Senior Director, Pricing Strategy

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.

Upwork is developing a pricing function and is looking for an experienced professional to lead its Strategic & Operational Pricing efforts. We seek a strategic thinker and data-driven pricing leader responsible for developing, executing, and optimizing long-term pricing strategies across the Upwork Marketplace. The Senior Director of Pricing Strategy & Operations will work across several teams to develop pricing strategies, policies, and tools to enhance revenue and profitability for Upwork, in a way that is fully consistent with the value of the platform for its customers and stakeholders. 

This individual will be expected to generate and validate hypotheses using market, competitive, customer, and partner research and rigorous analytical methods, implement enhancements and changes successfully, and measure impact and effectiveness for continuous improvement. You will also lead a small team of Pricing and Data Analysts.

Your Responsibilities:

• Defining a unified pricing strategy and playbook that clarifies product strategy and unifies pricing across the value chain at Upwork. Being an enabler vs. a bottleneck, creating framework & resources (e.g., rate cards) to guide and empower teams to easily make micro pricing decisions when needed - e.g., enabling client negotiations based on pre-established rate cards and promotional conditions.
• Facilitating decisions among a designated group of leaders from the BU and functional teams, as well as an executive steering team that will review and approve all pricing strategies.
• Administering recurring processes to analyze, review and improve the efficacy of our pricing. Team to define KPIs and goals to orient efforts. Team also responsible for standing up a robust process for sales escalations related with pricing negotiations

What it takes to catch our eye:

• Minimum of 5 years of experience in strategy consulting, corporate strategy, or leading a pricing function, including developing and implementing monetization and pricing strategies, ideally with significant experience working with two sided-marketplaces and/or SaaS companies.
• Able to identify and develop solutions to complex problems from a strategic and operational perspective.
• Experience leading both qualitative and quantitative customer research methods.
• Able to analyze data and distill into actionable insights for senior leadership.
• High level of attention to detail and ability to juggle multiple projects at once.
• Capable of communicating concepts clearly and credibly to multiple audiences.
• Self-motivated and thrives in a fast-paced environment.

The annual base salary for this position in California and Washington ranges from $175,000 - $265,000. 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.