Manager, Sales Development

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.

The Upwork Sales team brings our Global on-demand talent platform and solutions to mid-market and large enterprises. More companies are moving towards flexible workforce solutions and many are using online talent platforms to embrace this shift. Today 40% of the Fortune 100 are already using Upwork to get more work done. We are looking for a motivated Manager of Sales Development with experience in building and leading teams responsible for qualifying opportunities for Sales Acquisition teams.

As the Manager, Sales Development, you will play a pivotal role in the growth of Upwork Enterprise by leading and motivating a team of Sales Development Representatives. Your primary focus will be to build a robust pipeline of new business leads and opportunities, by engaging with executive buyers to qualify inbound and outbound leads. In this role, you will partner closely with our sales teams, enablement teams, sales operations, and marketing teams. If you are passionate about leading and inspiring sales teams while executing against your quota we'd love to talk to you!

Your Responsibilities:

• Recruit and manage a team of 5-10 Sales Development Representatives and create a culture of continued success and goal achievement through talent management, training, coaching, and empowerment.
• Develop strategic plans for converting inbound and outbound activity into revenue or identifying Enterprise opportunities within the team's book of businesses to achieve the company's sales goals
• You will be responsible for creating a detailed, accurate and predictable sales forecast; and lead teams to exceed sales and retention quotas
• Monitor and report on quota attainment on a weekly, monthly, quarterly and annual basis
• You will coach and mentor junior sales employees and have a genuine passion for facilitating the overall growth of your teams both personally and professionally

What it takes to catch our eye:

• Bring your driven and competitive nature to consistently exceed sales and/or retention quotas
• You have the drive, organizational, and interpersonal skills to manage a group of sales development representatives that balance making a high volume of daily outbound outreach to multiple audiences for multiple product lines and multiple campaigns. Consistently coaching on strategic and creative approaches to drive quality outcomes within their accounts.
• Experience in developing and implementing strategic processes to increase team efficiencies
• You are Proficient in CRM + prospecting tools e.g. SFDC, Zoominfo, LinkedIn, Sales Navigator and bring deep understanding of prospecting, cold calling, objection handling and qualifying
• 2 years of proven experience in a sales management role or a comparable leadership development program and have sold an Enterprise Saas Product or a two-sided marketplace
• B2B sales experience with a deep understanding of crafting and encouraging an exciting, positive team, collaborative culture

Your Requirements:

• 2+ years of experience in sales management or sales/business development management, preferably in enterprise applications, with a consistent track record of overachievement of quota expectations
• Proven success in developing and executing inbound and outbound lead generation
• Consistent track record of sales success in a similar enterprise application selling to Dir+ personas.
• Shown experience successfully leading and coaching up to 5-10 Sales Development Representatives to achieve performance goals
• Proficient in CRM + prospecting tools e.g. SFDC, Zoominfo, LinkedIn, Sales Navigator and bring a deep understanding of prospecting, cold calling, objection handling, and qualifying
• Outstanding communication, organizational, and time management skills
• Excellent presentation and listening skills
• Highly collaborative with the sales team and cross-functional partners
• Must be able to thrive in a very fast-paced environment
• Ability to hire and train new sales representatives
• Positive and creative, to spark an energizing and motivational environment

The annual base salary for this position is $105,000. 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 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.

Check out our Careers 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.