Senior Manager, Business Development & Partnerships

Upwork ($UPWK) is the world’s largest work marketplace, connecting businesses with highly skilled professionals worldwide. From entrepreneurs to Fortune 100 enterprises, companies trust Upwork’s platform to access expert talent, leverage AI-powered work solutions, and drive meaningful business outcomes.

Upwork’s AI-powered platform has facilitated over $20 billion in economic opportunity for professionals worldwide. With professionals spanning 10,000+ skills, including AI and machine learning, software development, sales and marketing, customer support, finance and accounting, and more, Upwork empowers businesses of all sizes to scale, innovate, and build agile teams.

We are looking for a Senior Manager, Business Development & Partnerships to make a founder-level contribution to the strategy and execution of Upwork’s partner ecosystem as an individual contributor. This is a pivotal role in shaping how we drive growth through innovative partnerships, particularly through partner product development and distribution channels. You will work cross-functionally with Product, Engineering, Design, Marketing, Legal, and Finance teams to bring Upwork’s solutions to more businesses by building strategic relationships with third-party platforms and industry-leading partners.

Success in this role requires a strong background in discovery, sales, project management, and partner enablement. The ideal candidate will be highly skilled at planning and navigating a variety of business development & partnership models, specifically OEM, reseller, MSP, and ISV strategies, with a proven track record of closing impactful deals. You will be a key contributor to Upwork’s long-term growth strategy and play a critical role in bringing new distribution and revenue channels to life through strategic relationships—especially within the rapidly evolving AI ecosystem and select industry verticals.  

Responsibilities

• Contribute to the development and execution of Upwork’s partner ecosystem strategy, identifying and closing high-value distribution and integration deals.
   

• Drive end-to-end deal flow, including opportunity sourcing, discovery, value proposition development, negotiation, and contract execution.
   

• Collaborate closely with Product and Engineering to create feedback loops, ensuring partnership opportunities align with platform capabilities and roadmap priorities.
   

• Maintain a pipeline of qualified partners and actively manage deals to meet or exceed key performance goals aligned with Upwork’s strategic objectives.
   

• Build trusted relationships with leaders at external organizations and serve as the primary point of contact through the full partner lifecycle.
   

• Stay abreast of AI market and AI-enabled services developments, industry-specific trends, and technology shifts to identify new opportunities for partnership and product growth.
   

• Develop internal documentation and processes to scale partnership execution and measurement efficiently across teams.

• Own a regular reporting cadence with product and executive leaders to share progress, insights, and blockers on prioritized projects.
   

What it takes to catch our eye

• Strong discovery and sales background with demonstrated success driving partnerships across varied models (e.g., integrations, co-selling, channel).
   

• Proven ability to independently own and close complex deals with minimal oversight.
   

• Deep experience collaborating with product teams, particularly in shaping solutions and feedback loops tied to integration, adoption, or distribution goals.
   

• Familiarity with the AI and AI-enabled services market and emerging use cases across industry verticals.
   

• Exceptional interpersonal and communication skills, with a growth mindset and comfort working cross-functionally in a fast-paced environment.

• Comfort navigating ambiguity, holding stakeholders accountable, and making decisions for a crossfunctional team on where to navigate next steps in a 0-1 motion

• Track record of owning outcomes of partnership strategies within a mid-sized to large organization
   

Come change how the world works.

At Upwork, you’ll shape the future of work for a global, remote-first workforce, creating economic opportunities for professionals worldwide. While we have a physical office in Palo Alto, we currently hire full-time employees in 21 U.S. states, making it easier than ever to join our mission from wherever you call home.

Our culture is built on trust, risk-taking, customer focus, and excellence, all in service of our core mission: to create economic opportunities so people have better lives. We embrace authenticity and inclusion, encouraging everyone to bring their whole selves to work. Personal and professional growth is a priority here, supported through development programs, mentorship, and our Upwork Belonging Communities.

We’re proud to offer benefits that go beyond the basics, including comprehensive medical coverage for you and your family, unlimited PTO, a 401(k) plan with matching, 12 weeks of paid parental leave, and an Employee Stock Purchase Plan. Visit our Life at Upwork page to learn more about our values, working principles, and the overall employee experience.

Ready to help shape the future of work? Check out our Careers page and follow us on LinkedIn, Facebook, Instagram, TikTok, and X. to learn more about life at Upwork.

Upwork is an Equal Opportunity Employer committed to recruiting and retaining a diverse and inclusive workforce. We do not discriminate based on race, religion, color, national origin, gender (including pregnancy, childbirth, or related medical conditions), sexual orientation, gender identity, gender expression, age, status as a protected veteran, status as an individual with a disability, genetic information, or other legally protected characteristics under federal, state, or local law.

Please note that a criminal background check may be required once a conditional job offer 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.