VP of Sales, Land

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 Vice President of Enterprise Sales, reporting to our VP2, Head of Sales. The Upwork Sales team brings our hybrid workforce solution and services to Enterprise organizations. You will provide direct leadership and oversight to the Enterprise Land Sales teams, inclusive of our Sales Development and Account Executive teams, which is an organization of ~100 quota carrying individuals today. This is an executive level cross-functional role that partners with our enterprise solutions and success, product, marketing and talent delivery teams to deliver world-class workforce solutions.
Your Responsibilities:

• Develop plans and strategies for acquiring business and achieving the company's sales goals
• Create a culture of continued success and goal achievement through talent management, coaching and training
• Create and execute against a detailed, accurate and predictable sales forecast
• Define and oversee sales staff compensation and incentive programs, ensuring all plans motivate the sales teams to achieve or exceed their targets
• Define and coordinate sales training programs that enable your team to achieve their potential while supporting company objectives
• Manage customer expectations and contribute to overall customer satisfaction
• Define and deploy best practice prospecting methodologies and processes across all aspects of the lead generation workflow
• Partner with marketing for Sales Development/Lead Generation
• Monitor and report on lead quota attainment on a weekly, monthly, quarterly and annual basis
• Define the characteristics of a successful sales team and build on it
• Roll up your sleeves to prospect and help close deals
• Play a critical role in ensuring tight coordination and collaboration across Sales, Solutions, and Services

What it takes to catch our eye:

• Bachelor's degree required
• A minimum of 10 years of sales experience, with 3 or more years in a VP level role leading a team of 100+ sellers in the new client acquisition space
• Led go to market teams in product market fit and scale to 100M+ in revenue
• Must have led core functions and multiple teams in new business including SDR and AE teams
• Ability to sell into multiple departments within a single company
• Demonstrated experience with recruiting, hiring, managing, and mentoring a successful sales team
• Experience selling a service that is new to the marketplace
• Demonstrated experience with building and successfully scaling sales processes
• Ability to adapt quickly depending on the sales need
• Experience with a "land and expand" sales philosophy highly preferred within a Human Capital or B2B Enterprise environment
• Experience working with an in-depth tech stack inclusive of (Gong.io, SFDC, Outreach,etc)

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.
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 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.
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