Director leading enterprise data governance, catalog, quality, and AI readiness for CBC/Radio - Canada’s public service media organization. Hybrid role guiding governance programs, councils, stakeholders, and data teams.
About the role
- Enterprise Sales Executive building new enterprise relationships and selling Toptal’s AI solutions. Driving account growth, complex deals, and AI transformation from strategy to production.
Responsibilities
- Identify, develop, and close enterprise client opportunities for Toptal’s AI Solutions business
- Help clients solve complex business challenges through forward-deployed AI solutions, AI software and platforms, AI services, and AI-enabled transformation
- Develop tailored solutions that move clients from AI strategy and experimentation into production
- Build, prioritize, and develop a targeted portfolio of enterprise accounts and a self-sourced book of business
- Own new-logo acquisition, revenue growth, client outcomes, pipeline development, and forecasting
- Prospect, pitch, negotiate, and close new opportunities in partnership with Sales Development Representatives
- Define and execute account strategies, opportunity creation, and multi-year growth plans
- Lead AI solution development and deal execution with AI Services leadership, Industry GMs, Practice Leaders, Pursuits, Partnerships, and Delivery teams
- Partner with Client Partners to expand strategic relationships and maximize account value
- Shape solutions across AI Strategy & Transformation, Agentic Solutions, Data Services, AI Platforms, Industry Solutions, Joint Partner Solutions, and Managed Services
- Lead strategic conversations with prospective and existing clients, including C-suite stakeholders
- Maintain disciplined pipeline and account intelligence for forecasting and decision-making
- Negotiate contracts and collaborate with clients on Toptal’s AI capabilities and specialists
- Establish credibility through consultative engagement tied to client AI priorities, workflows, technology investments, and desired outcomes
- Develop proposals and close deals
- Expand buyer networks and executive engagement across accounts
- Introduce additional AI capabilities, platforms, partners, and managed services while displacing incumbent providers
- Execute measurable growth plans and build long-term client relationships
- Contribute to team rituals, best-practice sharing, and win/loss reviews
- Mentor new team members and teach them about Toptal, its AI model, and territory growth
Requirements
- Bachelor’s degree is required
- 7–10+ years of experience in enterprise technology, AI software, professional services, or consulting sales
- Strong foundation in enterprise account development and complex solution selling
- Direct experience selling enterprise AI solutions is required
- Extensive experience in consultative customer engagement and selling service-oriented, technology-enabled, or outcome-based solutions to enterprise clients
- Demonstrated success building a book of business from the ground up through self-sourcing, prospecting, and developing new enterprise relationships
- Proven track record managing a $5M+ annualized gross portfolio and closing $250K–$1M+ complex, multi-phase deals with enterprise clients with $2B+ in annual revenue
- Comfortable engaging C-level executives on AI’s impact on business, technology, operating models, workforce, and competitive landscape
- Understanding of enterprise AI challenges and trends, including generative AI, agentic AI, AI applications and platforms, enterprise data and knowledge, models, workflow automation, governance, evaluation, controls, and managed AI operations
- Ability to discuss moving AI from strategy and experimentation into enterprise workflows and production environments
- Experience selling solutions involving leading AI, cloud, data, or enterprise technology platforms
- Ability to work in a platform-flexible environment across client technology ecosystems
- Exposure to hybrid talent models, forward-deployed delivery models, or alternative consulting delivery models
- Ability to build and execute account plans supporting portfolio growth and a healthy pipeline
- Proven success in collaborative prospecting, virtual and on-site sales calls, and multidisciplinary sales pursuits
- Experience negotiating complex service agreements with procurement and legal departments
- Ability to partner across multiple internal teams
- Willingness and ability to travel up to 25%
- Regular or periodic travel to meet Toptal clients and customers inside and outside the geographic location
- Outstanding written and verbal communication skills
- Ability to work in a fast-paced, rapidly growing company
- Must be a world-class individual contributor
- Resumes and communication must be submitted in English
- Must be able to work without visa sponsorship or assistance
Benefits
- Fully remote workforce
- Remote position
- Opportunity to work with a global network of top talent
- Client-facing fieldwork and exposure to enterprise AI initiatives
- Travel opportunities to client sites, conferences, and team events (up to 25%)
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