Compensation Overview

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.

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The Upwork Sales team brings our contingent staffing solutions to mid-market and large enterprises. As a Senior Enterprise Account Executive you will manage all aspects of the sales process including prospecting, lead management, qualification, customer evaluation and closing new business. This is a quota carrying role where you will make a visible impact within our growing organization. This is a true career opportunity with tremendous professional and financial upside. The role reports to Senior Sales Manager, New Business.

Your Responsibilities:

• Prospect and generate net new business opportunities and develop relationships through deal execution
• Demonstrate a strong business case for Upwork Enterprise through a consultative and value driven sales process
• Consistently meet quota attainment quarter over quarter
• Meet and exceed your sales goals through prospecting, qualifying, managing, closing new sales opportunities and leading contract negotiations
• Seamlessly engage with internal team with clearly defined role alignment
• Achieve monthly input metrics and KPI’s such as prospecting goals, meetings completed, pipeline generation, pipeline progression and deals closed.

What it takes to catch our eye:

• 5+ years in progressive quota carrying enterprise sales roles with proven success in net new client/logo acquisition (preferably in professional services or SaaS organizations)
• Proven record of consistently meeting and exceeding quota in a competitive sales environment
• The ability to prospect and run C-level and senior-level relationships within midsize and large organizations
• Demonstrated capabilities in pipeline generation and management, account planning and an understanding of territory management
• Demonstrated intellect, drive, executive presence and sales acumen
• Proven experience building excellent client relationships through offering beneficial, insightful and strategic insights into their businesses
• Experience creating urgency and managing sales cycles from 3-4 months
• Proficient in handling a CRM, Salesforce preferred
• Strong proficiency in computer skills
• Excellent written and oral presentation skills

The hourly rate range for this position in California and Washington is $62.50 - $71.87 per hour, and based on this hourly rate, the estimated annualized base range compensation for this role is $130,000 - $149,489. This reflects the hourly rates for this position in California and Washington, and the rates in other locations may be different. Additionally, this position is eligible for participation in an annual sales incentive plan and is eligible to participate in our long term equity incentive program.

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Change the world around you.

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, we also hire full-time employees in 19 states in the United States.

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.

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