VP - Enterprise Revenue

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.

The Sales Organization at Upwork is responsible for revenue generation and net new business development plus expansion into current customers to support rapid growth. Their sales teams put the customer and prospect first and focus on a consultative sales approach. An immediate opportunity exists for a VP of Enterprise Revenue who will lead the rapid expansion of their enterprise sales team and will develop, execute, and direct all net new selling into ‘greenfield’ accounts. The ideal candidate thrives in a high growth environment and has a proven track record of defining a robust sales strategy to scale revenue and bring in net new accounts. The position reports into the GM, Enterprise.

POSITION DESCRIPTION:

• Lead all revenue generation as a Senior Commercial Leadership Team member helping to set the strategic direction of the Company

• Drive the overall go-to-market strategy for core restaurant and adjacent industries; plan and forecast all expenses and investments including overseeing the successful development of the annual sales budget and revenue plan in concert with the GM

• While fostering the entrepreneurial spirit of the company, develop and implement emerging best practices to support growth targets

• Define job accountabilities, measurements, and performance expectations for the sales staff

• Build, train, and mentor a strong sales organization

• Train, coach, and develop the reps; provide them the necessary tools to get the most from their territories/accounts

• Develop a top performing sales team with the necessary skills, knowledge, and ability to target and effectively grow their accounts

• Develop, execute, and measure programs that profitably drive sales revenues

• Participate in closing strategic opportunities and manage key ongoing customer relationships

• Key metrics or KPIs for this role include -- profitable sales growth, operational productivity, sales expense management, and staffing/organizational development

QUALIFICATIONS:

• Bachelor’s degree in Business or related area required

• 15+ years of sales and marketing management experience, ideally in a B2B SaaS environment with Enterprise selling motions 

• 5+ years’ sales leadership within the enterprise software industry in large accounts

• Proven success with revenue scaling and team building within hyper-growth environments

• Experience leading and expanding global sales efforts, ideally successful track record leading sales reps to achieve million-dollar quotas

• Strong background in implementing modern sales best practices

• Ability to plan and manage at both the strategic and operational levels

• Experience with a consultative value-based selling approach

• Experience using SFDC and reporting and tracking key metrics through key CRM and sales productivity tools, ideally implementing MEDDICC methodology to align with technology tools for proper forecasting

• Demonstrated leadership, team management, and employee development skills; This leader will hire, develop and engage A-players 

• Excellent analytical, abstract reasoning, and organizational skills

• Excellent organization, communication, and presentation skills

Key Success Factors

• Demonstrated strategic thinking with an entrepreneurial spirit

• Ability to create a culture of success and ongoing business and goal achievement

• Proven ability to influence cross-functional teams

• Proven experience working with large and diverse global teams

• Strong planning and analysis skills to perform quantitative data analysis

• Experience working closely with Product teams

• Positive attitude, strong work ethic, and passion for managing sales representatives to success

• Ability to heavily influence large deals with key clients and represent the Fourth brand in key client meetings and conferences

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.