Marketplace Account Executive

Upwork Inc.’s (Nasdaq: UPWK) family of companies connects businesses with global, AI-enabled talent across every contingent work type including freelance, fractional, and payrolled. This portfolio includes the Upwork Marketplace, which connects businesses with on-demand access to highly skilled talent across the globe, and Lifted, which provides a purpose-built solution for enterprise organizations to source, contract, manage, and pay talent across the full spectrum of contingent work. From Fortune 100 enterprises to entrepreneurs, businesses rely on Upwork Inc. to find and hire expert talent, leverage AI-powered work solutions, and drive business transformation. With access to professionals spanning more than 10,000 skills across AI & machine learning, software development, sales & marketing, customer support, finance & accounting, and more, the Upwork family of companies enables businesses of all sizes to scale, innovate, and transform their workforces for the age of AI and beyond.

Since its founding, Upwork Inc. has facilitated more than $30 billion in total transactions and services as it fulfills its purpose to create opportunity in every era of work. Learn more about the Upwork Marketplace at Upwork.com and follow us on LinkedIn, Facebook, Instagram, TikTok, and X; and learn more about Lifted at Go-Lifted and follow on LinkedIn.

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.

Responsibilities

• 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 deeply

• 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

What it takes to catch our eye

• 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

Come change how the world works.

At Upwork, you’ll shape the future of work for a global, remote-first workforce, creating economic opportunities for professionals worldwide. While we have a physical office in Palo Alto, we currently hire full-time employees in 34 U.S. states, making it easier than ever to join our mission from wherever you call home.

Our culture is built on trust, risk-taking, customer focus, and excellence, all in service of our core mission: to create economic opportunities so people have better lives. We embrace authenticity and inclusion, encouraging everyone to bring their whole selves to work. Personal and professional growth is a priority here, supported through development programs, mentorship, and our Upwork Belonging Communities.

We’re proud to offer benefits that go beyond the basics, including comprehensive medical coverage for you and your family, unlimited PTO, a 401(k) plan with matching, 12 weeks of paid parental leave, and an Employee Stock Purchase Plan. Visit our Life at Upwork page to learn more about our values, working principles, and the overall employee experience.

Ready to help shape the future of work? Check out our Careers page to learn more about opportunities at Upwork.

Upwork is an Equal Opportunity Employer committed to recruiting and retaining a diverse and inclusive workforce. We do not discriminate based on race, religion, color, national origin, gender (including pregnancy, childbirth, or related medical conditions), sexual orientation, gender identity, gender expression, age, status as

Please note that a criminal background check may be required once a conditional job offer is made. Qualified applicants with arrest or conviction records will be considered in accordance with applicable law, including the California Fair Chance Act and local Fair Chance ordinances.

The estimated base compensation pay range for this role is displayed below.

Salary Range

$90,000—$130,000 USD

This position is also eligible for sales incentive compensation, and when combined with the base compensation, the estimated On-Target Earnings (OTE) for this position amount.

OTE

$180,000—$260,000 USD

Upwork is an Equal Opportunity Employer committed to recruiting and retaining a diverse and inclusive workforce. We do not discriminate based on race, religion, color, national origin, gender (including pregnancy, childbirth, or related medical conditions), sexual orientation, gender identity, gender expression, age, status as a protected veteran, status as an individual with a disability, genetic information, or other legally protected characteristics under federal, state, or local law.

Please note that a criminal background check may be required once a conditional job offer is made. Qualified applicants with arrest or conviction records will be considered in accordance with applicable law, including the California Fair Chance Act and local Fair Chance ordinances. The Company is committed to conducting an individualized assessment and giving all individuals a fair opportunity to provide relevant information or context before making any final employment decision.

To learn more about how Upwork processes and protects your personal information as part of the application process, please review our Global Job Applicant Privacy Notice