Commerical Account Manager

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.

Your Role:

• Partner with our Commercial customers to demonstrate a compelling business case for Upwork through a consultative and value-driven sales approach
• Stay current on clients' business, industry, key objectives and challenges so that you can be a trusted ally and provide thought leadership at the Exec level through regular QBRs and EBRs
• Build trusted relationships with Economics Buyers and key decision makers (VP+), and multi-thread to new stakeholders/functions to evangelize the value of Upwork compelling them to use it, thus securing new business and growing overall customer revenue
• Secure annual subscription renewals, drive paper process, validate budgets, align stakeholders, negotiate
• Internally, own topline customer revenue (expansion and retention) on the platform, in partnership with Customer Success; own the weekly internal Forecast
• Work closely with cross-functional partners including Customer Success, Professional Services, Support, Marketing, Product, Engineering in delivering customer value

Experience and Skills:

• 3+ years of experience in quota-carrying Sales roles selling to existing customers, experience with a high volume of customers; prior SDR/AE (new biz) experience a plus
• Experience with consumption-based models, HR/TA tech, Staffing, VMS/MSP industries a plus
• Proven track record of consistently meeting/exceeding Sales goals (retention and growth)
• Proven ability to connect your companies’ product/services to customer business needs
• Excellent communication skills, confident executive presence, ability to effectively influence stakeholders
• Strong consultative skills, including effective discovery, creative problem solving, and follow-through
• Strong sense of ownership, bias for action, resilience - you roll up your sleeves and make things happen
• Ability to effectively prioritize, focusing on highest impact initiatives
• Collaboratively competitive, hungry for achievement and passionate about self-development

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.