Senior Manager of Sales Coaching

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. 

The Sales Coaching Senior Manager will play a pivotal role on the Sales Training & Effectiveness Team. This team influences & drives strategic sales initiatives via training, onboarding, coaching and enablement programs; empowering our sales teams to achieve their goals.

The core responsibility of this role is to hire, lead and develop a team of BDR, AE and AM sales coaches and set the strategy for the sales coaching function at Upwork. As a leader of the sales coaching function, you will work closely with stakeholders across sales teams to lead and execute critical initiatives that accelerate revenue, drive operational scale and improve sales team effectiveness. We expect that you will thrive in a fast-paced environment, possess a high degree of executive presence and the ability to develop strong relationships with sales leadership.

• Work directly with sales leadership to roadmap short and long-term coaching, training and enablement solutions and utilize coaching insights to inform the overall sales strategy.
• Lead and develop sales coaches to ensure team operating vision and strategy are executed in alignment to the sales organization’s goals
• Take ownership of large team initiatives and drive to completion with minimal oversight
• Use data, insights, and measurement to ensure efficacy of coaching programs
• Drive collaboration between sales coaches, instructional designers, and internal partners to continually assess and understand training and enablement needs, define options, and translate them into meaningful and measurable learning objectives and goals.

• Previous sales coaching or training experience with B2B Enterprise sales teams
• Strong leadership and influencing skills with prior managerial experience
• In-depth understanding of sales processes and challenges commonly faced in the Enterprise sales cycle
• Demonstrated ability to lead cross functional teams and communicate effectively with senior leaders / executives
• Solid understanding and experience managing Salesforce, Outreach, Gong, Highspot, ZoomInfo, and LinkedIn
• Experience coaching and training to sales methodologies and account planning processes (MEDDPICC a plus)

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. Oh yeah, we’ve also got amazing benefits.

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.