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.
We are looking for a passionate B2B marketer and enablement leader, with a track record of success improving performance of people and teams, to take on the role of Director, Sales Enablement and lead us through our next phase of transformation. You'll be responsible for aligning marketing and sales strategies with programming to create a seamless, relevant customer experience to drive pipeline growth, acceleration, and expansion. You will lead the design, approach, and execution of the sales enablement plan, taking existing initiatives and incorporating them into broader programmatic solutions as well as bringing new programs to the team. Reporting to the Senior Director, Campaigns & Enablement within the Enterprise Marketing organization, you will work in close partnership with Sales Leadership, Training and other cross-functional partners.
Your Responsibilities:

• Build, scale and lead a high performing sales enablement team responsible for sales communications and client-facing assets in service of customer campaigns and activation plans to create a differentiated client experience that attracts new clients, deepens relationships and drives net new and expansion growth
• Drive the creation of Sales Plays for Land and Expand with Product Marketing, Sales Training, Sales Operations and Enterprise Campaigns
• Own the delivery of customer-centric enablement, developing and optimizing custom strategies and resources focused on value-based and strategic selling for all respective sales teams and roles
• Own marketing content catalog aligned by customer stage for marketing and sales touch patterns
• Drive sales touchpoint message testing to help inform marketing framework and strategic value propositions
• Lead Sales cadence messaging and content strategy with Outreach.io, driving and optimizing effectiveness and best practices to accelerate deal velocity and conversions
• Consistently bridge marketing and sales organizations through strong communication, partnership, "marketing of marketing," and feedback loops
• Partner with sales leaders, sales training, the client strategy team, and marketing cross-functional partners to help grow, scale, and run the business more efficiently and effectively
• Motivate and drive the enablement team to achieve goals and clearly demonstrate impact to the business through a data-driven approach

What it takes to catch our eye:

• 10+ years of B2B marketing and enablement experience, with 5+ years leading sales enablement teams
• Effective leadership and people management skills, with a focus on developing high-performing teams and fostering an inclusive culture
• Deep understanding of sales plays, sales processes, sales methodologies
• Collaborative personality - ability to build great relationships with internal partners and work with matrixed teams in order to execute your strategy
• Demonstrated customer-centric mindset
• Strong written and verbal communication skills. Influential and effective presentation experience

The annual base salary for this position in California and Washington ranges from $149,000 - $230,000. 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 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.
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