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
