Director, Enterprise Product & Solutions Marketing

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.
As the Director, Enterprise Product & Solutions Marketing, you will be responsible for driving Upwork's enterprise product marketing strategy and go-to-market execution. You will drive product and solution adoption that creates value for our clients and revenue for our company. You will be a business critical, cross-functional leader working in cooperation with product, sales, and marketing leaders. You will be expected to develop comprehensive solution marketing strategies that help us acquire new enterprise clients, and provide additional value for existing clients.
Your Responsibilities:

• Develop and execute a comprehensive product marketing strategy that aligns with company goals and objectives, and drives revenue and product adoption achievement.
• Informed by customer insights, you will create the messaging house for Upwork's Enterprise product suite.
• You will drive the enterprise client research and learning agenda.
• Lead and manage a team of product marketing professionals.
• Lead and contribute to a team culture of goal achievement, cross-functional collaboration, and value creation.
• Collaborate with cross-functional teams including product, sales and customer success to develop and deliver innovative GTM plans.
• Partner with the Enterprise Marketing team to deliver well executed solution marketing campaigns and assets.
• Develop segmented solution messaging in support of account-based marketing campaigns to key enterprise accounts, driving engagement and pipeline growth.
• Build and maintain a deep understanding of the enterprise market, including market trends, competitive landscape, and customer needs and behaviors.
• Develop and deliver effective messaging and positioning that resonates with enterprise customers, differentiates us from the competition, and highlights our unique value proposition.
• Attend conferences, owned events, and other public engagements to evangelize enterprise solutions and our product roadmap.
• Provide value at every stage of the product development lifecycle from definition to launch.

What it takes to catch our eye:

• 10+ years of experience in B2B technology enterprise marketing, with a proven track record of driving growth and market share in a competitive environment.
• Strong leadership skills, with experience managing and developing high-performing teams.
• Demonstrated experience developing messaging and go-to-market strategies for partner and / or open-source technologies.
• Deep understanding of enterprise SaaS solutions such as HCM / ATS / Vendor Management Systems.
• Experience building platform hub and spoke models that reach across multiple partners (ex. ATS providers/VMS providers) to launch integrations and create API solution offerings for customers and partners.
• Excellent communication and collaboration skills, with the ability to effectively engage and influence cross-functional teams
• Proven knowledge of enterprise sales cycles and buying committee stakeholders.
• Proven experience in driving revenue through client value creation.
• Strong analytical and strategic thinking skills, with the ability to use data and insights to drive decisions and measure success.
• Experience building and sharing actionable enterprise win / loss insights.

The annual base salary for this position in California and Washington ranges from $161,000 - $269,000. The range displayed reflects the minimum and maximum salary for this position in California and Washington, 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.
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 support hiring of corporate full-time employees in 19 states in the United States. Please speak with a member of our recruitment team to determine whether you are located in a state in which we are hiring corporate full-time employees.
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.
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.
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