Upwork ($UPWK) is the world's work marketplace. We serve everyone from one-person startups to over 30% of the Fortune 100 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 $3.3 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.
As a Land Sales Coach, you will act as an extension of the Business Development and Account Executive organizations and their leadership teams. You will contribute to the overall effectiveness of these teams by developing a coaching and training strategy that aligns with both Land Director's strategies; ultimately executing on initiatives with front-line managers, BDRs and AEs. You will develop and facilitate relationships and leverage strengths among the overall land teams.
You play a critical role in successfully ramping up AE and BDR new hires to prepare them to meet quota and leading activity metrics. The Land Sales Coach will also help create a dynamic learning environment and enable the BDR and AE Organizations to be successful and productive on an ongoing basis.
Your Responsibilities:

• Develop effective relationships with Directors and Managers within both the AE and BDR Organizations by regularly contributing in leadership meetings and providing feedback and recommendations on areas to drive sales effectiveness.
• On a quarterly basis, make recommendations on coaching and training opportunities to execute across the zone via both Coach and leadership pull-through.
• Work directly with our BDR and AE teams to provide Sales Coaching & Skill Building. Prioritizing which individuals receive 1:1 coaching will be decided in conjunction with AE and BDR Directors with an emphasis on investing in "High Will, Low Skill" performers.
• Coach and train incoming BDR and AE new hires on role specific content including but not limited to our sales messaging, the MEDDPICC Methodology and how to effectively leverage our tech stack.

What it takes to catch our eye:

• Previous sales coaching or training experience with B2B Enterprise sales teams
• In-depth understanding of sales processes and challenges commonly faced in the Enterprise sales cycle
• Desire to take initiative, thrive on change and comfortable with ambiguity
• Excellent written and verbal communication skills with experience effectively collaborating with senior leaders
• Solid understanding and experience training to sales motions including tools such as Salesforce, Outreach, Gong, Highspot, ZoomInfo, and LinkedIn Sales Navigator in a B2B sales setting.
• Experience coaching and training to sales methodologies and account planning processes (MEDDPICC a plus)

The annual base salary for this position in California and Washington ranges from $104,000.00 - $130,000.00. 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 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.