Enterprise BFSI Sales Executive - Grow Your Career in Columbus

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. 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.

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 capabilities across technology, AI, marketing, management consulting, managed services, and specialized talent to help clients 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.

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.

Responsibilities

You will be responsible for building and converting a pipeline of net-new enterprise clients across the Banking, Financial Services & Insurance industry. Your focus is exclusively on acquiring new clients — you will not inherit an existing book of business or carry ongoing account management 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.
• 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.
• 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.
• 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.
• 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.
• Build a strong market presence. Spend time in front of prospective clients through executive networking, BFSI industry events, referrals, and direct engagement.

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.
• Begin actively prospecting into new banking, financial services, and insurance 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, consulting, managed services, and talent capabilities against BFSI priorities.

In the First Three Months, Expect To:

• Establish a measurable pipeline of qualified net-new BFSI enterprise opportunities.
• 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.
• Demonstrate the ability to qualify, advance, and close opportunities through complex enterprise buying processes.
• 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.
• 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.
• Demonstrate the ability to move from one successful acquisition to the next, maintaining momentum.
• 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 within complex financial services buying environments.
• 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.
• 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.
• 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 regulatory/risk considerations.
• Ability to engage credibly with C-suite executives and senior business and technology leaders within BFSI organizations.
• 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 procurement, legal, information security, risk management, and compliance processes within large financial institutions.
• Strong understanding of emerging technologies, including AI, and 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 where opportunities must be earned.
• 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.

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.

Compensation & Benefits

This position receives a base salary and is also eligible to earn monthly commissions based on revenue generated from engagements sold. 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.