Account Executive

Onboard and integrate into Toptal.

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

Work with cross-functional teams to understand how you can utilize our incredible global team to build client relationships and drive success.

Learn the breadth of Toptal’s impact on the world’s largest companies.

Grasp the importance of the outbound function to the success of growing Toptal.

Understand our sales method and our selling process to set you up for success.

Complete our personalized sales training program, complete with mock calls, cold calls, and role-play scenarios.

Learn how to use outreach tools (SalesLoft, Zoominfo, SalesNavigator).

Learn the process for outreach, including calling, emailing, and LinkedIn messaging. Implement an outreach process and hit 1-month objectives.

Learn how to analyze industry drivers, business problems, and target buyers.

While exercising discretion and independent judgment, uncover new opportunities with existing accounts and target accounts that result in revenue-generating engagements for Toptal.

Hit call/email quotas and fully ramped objectives.

Become proficient in using our SaaS tools.

Learn how to maintain excellent data integrity in Salesforce.com.

Continuously hit fully ramped quotas and objectives.

Assist with training and onboarding new Account Executives.

Build new and existing client relationships, expand Toptal’s partnership with new and existing clients.

Suggest, implement and experiment with new lead and demand generation activities.

Have closed multiple net new accounts from the strategic account list, while exercising discretion and independent judgment.

Become a mentor to new members of the team, helping them learn about Toptal, our model, and how proper business development practices can improve relationships and increase revenue.

Consistently maintain a high level of success by meeting and exceeding 100% of monthly and quarterly key performance indicators and targets.

Establish a career path for advancement.

As Toptal's Practice Director, Sales, Michael partners with clients and internal teams to accelerate revenue growth and strengthen go-to-market execution. With more than 20 years of experience building and leading go-to-market organizations, Michael brings a track record of transforming commercial strategy for PE-backed, mid-market, and enterprise companies across B2B SaaS and tech-enabled services markets. His career includes senior leadership roles at companies such as Atlas HXM, Alight Solutions, Korn Ferry, Oracle, ADP, and AlphaStaff, where he built high-performing teams, scaled recurring revenue streams, and delivered $50M to over $300M in growth. Notable achievements include leading Oracle's cloud transformation to $180M in annual recurring revenue, scaling ADP's HR outsourcing business to $650M in total contract value, and building Korn Ferry's SaaS and digital solutions business to $240M in annual recurring revenue. Michael holds a B.S. in Business Administration from the State University of New York at Plattsburgh.

We're changing the way the world works. Toptal is not only a place to progress your career and design your own lifestyle, but also a company where you'll learn how to develop innovations that push business and technology forward.