Account Executive - Mid-Market - UK&I

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 at Toptal, you will be a key driver of growth across our EMEA region. In this role, you will identify, develop, and close opportunities with enterprise clients by helping them solve complex business challenges across a broad range of capabilities, including technology, marketing, and management consulting. You will develop tailored solutions that help clients accelerate strategic initiatives and achieve measurable business outcomes. This role is designed for true hunters who thrive in a high-performance, client-facing environment. It is ideal for individuals who are passionate about building a territory from the ground up, forging executive relationships, and creating long-term client value. This is a remote position with field work in London. Applicants who reside in-market, in Greater London, or within commutable distance of London are strongly preferred. We do not offer visa sponsorship or assistance. Applicants must be authorized to work in the UK 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 a targeted portfolio of accounts from scratch—identifying, prioritizing, and developing your own book of business rather than inheriting an existing one. Once you have signed net new customers, you will partner with Client Partners to deepen and expand those strategic relationships over time. Net new accounts typically involve mid-level stakeholders across one or two business units and call for a disciplined, transactional approach, matching skills to immediate needs with speed and precision. As relationships mature, accounts become more complex, with deeper engagement across multiple business units and senior executive relationships. These accounts demand a highly consultative, strategic approach that includes navigating cross-functional priorities, aligning to evolving client business objectives, and demonstrating credibility at the C-suite level. Success will require the ability to adapt your engagement style to the maturity and complexity of each account, while consistently driving value and long-term growth. Working closely with our Sales Development Representatives (SDRs), you will prospect, pitch, negotiate, and close new opportunities while also expanding existing relationships. You’ll operate in a highly collaborative, fast-paced environment, working alongside pre-sales experts and delivery teams to craft compelling, tailored solutions for each client. Your initial portfolio will scale toward an annualized gross sales target of $1M in your first year, with expectations to grow into a $5M book by years 2–3, aligning with our broader portfolio strategies. We are seeking scrappy, bold, client-obsessed professionals who are energized by face-to-face interaction, inspired by client success, and motivated to close high-impact deals. This is not a “work from your home office” role. We’re looking for professionals who are ready to get in the field, build lasting relationships, and lead with purpose. In the first week, expect to: Onboard with Toptal, learning the core of our model, our value proposition, and our deep capabilities. Familiarize yourself with the tools and resources needed to be successful. Dive into our sales methods, our selling processes, and playbooks. Become familiar with our contracting and legal methodologies, templates, tools, and processes. In the first month, expect to: Meet key Toptal stakeholders who will support your success and the success of the overall team. Learn about the Industry Go-To-Market Strategy, our key sales plays, and our client engagement model. Work with your Sales Leader to establish a portfolio strategy and build account plans. Shadow key calls and client meetings. Begin to meet with clients, leveraging your existing professional network and relationships, to articulate Toptal’s capabilities and identify where we can help organizations. Begin prospecting and actively engaging target accounts within your portfolio. Meet with Sales Development Representatives and Client Partners and cross-functional team members to align on joint account strategies. Collaborate with Pre-Sales Solutions and Delivery teams to understand how we design engagements. In the first three months, expect to: Exercise discretion and independent judgment in the negotiation of contracts, work collaboratively with clients, and help them engage with Toptal’s capabilities and specialists. Begin shaping industry solutions that resonate with your target accounts, demonstrating your comfort and ability in working with ambiguity and directly working to innovate alongside your clients. Own your pipeline and forecast with confidence. Lead strategic conversations with prospective and existing clients. Develop proposals and close your first set of deals. Actively contribute to team rituals, best practice sharing, and win/loss reviews. In the first six months, expect to: Have an initial base of active clients while continuing to build your overall portfolio. Establish 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. Establish yourself as a trusted advisor, offering innovative, bold ideas and driving value-added engagements across your accounts. In the first year, expect to: Have built a list of incredible client accounts, advising them on how to utilize our capabilities to address their priorities and key business challenges. Begin to mentor new members of the team, teaching them about Toptal, our model, and how to successfully grow their territory. Continue to expand your portfolio of accounts, accelerate growth in your industry, and use the full suite of capabilities that Toptal has to offer. Be recognized for your consultative selling expertise across the EMEA region, leveraging your professional network and relationships as well as your proven consultative selling skills to drive meaningful results for your clients and the overall team. Qualifications and Job Requirements: A bachelor’s degree is required. 7–10+ years of experience in professional services, ideally gained at a leading consulting firm, with a strong foundation in enterprise account management and solution selling. Extensive experience in consultative customer engagement and selling of service-oriented or outcome-based solutions to enterprise clients across a range of industries. Exposure to hybrid talent models or alternative consulting delivery models. Proven track record managing a $3M+ annualized gross portfolio and closing $250K–$1M+ complex, multi-phase deals with enterprise clients with $1B+ in annual revenue. Demonstrated success building a book of business from the ground up—self-sourcing, prospecting, and developing new enterprise relationships rather than relying on an inherited portfolio. Ability to build and execute account plans that lead to consistent portfolio growth and a healthy pipeline. Proven success in collaborative prospecting, running virtual and on-site sales calls, and leading sales pursuits backed by a multidisciplinary team. Experience negotiating complex service agreements with procurement and legal departments within enterprise accounts. Deep experience engaging mid to senior-level client executives across technology, marketing, and/or consulting verticals. Willingness and ability to travel to client sites, conferences, and team events (25–40%). Passion for solving client problems with creativity and urgency. High level of intellectual curiosity, grit, and entrepreneurial spirit. 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.

