[Hiring] Senior Account Executive @Upwork

Role Description

We’re looking for a Senior Account Executive who thrives in a consultative sales environment and is eager to help businesses tap into the world’s leading talent marketplace. In this quota-carrying role, you’ll identify, engage, and convert prospective clients, helping them understand how Upwork can solve their biggest workforce challenges. This is a high-impact opportunity to grow the pipeline, close deals, and directly contribute to the transformation of work.

• Drive full-cycle sales for small to mid-size businesses, owning prospecting, discovery, solutioning, negotiation, and closing
• Build a strong pipeline through a mix of outbound prospecting and warm leads provided via marketing and platform interest
• Conduct consultative sales calls to understand client pain points and tailor marketplace solutions accordingly
• Create and deliver compelling proposals, leveraging customer insights, business data, and Upwork’s unique value proposition
• Use CRM tools and AI-powered workflows to track activity, forecast revenue, and manage opportunities efficiently
• Collaborate with Marketing, Sales Ops, and Customer Success to ensure smooth handoffs and maximize long-term client value
• Actively experiment with structured AI prompts and tools to enhance messaging, summarize discovery calls, and refine outreach

Qualifications

• 2–4 years of experience in B2B sales, preferably in SaaS, marketplaces, or workforce platforms
• Comfortable owning a sales quota, managing pipelines, and navigating multi-step sales cycles
• Strong communication skills and storytelling ability, with a consultative approach to uncovering client needs
• Proficiency using AI tools and CRM platforms (Salesforce or similar) to increase speed, accuracy, and personalization
• A self-starter mindset with a willingness to test, learn, and improve continuously in a dynamic environment

Benefits

• Comprehensive medical coverage for you and your family
• Unlimited PTO
• 401(k) plan with matching
• 12 weeks of paid parental leave
• Employee Stock Purchase Plan

Salary Range

• Base compensation pay range: $99,000 — $139,750 USD
• Estimated On-Target Earnings (OTE): $198,000 — $278,000 USD