Account Manager, Commercial

• Partner with our Commercial customers to demonstrate a compelling business case for Upwork through a consultative and value-driven sales approach

• Stay current on clients' business, industry, key objectives and challenges so that you can be a trusted ally and provide thought leadership at the Exec level through regular QBRs and EBRs

• Build trusted relationships with Economics Buyers and key decision makers (VP+), and multi-thread to new stakeholders/functions to evangelize the value of Upwork compelling them to use it, thus securing new business and growing overall customer revenue

• Secure annual subscription renewals, drive paper process, validate budgets, align stakeholders, negotiate

• Internally, own topline customer revenue (expansion and retention) on the platform, in partnership with Customer Success; own the weekly internal Forecast

• Work closely with cross-functional partners including Customer Success, Professional Services, Support, Marketing, Product, Engineering in delivering customer value

• 3+ years of experience in quota-carrying Sales roles selling to existing customers, experience with a high volume of customers; prior SDR/AE (new biz) experience a plus

• Experience with consumption-based models, HR/TA tech, Staffing, VMS/MSP industries a plus

• Proven track record of consistently meeting/exceeding Sales goals (retention and growth)

• Proven ability to connect your companies’ product/services to customer business needs

• Excellent communication skills, confident executive presence, ability to effectively influence stakeholders

• Strong consultative skills, including effective discovery, creative problem solving, and follow-through

• Strong sense of ownership, bias for action, resilience - you roll up your sleeves and make things happen

• Ability to effectively prioritize, focusing on highest impact initiatives

• Collaboratively competitive, hungry for achievement and passionate about self-development

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