Commercial Account Manager

Upwork ($UPWK) is the world’s work marketplace. We serve everyone from one-person startups to large, Fortune 100 enterprises with a powerful, trust-driven platform that enables companies and talent to work together in new ways that unlock their potential.

Last year, more than $3.8 billion of work was done through Upwork by skilled professionals who are gaining more control by finding work they are passionate about and innovating their careers.

We are seeking a dynamic and results-driven Account Manager, Commercial to join our team. In this role, you will leverage a consultative sales approach to build and maintain trusted relationships with key decision-makers, driving new business and expanding customer revenue. If you have a proven track record in sales, excellent communication skills, and a passion for delivering value to clients, this is an exciting opportunity to make a significant impact at Upwork.

Your Responsibilities: 

• Partner with our Commercial customers to demonstrate a compelling business case for Upwork through a consultative and value-driven sales approach

• Stay current on clients' business, industry, key objectives and challenges so that you can be a trusted ally and provide thought leadership at the Exec level through regular QBRs and EBRs

• Build trusted relationships with Economics Buyers and key decision makers (VP+), and multi-thread to new stakeholders/functions to evangelize the value of Upwork compelling them to use it, thus securing new business and growing overall customer revenue

• Secure annual subscription renewals, drive paper process, validate budgets, align stakeholders, negotiate

• Internally, own topline customer revenue (expansion and retention) on the platform, in partnership with Customer Success; own the weekly internal Forecast

• Work closely with cross-functional partners including Customer Success, Professional Services, Support, Marketing, Product, Engineering in delivering customer value

What it takes to catch our eye: 

• 3+ years of experience in quota-carrying Sales roles selling to existing customers, experience with a high volume of customers; prior SDR/AE (new biz) experience a plus

• Experience with consumption-based models, HR/TA tech, Staffing, VMS/MSP industries a plus

• Proven track record of consistently meeting/exceeding Sales goals (retention and growth)

• Proven ability to connect your companies’ product/services to customer business needs

• Excellent communication skills, confident executive presence, ability to effectively influence stakeholders

• Strong consultative skills, including effective discovery, creative problem solving, and follow-through

• Strong sense of ownership, bias for action, resilience - you roll up your sleeves and make things happen

• Ability to effectively prioritize, focusing on highest impact initiatives

• Collaboratively competitive, hungry for achievement and passionate about self-development

Come change how the world works.

At Upwork, you’ll shape talent solutions for how the world works today. We are a remote-first organization working together to create exciting remote work opportunities for a global community of professionals. While we have physical offices in San Francisco and Chicago, currently we also hire full-time employees in 19 states in the United States. 

At the core of our vibrant culture are shared values that form the foundation of our organization. These values revolve around trust, risk-taking, customer focus, and excellence. Our overarching mission is to create economic opportunities so that people have better lives. We foster an environment where individuals are encouraged to bring their authentic selves to work, nurturing personal and professional growth through development opportunities, mentorship programs, and participation in Upwork Belonging Communities.

We take pride in providing exceptional benefits to our employees. These include comprehensive medical insurance coverage for both you and your family, unlimited paid time off, a 401(k) plan with matching contributions, 12 weeks of paid parental leave, and an Employee Stock Purchase Plan. To explore these benefits in detail, as well as gain insights into our company values, working principles, and the overall employee experience, we invite you to visit our Life at Upwork page.

Check out our Careers page to learn more about the employee experience.   

Upwork is proudly committed to recruiting and retaining a diverse and inclusive workforce. As an Equal Opportunity Employer, we never discriminate based on race, religion, color, national origin, gender (including pregnancy, childbirth, or related medical condition), sexual orientation, gender identity, gender expression, age, status as a protected veteran, status as an individual with a disability, or other applicable legally protected characteristics.