Upwork ($UPWK) is the world's largest freelancing website. Each year $1.7 billion of work happens through Upwork, allowing businesses to get more done and helping professionals break free of traditional time and place boundaries and work anytime, anywhere on projects they love. At Upwork, you'll help build on this momentum. Together, we'll create economic and social value on a global scale, providing a trusted online workplace for businesses to connect with extraordinary talent and work without limits. 

The Director of Sales Operations will be responsible for partnering with sales leadership to exceed objectives through optimization of people, processes, and technology. This role will have ownership of territory planning, sales process, deal desk and sales effectiveness. In addition, this individual will act as a strategic partner to the VP of Sales, provide ongoing daily support to the sales organization, and build strong relationships cross-functionally to grow the sales team.

Strategy and Planning

• Work closely with the sales team to develop the GTM strategy
• Drive sales strategy and planning through the creation of key objectives and measurements
• Partner with Finance to develop headcount and resource plan
• Build and manage territory plans for existing and new sales personnel, including quota and key account targets
• Drive quarterly and annual strategic and operational reviews
• Work with sales leaders to create sales processes, tools, and resources
• Implement customer segmentation, targeting, and positioning initiatives that guide resource allocation and areas of strategic focus

Sales Operational Excellence

• Own and drive the deal forecasting process to ensure high levels of accuracy and quality in the pipeline. Align sales and marketing on common targets.
• Drive optimal deployment of sales personnel through the type of role, coverage models, and territory mapping
• Partner with Sales leadership to continuously improve the sales process.
• Own the end-to-end customer journey to define the strategy, requirements, process, and adoption for systems and tools. Work with Marketing, Sales, Success and Talent Services.
• Own the team building out sales reporting and our SFDC development team
• Provide data-driven insights and analysis to help sales prioritize leads and accounts, and drive process improvement 
• Lead/coordinate the creation and maintenance of sales metrics and analytics; develop KPIs and metrics, proactively review and identify lead and lag indicators, developing a cadence with the teams to maintain ongoing business performance.
• Assist in the preparation of Executive and Board level presentations

To win in this role, you need

• 12-15 years of relevant sales operations/sales management experience
• Solid experience using Salesforce with admin privileges
• Understanding of Enterprise Sales business models
• Marketplace experience or usage based business models a plus
• Exceptional analytical and quantitative skills
• SQL knowledge a plus
• Exceptional communication skills, both written and verbal
• Experience working in high-growth, performance focused environments.
• Creative problem-solver who thrives on challenges, and is accustomed to a fast pace and multiple projects, fulfilling priorities and meeting deadlines.

Come change how the world works.

At Upwork you’ll help shape the future of work. From our offices in San Francisco, Mountain View and Chicago, together we’re creating exciting new opportunities for a world of professionals. You’ll be part of a vibrant culture built on shared values: Inspire a boundless future of work, Put our community first, Have a bias towards action, and Build amazing teams. Along the way you’ll have fun and enjoy the perks of a people-first company: Work from Home Wednesday's, daily breakfast and lunch, regular in-office happy hours, top-notch benefits … and more. Check out Upwork’s spotlight on The Muse for a glimpse of our daily work/life balance.

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.