Senior Manager - GTM Systems and Process

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 …