Senior Manager - GTM Systems and Process

| USA | Remote
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Senior Manager, GTM Systems (Enterprise BU)

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.

Revenue Operations, Strategy & Enablement serves as a strategic partner to the Sales Organization, overseeing GTM planning, strategy, analytics, insights, technology, and enablement. Each team within Revenue Operations & Enablement is dedicated to building trusted advisory groups, defining operational excellence, and executing strategic priorities. This role is a key player in helping Revenue team members become productive quickly and efficiently through partnerships with Enablement and will contribute significantly to building an analytics-driven business future at Upwork.

 Your Responsibilities:

  • Team Leadership and Development: Manage, develop, coach, and mentor an existing team of subject matter experts in Salesforce and various productivity tools. Continue to build a best-in-class team.

  • Strategic Consistency: Define and drive consistency in the GTM/Revenue Systems function, collaborating with business stakeholders and cross-functional teams.

  • Salesforce Management: Own and drive the strategy for Salesforce as the source-of-truth CRM, including data strategy, instrumentation, governance, and alignment.

  • Technology Stack Strategy: Own and drive the strategy for the existing tech stack. Evaluate redundancy, identify gaps, and build a scalable, long-term ecosystems roadmap.

  • Cross-Functional Collaboration: Partner with IT, Enablement, Sales and Customer Success teams for tool evaluation and assessments, onboarding, integration, development, and change management.

  • Process Development and Automation: Collaborate with Revenue leadership and RevOps groups on process development, alignment, and automation.

  • Strategic Initiatives: Work with various stakeholders (RevOps & Enablement, Revenue, Finance, Marketing, BizOps, TechOps, Internal Tools, Data) to develop, structure, and execute strategic initiatives by developing PRDs, leading discovery and evaluations, and providing insights and recommendations.

  • Support strategic transformation initiatives as they arrive, such as Order to Cash process refinement, development of new pricing models, new product launches.


What it takes to catch our eye:

  • Leadership: Transformational people leader who inspires team and organizational culture to achieve best-in-class capabilities, processes, and performance. Strong evidence of developing talent and leading an organization to excellence.

  • Experience: 7+ years of progressive experience in Sales Operations within enterprise SaaS companies, with experience in other Revenue operations functions being a plus. Proven ability to lead and execute within a fast-paced, high-growth, complex organization with global operations.

  • Team Building: 5+ years of experience in building and managing high-growth teams, with a proven track record of coaching and developing team members for growth opportunities.

  • Passion for Tools and Automation: Enthusiasm for tools, automation, and system effectiveness. Experience with CRMs and productivity tools, including Salesforce , Outreach, Chili Piper, Atrium, Lucidchart, LinkedIn Sales Navigator, CPQ, etc.

  • Data and Analytics: Experience with reporting, data analytics, and data instrumentation. Good understanding of Salesforce architecture and ecosystem.

  • Project Management: Strong project management expertise in business process alignment and tools implementation.

  • Communication Skills: Strong written, verbal, and presentation skills. Ability to multitask, prioritize a variety of tasks, and meet deadlines. Organized and detail-oriented with strong problem-solving and analytical skills.

  • Business Process Acumen: Strong understanding of business process flow and the upstream/downstream impact.

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.


The annual base salary range for this position in California and Washington is displayed below. 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.

Annual Base Compensation

$136,000$184,000 USD

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More Information on Upwork
Upwork operates in the Cloud industry. The company is located in Chicago, IL and San Francisco, CA. Upwork was founded in 2004. It offers perks and benefits such as Volunteer in local community, Partners with nonprofits, Friends outside of work, Eat lunch together, Intracompany committees and Open door policy. To see all 35 open jobs at Upwork, click here.
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