Director, Enterprise Account Management Position Available In Montgomery, Pennsylvania

Job Description:

Upwork ($UPWK) is the world’s largest work marketplace,connecting businesses with highly skilled professionals worldwide.

From entrepreneurs to Fortune 100 enterprises, companies trustUpwork’s platform to access expert talent, leverage AI-powered worksolutions, and drive meaningful business outcomes. Upwork’sAI-powered platform has facilitated over $20 billion in economicopportunity for professionals worldwide. With professionalsspanning 10,000 skills, including AI and machine learning, softwaredevelopment, sales and marketing, customer support, finance andaccounting, and more, Upwork empowers businesses of all sizes toscale, innovate, and build agile teams. We are seeking a Directorof Account Management to lead our Enterprise Segment. These teamsare responsible for delivering business results while helpingcustomers maximize the value of Upwork’s solutions. As a Directorof Account Management, you will provide strategic leadership,coaching, and operational discipline to ensure your team operatesat the highest level of performance. Your goal is to develop ahigh-performing team that is successful at strategic customerpartnership and influencing customers’ contingent workforcestrategies.

Your Responsibilities:

• Lead the entire Expand Segmentconsisting of several Account Management teams: hire, coach,motivate and empower teams and leaders to deliver business resultsand achieve customers’ goals
• Own segment-level growth targets,existing customer spend retention and contract renewals, includinga rigorous operational bottoms-up Forecasting cadence
• Definestrategic direction for the Enterprise Segment ensuring our teamscontinuously evolve to meet the needs of our customers, our productcapabilities & Upwork priorities
• Take ownership of teamperformance, proactively identifying gaps and implementingcorrective actions to drive growth and retention
• Leverage data tounderstand and drive our business, build new processes and bestpractices to improve customer experience, and team’s effectivenessand efficiency
• Develop relationships with senior stakeholders atour customers, navigate complex situations, coach internal teamsand make decisions leading to successful outcomes
• Maintain deepunderstanding of the talent/workforce management/staffing markettrends
• Actively participate in full product feedback loop -provide thoughtful product feedback to R D teams, and representproduct roadmap and vision to the customer
• Work effectively withcross-functional partners like Customer Success, ProfessionalServices (Classification, Managed Services Delivery, etc), Support,Marketing, and R D
• Exercise sound judgment,customer-centricity, and bias for action in resolving issuesthrough effective and collaborative problem-solving, appropriateescalations What it takes to catch our eye:
• 1 years ofsecond-line leadership experience
• 5 years of people leadershipexperience with quota-carrying Account Management, Sales and/orAccount Executive teams
• Proven track record of meeting/exceedingquota and strong business acumen
• Strong leadership and coachingabilities, with experience developing high-performing teams thatoperate as trusted advisors to customers.
• Experience withStaffing/Contingent workforce, VMS/MSP, HR tech, Talent Acquisitionindustries a plus, as well as with SaaS and consumption-drivenbusiness models
• Exceptional communication and executive presence,with the ability to influence senior stakeholders anddecision-makers.
• Excellent data-driven problem solver, thrives inambiguous fast-paced environment, anticipates challenges, andhandles unknown gracefully
• Strong sense of ownership, bias foraction, and resilience – you are scrappy, will roll up your sleevesand can make things happen
• Equally comfortable discussinglong-term strategy of the business, while also diving into thedetails of a challenging situation or personally ‘fixing’ a brokenprocess