Upwork ($UPWK) is the world’s work marketplace, empowering companies and talent to work together in innovative ways that unlock their potential. We serve everyone, from one-person startups to large Fortune 100 enterprises, through a powerful, trust-driven platform. Within Upwork Enterprise specifically, we focus on enabling large organizations (typically with 1k+ FTEs) to access the best talent, streamline workforce management, and drive business outcomes. Last year, more than $3.8 billion of work was accomplished through Upwork by skilled professionals who are gaining more control by pursuing work they are passionate about and advancing their careers.

The Director of Revenue Operations will establish, manage, and optimize processes, tools, and team effectiveness to drive revenue generation—both by supporting sales and account management teams and through direct impact (we believe revenue ops can play a very active role in directly generating revenue) . This role is focused on fostering operational excellence, driving innovation, and implementing strategic process improvements, all supported by data-driven decision-making. In a high-growth, tech-enabled services company, the RevOps function and tech stack are evolving rapidly (and you will be in charge of that constant evolution), AI is completely reshaping this function, so if you want to have an opportunity to create a rev ops tech stack that is AI-first, this is your opportunity. Cross-team collaboration is essential to ensure the organization operates efficiently, scales effectively, and continues to deliver exceptional results.

Your Responsibilities:

Strategy

How do we enable the sales and AM team to generate more revenue?
How can revenue ops directly generate revenue?

Operations

Implement your strategy, fast. Learn & then iterate quickly to find the best way forward.

People

Rev ops play at the intersection of sales, AM, ops, product, marketing. You need to master X-functional relationships
Develop the rev ops team, this function is constantly evolving and the team needs to evolve with it

What it takes to catch our eye:

8–10 years of relevant operations experience
Curious, Curious, Curious - you need to be craving to learn more about our business and ways to make it better
Hands on. Whether it is about finding, testing, and implementing a new tool or about proactively running an analysis to advocate for a better way of working, you do not shy away from just getting it done.
Low ego. You want the team to win and you are willing to do whatever it takes to make it happen. You are capable of collaborating and partnering.
Proven leadership experience. You lead people and you enjoy it.
You know how to transform data in actions that make a positive impact on the business. You know where to look, how to analyze, you make suggestions, you execute on them and you iterate… fast.

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.

Additionally, a criminal background check may be run on a candidate after a conditional offer of employment is made. Qualified applicants with arrest or conviction records will be considered in accordance with applicable law, including the California Fair Chance Act and local Fair Chance ordinances. "

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.

Annual Base Compensation

$158,250—$237,250 USD

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Director of Revenue Operations