Senior Revenue Operations Lead, Strategic Initiatives

Summary

Join Upwork, the world’s work marketplace, as a Senior Revenue Operations Lead. You will own and execute key initiatives across Go-to-Market (GTM) strategy and Territory Strategy, supporting the Land Sales Team and Territory Strategy for both Land and Expand Teams. Partner with sales leadership, marketing, and product teams to design scalable systems and strategies that maximize revenue, improve efficiency, and enhance client engagement. This role is critical in bridging strategy and execution, ensuring Upwork’s sales teams are equipped for success. The position requires 7+ years of experience in Sales Operations, GTM Strategy, or Territory Planning, ideally in SaaS or marketplace environments. Upwork offers a remote-first work environment with competitive benefits, including medical insurance, unlimited PTO, 401(k) matching, and paid parental leave.

Requirements

• Experience: 7+ years in Sales Operations, GTM Strategy, or Territory Planning, ideally in SaaS or marketplace environments, with 4+ years of direct Sales Operations experience
• Industry Expertise: Strong knowledge of cloud/SaaS environments, including consumption-based billing models
• Analytical Skills: Expertise in analyzing complex datasets to develop actionable insights and strategies
• Tool Proficiency: Hands-on experience with Salesforce, Tableau/Domo, Outreach, and other sales operations tools
• Strategic Mindset: Proven success in designing scalable GTM strategies and territory models
• Collaborative Problem-Solver: Ability to align cross-functional teams and deliver impactful solutions
• Process Orientation: Skilled in creating efficient, repeatable processes that drive productivity
• Adaptability: Thrive in fast-paced, high-growth environments with a focus on results

Responsibilities

• Lead sales planning processes, including forecasting, pipeline management, and performance tracking
• Collaborate with sales leadership to develop scalable GTM initiatives for both new and existing strategies
• Prepare presentations for leadership showcasing performance metrics and strategic updates
• Work with the analytics team to uncover insights and build actionable Salesforce reports
• Ensure data accuracy through rigorous quality assurance processes
• Create dashboards and ad-hoc reports to monitor KPIs and sales trends
• Act as a strategic partner to the sales team, offering insights and advancing operational workflows
• Collaborate with Managed Services and Partner Channel teams to create integrated strategies that drive customer engagement
• Design and maintain a fair, efficient, and scalable territory model for Land and Expand teams
• Analyze account potential and prioritize high-value opportunities based on segmentation and client needs
• Manage account ownership transitions and optimize territory assignments to align with sales capacity
• Streamline prospecting workflows and enhance customer segmentation using innovative tools and processes
• Evaluate and implement new tools to boost sales team productivity
• Build scalable processes to support a growing sales organization
• Drive continuous improvement initiatives to enhance workflow consistency and operational efficiency

Benefits

• Medical insurance for you and your family
• Unlimited PTO
• 401(k) with matching
• 12 weeks of paid parental leave
• A generous Employee Stock Purchase Plan
• Annual bonus plan or sales incentive plan
• Eligibility to participate in our long term equity incentive program