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.
Upwork's Marketing Operations team is responsible for managing our marketing automation platform and developing marketing campaigns targeting enterprise clients. The team is focused on using technology to create impactful and personalized experiences and maintain a healthy lead funnel. We're all in on evolving how we market to enterprise clients, and the Senior Manager of Marketing Operations will be joining at a pivotal time to lead the team responsible for our enterprise.
We are seeking a highly skilled, experienced, and motivated Senior Manager of Marketing Operations to join our marketing team and help us scale our marketing programs to meet the demands of our enterprise business. As the Senior Manager of Marketing Operations, you will be responsible for assessing our current usage of Marketo, defining strategies for lead management and lead scoring, and developing operational rigor to scale our programs efficiently. You will collaborate closely with cross-functional teams to optimize our marketing automation efforts, increase engagement, and ultimately drive revenue growth. This role will report into the Senior Director of Marketing Automation and Technology. We have ambitious plans to create a world class customer experience and this role has the opportunity to develop the strategy and bring it to life.
Your Responsibilities:

• Develop marketing automation implementation plans for sales and product alignment, lead-to-revenue strategies, database requirements, and automation.
• Assess and optimize current usage of Marketo, recommend new features or integrations, and implement best practices.
• Create a comprehensive lead management strategy, including lead nurturing, segmentation, and enrichment, and own the health of the lead funnel.
• Design and implement lead scoring models based on behavioral and demographic data to prioritize leads for sales follow-up.
• Collaborate with marketing teams to create highly targeted and personalized campaigns that drive engagement, conversion, and customer retention.
• Develop and maintain a marketing automation roadmap outlining goals, KPIs, timelines, and resources needed to achieve success.
• Establish processes and best practices for marketing automation, including data management, list hygiene, campaign creation, testing, and reporting.
• Train and support marketing team members on the usage and best practices of Marketo and other marketing automation tools.
• Monitor and analyze campaign performance, providing insights and recommendations for continuous improvement.
• Stay up-to-date on industry trends, best practices, and emerging technologies related to marketing automation and CRM systems.
• Manage a team of marketing operations managers and specialists.

What it takes to catch our eye:

• Bachelor's degree in Marketing, Business, or a related field; advanced degree is a plus.
• 7+ years of experience in marketing, with a focus on marketing automation and demand generation.
• Proven experience with Marketo (certification preferred) and other marketing automation platforms (e.g., HubSpot, Pardot, Eloqua).
• Strong understanding of lead management processes, including lead scoring, nurturing, and segmentation.
• Demonstrated ability to create, execute, and analyze data-driven marketing campaigns.
• Experience working with CRM systems, preferably Salesforce, and integrating them with marketing automation platforms.
• Excellent project management, organizational, and communication skills.
• Ability to thrive in a fast-paced, dynamic environment, working both independently and collaboratively with cross-functional teams.
• Strong analytical and problem-solving skills, with a focus on continuous improvement.

The annual base salary for this position in California and Washington ranges from $120,000 - $184,000. The range displayed reflects the minimum and maximum salary for this position in California and Washington, and individual base pay will depend on your skills, qualifications, experience, and location. Additionally, this position is eligible for the annual bonus plan or sales incentive plan and eligibility to participate in our long term equity incentive program.
Come change how the world works.
At Upwork, you'll shape talent solutions for how the world works today. We're a remote-first organization supported by offices in Santa Clara and Chicago, working together to create exciting remote work opportunities for a global community of professionals.
Our vibrant culture is built on shared values and our mission to create economic opportunities so that people have better lives. We build 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.
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