critical institutional challenges.

·Apply a consultative selling approach, uncovering complex needs and co-designing impactful, scalable solutions.

·Serve as a strategic partner and advisor to clients, helping them navigate workforce modernization, digital acceleration, and budget constraints.

·Collaborate with internal solution experts, industry specialists, and delivery teams to ensure successful outcomes.

In the first week, expect to:

·Onboard and integrate into Toptal.

·Learn Toptal’s model, our value proposition, and our story.

·Learn our sales method and our selling process.

In the first month, expect to:

·Work with your Portfolio Leader / Industry Leader to establish a portfolio strategy and build account plans.

·Begin to meet with Higher Education clients, understand their challenges, articulate Toptal’s capabilities, and identify where we can help organizations in your portfolio.

In the first three months, expect to:

·Conduct research and outreach through multiple channels to uncover new business opportunities within your accounts and drive sales pursuits with cross-functional Toptal teams.

·Exercise discretion and independent judgment in the negotiation of contracts, work collaboratively with clients, and engage with Toptal’s solutioning specialists and Toptal’s engineering, design, and business specialists.

·Understand Higher Education industry trends and opportunities and align them with Toptal capabilities and solutions.

In the first six months, expect to:

·Have an initial base of active clients, while continuing to build your overall portfolio across states and/or University systems.

·Develop 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.

·Proactively take ideas, Points of View and industry perspectives to key accounts.

·Provide consultation or advice to management on policies and procedures.

·Provide advice and support for the planning of long term or short term business objectives or initiatives.

In the first year, expect to:

·Have built a list of incredible client accounts, advising them on how to utilize our talent network to build world-class distributed teams and increase efficiency.

·Begin to mentor new members of the team, teaching them about Toptal, our model, and how to successfully grow their territory.

·Continue to expand and accelerate growth in your account portfolio leveraging the full suite of capabilities that Toptal has to offer.

Qualifications and Job Requirements:

·Bachelor’s degree is required.

·Minimum of 3 years of experience selling professional services solutions specifically within Higher Education.

·In depth knowledge of evolving trends and key challenges in the Higher Education sector, along with how leading institutions are successfully navigating and resolving them.

·Proven track record in full-cycle sales of large, complex, multi-phase, managed projects to enterprise clients

·A well-rounded understanding of emerging technologies, digital transformation, and how to leverage data to drive student, alumni, and broader stakeholder engagement.

·Ability to build and execute territory 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 higher education and state institutions

·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.

US FLSA Classification: Full-Time/Exempt

Enterprise Sales Executive

Higher Education

Toptal

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