Marketplace Account Executive

Upwork•Chicago, TX

15d

About The Position

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.

Requirements

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

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