Senior Business Development Representative

at Upwork (View all jobs)

Upwork ($UPWK) is the world’s work marketplace. We serve everyone from one-person startups to large, Fortune 100 enterprises with a powerful, trust-driven platform that enables companies and talent to work together in new ways that unlock their potential.

Last year, more than $3.8 billion of work was done through Upwork by skilled professionals who are gaining more control by finding work they are passionate about and innovating their careers.

The Upwork Sales team brings our flexible workforce solutions to mid-market and large enterprises to help them adapt to the changing workforce. As a Business Development Representative, you will prospect for new business by phone and email, qualify existing leads, and book sales meetings for the Account Executive (AE) teams. You will work closely with a group of lead gen specialists, sales account executives and marketers.

Job Duties:

• Focus on companies with 250+ employees or 150+ with recent funding.
• Make 100+ outbound calls, emails, and social outreaches daily to connect with with cold outbound prospects to generate interest in Upwork Enterprise Products
• Qualify existing leads, generate new leads, and book sales-qualified meetings, for enterprise Account Executives with director+ prospects that result in sales accepted opportunities (SAOs).
• Specialize in converting inbound MQLs/MQCs into SAOs, in addition to converting cold, outbound efforts into SAOs via their assigned book of business.
• Hit pacing, monthly quota, and activity goals to generate top-of-the-funnel pipeline.
• Provide weekly forecasts and consistently identify enterprise opportunities within the current book of business and net new leads.
• Conduct high-level qualification conversations with senior executives, successfully handling any objections, and educate them on the benefits of partnering with Upwork.
• Drive monthly inputs to achieve quota and activity goals for the month, quarter, and year
• Perform strategic outreach via outbound calls, personalized email messaging, and social outreach e.g., LinkedIn, Vidyard, etc., within specified SLAs to penetrate book of business
• Ensure opportunities are qualified for successful handoff to AE partners.
• Partner with cluster to define strategy within the tiered book of business, focusing on total account penetration and engaging the entire buyer circle.
  
  
  

What it Takes to Catch Our Eye:

• SDR/BDR with 2 or more years of business development experience in a professional services or SaaS environment
• A growth mindset and openness to receive constructive feedback
• High degree of attention to detail and ability to prioritize time to meet weekly deadlines
• Experience with cold outreach or any outbound activity (LinkedIn messaging, emails, cold calls, outside/in-person selling) and use of technology tools such as Zoom, G-suite, and customer relationship management tools.
• Experience collaborating with internal colleagues and external partners throughout an organization
• Hunter's mentality and confidence in meeting business goals and KPIs
• Proven success in consistently achieving and/or exceeding monthly sales revenues
• Values quality over quantity
• Excellent written and verbal communication skills
• Agile in a fast-paced and changing environment
  
  
  

Come change how the world works.

At Upwork, you’ll shape talent solutions for how the world works today. We are a remote-first organization working together to create exciting remote work opportunities for a global community of professionals. While we have physical offices in San Francisco and Chicago, currently we also support hiring of corporate full-time employees in 15 states in the United States. Please speak with a member of our recruitment team to determine whether you are located in a state in which we are hiring corporate full-time employees.

Our vibrant culture is built on shared values and our mission to create economic opportunities so that people have better lives. We foster amazing teams, put our community first, and have a bias toward action. We encourage everyone to bring their whole selves to work and grow together through development opportunities, mentorship, and employee resource groups. And oh yeah, we've also got amazing benefits - including medical insurance for you and your family, unlimited PTO, 401(k) with matching, 12 weeks of paid parental leave, and a generous Employee Stock Purchase Plan. Check out our Life at Upwork page to learn more about our benefits and the employee experience.

Check out our Life at Upwork page to learn more about the employee experience.

Upwork is proudly committed to recruiting and retaining a diverse and inclusive workforce. As an Equal Opportunity Employer, we never discriminate based on race, religion, color, national origin, gender (including pregnancy, childbirth, or related medical condition), sexual orientation, gender identity, gender expression, age, status as a protected veteran, status as an individual with a disability, or other applicable legally protected characteristics...

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

The pay range displayed below reflects the hourly rate for this position in California and Washington, and the rate in other locations may be different. Additionally, this position is eligible for participation in an annual sales incentive plan and is eligible to participate in our long term equity incentive program.

Hourly Pay

$29.81—$29.81 USD

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

Annual Base Compensation

$62,000—$62,000 USD

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