Senior Revenue Operations Lead – Strategic Initiatives (P5)
About the Role
We’re seeking a strategic and detail-oriented Senior Revenue Operations Lead to own and execute key initiatives across Go-to-Market (GTM) strategy and Territory Strategy. This role will support the Land Sales Team and Territory Strategy for both Land and Expand Teams. You will partner closely with sales leadership, marketing, and product teams to design scalable systems and strategies that maximize revenue, improve efficiency, and enhance client engagement.
You will play a critical role in bridging strategy and execution, ensuring Upwork’s sales teams are equipped for success in today’s dynamic workforce landscape.
Key Responsibilities
1. Go-to-Market (GTM) Strategy for Land Sales Team
- Sales Planning & Strategy
- Lead sales planning processes, including forecasting, pipeline management, and performance tracking.
- Partner with sales leadership to develop scalable processes and drive strategic planning for both new and existing GTM initiatives.
- Support the preparation of presentations for sales leadership to share performance metrics and strategic updates with Upwork’s Enterprise leadership team.
- Data Analysis & Reporting
- Work closely with the Enterprise Analytics team to uncover key insights and build Salesforce reports that deliver actionable recommendations for go-to-market teams.
- Ensure high data accuracy and integrity through quality assurance checks and implement systems to capture sales metrics supporting operational efficiency and revenue growth.
- Develop dashboards and ad-hoc reports to track key performance indicators (KPIs) and sales trends for data-driven decision-making.
- Operational Support & Cross-Team Collaboration
- Act as a strategic partner to the sales team by providing operational support to advance deals and proactively offering insights for decision-making.
- Collaborate with Managed Services and Partner Channel sales teams to align strategies, share insights, and develop integrated processes that enhance Land team effectiveness and drive cohesive customer engagement across all channels.
2. Territory Strategy for Land and Expand Teams
- Design and maintain a comprehensive territory model that ensures fair distribution, efficient coverage, and optimized workload for both Land and Expand teams.
- Partner with the analytics team to analyze account potential, segmentation, and scoring/tiering to identify high-value opportunities.
- Define and prioritize high-value accounts based on Upwork’s value propositions, client needs, and growth opportunities.
- Continuously evaluate and rebalance territory assignments to align with sales capacity and business objectives.
- Manage account ownership transitions to ensure seamless handoffs between Land and Expand teams.
- Incorporate feedback from sales leadership to refine and improve territory strategies.
3. Optimize GTM Tooling and Processes
- Leverage Upwork’s GTM tools to drive operational efficiencies, ensure data hygiene, and support strategic territory planning.
- Streamline prospecting workflows and enhance customer segmentation through innovative processes and tools, enabling the sales team to focus on high-impact activities.
- Evaluate, test, and implement new tools to align with company objectives and enhance sales team productivity.
4. Scaling Sales Operations
- Build scalable processes to support a growing sales team and evolving GTM initiatives.
- Drive continuous improvement in sales operations processes, ensuring alignment with organizational goals and enabling sales teams to achieve and exceed targets.
- Proactively identify and implement solutions to improve operational efficiency and create consistency in workflows across the sales organization.
What You’ll Bring
- Experience: 7+ years in Sales Operations, GTM Strategy, or Territory Planning, ideally in a SaaS or marketplace environment, with at least 4+ years of hands-on Sales Operations experience.
- Industry Expertise: Deep understanding of cloud and SaaS environments, including consumption-based billing structures.
- Analytical Expertise: Strong ability to analyze complex datasets, develop actionable insights, and guide strategy through data-driven decision-making.
- CRM & Tools Mastery: Proficiency with Salesforce, Tableau/Domo, Outreach, ZoomInfo, and other sales operations tools to manage workflows and reporting.
- Strategic Mindset: Proven ability to develop and execute impactful GTM strategies and scalable territory models that align with business goals.
- Collaborative Problem-Solver: Structured and consultative approach to challenges, with a history of driving projects to completion by aligning cross-functional teams.
- Process Orientation: Expertise in creating, refining, and scaling efficient, accurate, and repeatable processes to enhance productivity.
- Adaptability: Comfortable navigating ambiguity and delivering results in a fast-paced, high-growth environment.
- Communication Skills: Responsive and thoughtful communicator with the ability to present complex ideas clearly to diverse audiences.
- Attention to Detail: Meticulous in maintaining data accuracy and ensuring consistent implementation of processes and reports.
The annual base salary range for this position is displayed below. The range displayed reflects the minimum and maximum salary for this position, 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.
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