Elastic, the Search AI Company, enables everyone to find the answers they need in real time, using all their data, at scale — unleashing the potential of businesses and people. The Elastic Search AI Platform, used by more than 50% of the Fortune 500, brings together the precision of search and the intelligence of AI to enable everyone to accelerate the results that matter. By taking advantage of all structured and unstructured data — securing and protecting private information more effectively — Elastic’s complete, cloud-based solutions for search, security, and observability help organizations deliver on the promise of AI. What Is The Role Elastic, the Search AI company, is looking for a high-energy Regional Vice President to manage the UKI Commercial Sector. This position offers a unique opportunity to manage and shape Elastic’s strategy for the UKI Commercial/Mid-Market including new logo acquisition and creation of a high-performance environment. You will be responsible for establishing a scalable, repeatable sales motion and unlocking growth in one of Elastic’s most promising segments. This role will report into the Area Vice President for EMEA UKIII. What You Will Be Doing: * Manage a team of Commercial Account Executives in the UK. * Build and execute a winning sales strategy tailored to the needs of the UKI Commercial Market. * Foster a culture of energy, growth mindset, and high performance—motivating your team to achieve extraordinary results. * Lead from the front: actively engage in strategic deals, coach your team, and set the standard for excellence. * Design and implement scalable sales processes, compensation structures, and customer segmentation. * Collaborate cross-functionally with Product, Marketing, and Partner teams to deliver value and innovation to customers. * Ensure quota attainment and drive Elastic’s sales methodology. * Champion teamwork, transparency, creativity, and continuous improvement. * Travel regularly to assist in deal creation and closure, as well as meet any managerial needs and provide support to your team as required. * Partnering across Elastic’s leadership community to ensure a seamless customer experience What You Bring With You: * Proven sales leader with experience running high-performing Commercial sales teams. * Experienced to lead in a matrix organization * Growth mindset: resilient, curious, and motivated to build something extraordinary. * Entrepreneurial spirit and ability to thrive in a fast-paced, dynamic environment. * Strong analytical and data-driven decision-making skills. * Experience designing and implementing scalable sales strategies and processes. * SaaS sales leadership experience. Bonus Points: * Experience working within an Open Source model ADDITIONAL INFORMATION - WE TAKE CARE OF OUR PEOPLE As a distributed company, diversity drives our identity. Whether you’re looking to launch a new career or grow an existing one, Elastic is the type of company where you can balance great work with great life. Your age is only a number. It doesn’t matter if you’re just out of college or your children are; we need you for what you can do. We strive to have parity of benefits across regions and while regulations differ from place to place, we believe taking care of our people is the right thing to do. * Competitive pay based on the work you do here and not your previous salary * Health coverage for you and your family in many locations * Ability to craft your calendar with flexible locations and schedules for many roles * Generous number of vacation days each year * Increase your impact - We match up to $2000 (or local currency equivalent) for financial donations and service * Up to 40 hours each year to use toward volunteer projects you love * Embracing parenthood with minimum of 16 weeks of parental leave Different people approach problems differently. We need that. Elastic is an equal opportunity employer and is committed to creating an inclusive culture that celebrates different perspectives, experiences, and backgrounds. Qualified applicants will receive consideration for employment without regard to race, ethnicity, color, religion, sex, pregnancy, sexual orientation, gender perception or identity, national origin, age, marital status, protected veteran status, disability status, or any other basis protected by federal, state or local law, ordinance or regulation. We welcome individuals with disabilities and strive to create an accessible and inclusive experience for all individuals. To request an accommodation during the application or the recruiting process, please email candidate_accessibility@elastic.co. We will reply to your request within 24 business hours of submission. Applicants have rights under Federal Employment Laws, view posters linked below: Family and Medical Leave Act (FMLA) Poster; Pay Transparency Nondiscrimination Provision Poster; Employee Polygraph Protection Act (EPPA) Poster and Know Your Rights (Poster) Elasticsearch develops and distributes technology and information that is subject to U.S. and other countries’ export controls and licensing requirements for individuals who are located in or are nationals of the following sanctioned countries and regions: Belarus, Cuba, Iran, North Korea, Syria, or Russia, including the Ukrainian territories annexed by Russia (The Crimea region of Ukraine, The Donetsk People's Republic (DNR), The Luhansk People's Republic (LNR), Kherson or Zaporizhzhia). If you are located in or are a national of one of the listed countries or regions, an export license may be required as a condition of your employment in this role. Please note that national origin and/or nationality do not affect eligibility for employment with Elastic. Please see here for our Privacy Statement.