Business Business Development Manager – Enterprise Accounts at Upwork

Company Overview Upwork is the world’s work marketplace, connecting businesses with independent talent around the globe. We serve everyone from one-person startups to large, multinational corporations with a trusted, secure, and reliable platform for sourcing, managing, and paying remote talent. Upwork embraces a fully remote work culture, empowering our employees to thrive and innovate from anywhere in the world. We believe that talent is everywhere, and our commitment to remote work allows us to attract and retain the best individuals regardless of location. Position Summary We are seeking a highly motivated and experienced Business Development Manager to join our Enterprise Accounts team. This is a fully remote position, allowing you to work from anywhere within the United States. As a Business Development Manager, you will be responsible for driving revenue growth by identifying, developing, and closing new enterprise opportunities. You will build and maintain strong relationships with key decision-makers at prospective clients, understand their business needs, and articulate the value of Upwork’s solutions in addressing those needs. This role requires a proactive and results-oriented individual with a proven track record of success in enterprise sales. Key Responsibilities Identify and qualify new enterprise business opportunities through proactive outreach, networking, and lead generation. Develop and execute strategic account plans to achieve revenue targets. Build and maintain strong relationships with key decision-makers at prospective client organizations. Conduct thorough needs assessments to understand client business challenges and objectives. Present Upwork’s solutions and services in a compelling and persuasive manner, tailoring the message to the specific needs of the client. Manage the entire sales cycle from initial contact to contract negotiation and close. Collaborate with internal teams, including marketing, product, and customer success, to ensure a seamless client experience. Maintain accurate and up-to-date records of all sales activities in Salesforce. Stay informed about industry trends and competitor offerings. Participate in virtual team meetings and training sessions to enhance skills and knowledge. Required Qualifications Bachelor’s degree in business administration, marketing, or a related field. 5+ years of experience in business development or enterprise sales, preferably in a SaaS or technology environment. Proven track record of consistently exceeding sales targets. Strong understanding of the enterprise sales process. Excellent communication, presentation, and interpersonal skills. Ability to build and maintain strong relationships with key decision-makers. Self-motivated and results-oriented with a strong work ethic. Proficiency in using CRM software (Salesforce preferred). Must be able to work effectively in a remote environment and manage time independently. Must have a dedicated home office space with minimal distractions. Technical Requirements As this is a fully remote position, the following technical requirements are essential: Reliable high-speed internet connection (minimum 50 Mbps download / 10 Mbps upload). Dedicated home office space free from distractions. Company-provided laptop and headset. Proficiency in using remote collaboration tools such as Zoom, Slack, and Google Workspace. Availability to work during core business hours (Pacific Time Zone preferred). Desired Skills Experience selling solutions to HR, Procurement, or Technology departments. Knowledge of the freelance economy and the future of work. Experience with account-based marketing (ABM) strategies. Familiarity with Upwork’s platform and services. Strong analytical and problem-solving skills. Ability to work effectively in a fast-paced, dynamic environment. Compensation & Benefits The annual salary range for this remote position is $120,000 - $160,000, commensurate with experience and location, plus commission. Upwork offers a comprehensive benefits package, including: Medical, dental, and vision insurance Paid time off and holidays 401(k) with company match Employee stock purchase plan Home office stipend to help set up your remote workspace Flexible working hours Opportunities for professional development and growth Virtual team building activities Occasional travel for team meetups (approximately 1-2 times per year) We also provide a robust virtual onboarding process to ensure a smooth transition into our remote work environment. How to Apply If you are a highly motivated and experienced business development professional seeking a challenging and rewarding remote opportunity, we encourage you to apply. Please submit your resume and cover letter outlining your relevant experience and qualifications. We look forward to hearing from you!