Sr Revenue Operations Lead - Strategic Initiatives

Upwork ($UPWK) is the world’s work marketplace. We serve everyone from one-person startups to over 30% of the Fortune 100 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 $3.3 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’re seeking a strategic and detail-oriented Senior Revenue Operations Lead to own and execute key initiatives across Go-to-Market (GTM) strategy and Territory Strategy. This role will support the Land Sales Team and Territory Strategy for both Land and Expand Teams. You will partner closely with sales leadership, marketing, and product teams to design scalable systems and strategies that maximize revenue, improve efficiency, and enhance client engagement.

You will play a critical role in bridging strategy and execution, ensuring Upwork’s sales teams are equipped for success in today’s dynamic workforce landscape.

Responsibilities

• Go-to-Market (GTM) Strategy

  • Lead sales planning processes, including forecasting, pipeline management, and performance tracking.

  • Collaborate with sales leadership to develop scalable GTM initiatives for both new and existing strategies.

  • Prepare presentations for leadership showcasing performance metrics and strategic updates.

• Data Analysis & Reporting

  • Work with the analytics team to uncover insights and build actionable Salesforce reports.

  • Ensure data accuracy through rigorous quality assurance processes.

  • Create dashboards and ad-hoc reports to monitor KPIs and sales trends.

• Operational Support & Collaboration

  • Act as a strategic partner to the sales team, offering insights and advancing operational workflows.

  • Collaborate with Managed Services and Partner Channel teams to create integrated strategies that drive customer engagement.

• Territory Strategy

  • Design and maintain a fair, efficient, and scalable territory model for Land and Expand teams.

  • Analyze account potential and prioritize high-value opportunities based on segmentation and client needs.

  • Manage account ownership transitions and optimize territory assignments to align with sales capacity.

• Optimize GTM Tools & Processes

  • Streamline prospecting workflows and enhance customer segmentation using innovative tools and processes.

  • Evaluate and implement new tools to boost sales team productivity.

• Scaling Sales Operations

  • Build scalable processes to support a growing sales organization.

  • Drive continuous improvement initiatives to enhance workflow consistency and operational efficiency.

What it takes to catch our eye

• Experience: 7+ years in Sales Operations, GTM Strategy, or Territory Planning, ideally in SaaS or marketplace environments, with 4+ years of direct Sales Operations experience.

• Industry Expertise: Strong knowledge of cloud/SaaS environments, including consumption-based billing models.

• Analytical Skills: Expertise in analyzing complex datasets to develop actionable insights and strategies.

• Tool Proficiency: Hands-on experience with Salesforce, Tableau/Domo, Outreach, and other sales operations tools.

• Strategic Mindset: Proven success in designing scalable GTM strategies and territory models.

• Collaborative Problem-Solver: Ability to align cross-functional teams and deliver impactful solutions.

• Process Orientation: Skilled in creating efficient, repeatable processes that drive productivity.

• Adaptability: Thrive in fast-paced, high-growth environments with a focus on results.

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.  

Our vibrant culture is built on shared values and our mission to create economic opportunities so that people have better lives. We foster amazing teams, put our community first, and have a bias toward action. We encourage everyone to bring their whole selves to work and grow together through development opportunities, mentorship, and employee resource groups. And oh yeah, we've also got amazing benefits - including medical insurance for you and your family, unlimited PTO, 401(k) with matching, 12 weeks of paid parental leave, and a generous Employee Stock Purchase Plan. Check out our Life at Upwork page to learn more about our benefits and the employee experience.

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.