Sales Manager, New Business

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 looking for an experienced and proven leader to join as Sales Manager - New Business, reporting to our Director of Sales. The Upwork Sales team brings our hybrid workforce solution and services to Enterprise organizations.
Your responsibilities:

• Recruit and lead a team of Enterprise Account Executives and create a culture of continued success and goal achievement through talent management, coaching and training
• Drive strategy to achieve/ exceed quarterly and annual new logo acquisition targets
• Partner with sales leadership to further define a successful and repeatable sales process
• Understand the challenges facing the team and clear the way to allow for success
• Regularly report on team and individual results through pipeline management and forecasting
• Identify and make recommendations for improvement in the areas of process, efficiency and productivity
• Partner with marketing, product and delivery to build world class customer programs and ensure tight coordination and collaboration across Sales, Solutions, and Program Success
• Roll up your sleeves to prospect and help close deals

What it takes to catch our eye:

• Experience coaching, mentoring and managing high performing software sales teams (preferably for a SaaS company).
• Experience in Value-based selling or solutions requiring new budget creation
• Proven track record of scaling and managing enterprise sales teams
• Successful track record of 100%+ of quota achievement as a manager and individual contributor in enterprise sales
• Previous experience recruiting, retaining, and developing a team from the ground up
• Present and communicate to internal stakeholders and engage with potential Enterprise level prospects.
• Knowledge and expertise in various industries and ability to think strategically to close new customer acquisitions
• Previous experience selling into sales leadership (C and VP level)
• Thrive in a startup environment, selling a service that is new to the marketplace

The annual base salary for this position in California and Washington is $135,000. 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.
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 Life at Upwork 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...
To learn more about how Upwork processes and protects your personal information as part of the application process, please review our Global Job Applicant Privacy Notice