Sr Director - Corporate Development

Upwork ($UPWK) is the world’s largest human and AI-powered work marketplace, connecting businesses with highly skilled, AI-enabled independent talent from across the globe. From entrepreneurs to Fortune 100 enterprises, companies trust Upwork’s platform to access expert talent, leverage AI-powered work solutions, and drive meaningful business outcomes.

Upwork’s AI-powered platform has facilitated over $25 billion in economic opportunity for professionals worldwide. With professionals spanning 10,000+ skills, including AI & machine learning, software development, sales &marketing, customer support, finance & accounting, and more, Upwork empowers businesses of all sizes to scale, innovate, and build agile teams  for the age of AI and beyond.

We are seeking a Senior Director of Corporate Development who is passionate about M&A, investments and shaping the long-term strategy of a category-defining company. This senior role will help set, influence and implement inorganic growth opportunities through creative idea generation and disciplined execution, lead and manage the full deal lifecycle—identifying, evaluating and structuring M&A and investments as well as integrating acquisitions—and partner closely with the executive team to ensure each transaction can unlock innovation, accelerate growth and drive long-term shareholder value.

This role reports to the VP of Strategy, Corporate Development & Partnerships and offers a high degree of executive visibility, partnering closely with leaders across the company.

Responsibilities:

• Lead End-to-End M&A and Investments Execution: Support Upwork’s growth strategy through identification, assessment and execution of potential mergers, acquisitions, investments, and joint ventures including sourcing, valuation, due diligence, commercial and legal document negotiations, and post-merger integration.

• Financial Modeling & Business Case Development: Build and oversee detailed evaluation exercises (Build/Buy/Partner), valuation models, ROI frameworks, and scenario analyses to evaluate deal economics and to prepare acquisition and investment business cases.

• Executive & Board Engagement: Translate complex market insights into actionable recommendations and prepare investment / M&A memos and presentations for leadership and the Board of Directors to secure buy-in on major initiatives.

• Integration Leadership: Drive post-deal integration in partnership with cross-functional leaders to maximize value capture and ensure acquired capabilities are successfully scaled within Upwork’s platform by setting KPIs and milestones to measure integration success and drive value realization.

• Competitive & Market Intelligence: Partner with Corporate Strategy team to build and advance a disciplined approach to market, competitive, and ecosystem intelligence to identify white spaces, disruptive trends, emerging opportunities and prospective companies to partner with, invest in or acquire.

• Team Leadership & Development: Provide strategic direction and mentorship to a high-performing Corporate Development team, driving a culture of collaboration, accountability, and continuous learning. Oversee workload prioritization, professional growth, and performance management to ensure the team consistently delivers at the highest standard across all phases of M&A and investment execution.

• Ecosystem Relationships: Cultivate relationships with bankers, VCs, advisors, and entrepreneurs to ensure strong deal and information flow.

What it takes to catch our eye:

• 12+ years in corporate development, investment banking, management consulting, or private equity with a consistent track record of leading and evaluating end-to-end transactions and deep exposure to technology and innovation ecosystems.

• Strong strategic vision and business acumen with an understanding of key business drivers and the ability to connect M&A and investment opportunities to product and long-term market trends, translating insights into actionable strategies.

• Significant experience in managing people and leading cross-functional teams to execute all aspects of a deal, from idea generation to due diligence and negotiations, with strong negotiation experience and a reputation for closing complex, high-value deals.

• Exceptional analytical, financial modeling, valuation and problem-solving skills, with the ability to translate analysis into clear recommendations.

• Executive presence and communication skills with experience influencing and presenting to GMs, product leaders, C-suite and Board level executives on product strategy, go-to-market decisions, and long-range planning in addition to M&A execution.

• Familiarity with marketplaces, AI or HR/labor tech strongly preferred.

• Excellent judgement with the ability to think creatively and conceptually, while thriving in a highly dynamic, fast-paced environment.

• Exceptional strategic thinking and executive communication skills, with the ability to influence across all levels of an organization

• A bias for action, growth mindset, and ability to navigate ambiguity and complexity with clarity and purpose

Come change how the world works.

At Upwork, you’ll shape the future of work for a global, remote-first workforce, creating economic opportunities for professionals worldwide. While we have a physical office in Palo Alto, we currently hire full-time employees in 34 U.S. states, making it easier than ever to join our mission from wherever you call home.

Our culture is built on trust, risk-taking, customer focus, and excellence, all in service of our core mission: to create economic opportunities so people have better lives. We embrace authenticity and inclusion, encouraging everyone to bring their whole selves to work. Personal and professional growth is a priority here, supported through development programs, mentorship, and our Upwork Belonging Communities.

We’re proud to offer benefits that go beyond the basics, including comprehensive medical coverage for you and your family, unlimited PTO, a 401(k) plan with matching, 12 weeks of paid parental leave, and an Employee Stock Purchase Plan. Visit our Life at Upwork page to learn more about our values, working principles, and the overall employee experience.

Ready to help shape the future of work? Check out our Careers page to learn more about opportunities at Upwork.

Upwork is an Equal Opportunity Employer committed to recruiting and retaining a diverse and inclusive workforce. We do not discriminate based on race, religion, color, national origin, gender (including pregnancy, childbirth, or related medical conditions), sexual orientation, gender identity, gender expression, age, status as a protected veteran, status as an individual with a disability, genetic information, or other legally protected characteristics under federal, state, or local law.

Please note that a criminal background check may be required once a conditional job offer is made. Qualified applicants with arrest or conviction records will be considered in accordance with applicable law, including the California Fair Chance Act and local Fair Chance ordinances.

The annual base salary range for this position  is displayed below. The range displayed reflects the minimum and maximum salary for this position, and individual base pay will depend on your skills, qualifications, experience, and location. Additionally, this position is eligible for the annual bonus plan or sales incentive plan and eligibility to participate in our long term equity incentive program.

Annual Base Compensation

$195,000—$362,000 USD