Director, Sales Finance

Upwork ($UPWK) is the world’s work marketplace. We serve everyone from one-person startups to over 30% of the Fortune 100 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 $3.3 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. 

Upwork is looking for a Director to lead our Sales Finance team. In this role, you will work closely with partners in Sales, Sales Operations, FP&A, Accounting, Analytics, HR, and other teams to develop and administer a world class sales compensation program..

Your Responsibilities:

• Lead the annual sales compensation planning process, gathering constructive feedback from a wide range of stakeholders to ensure that sales goals and compensation align with the company’s overall strategy and financial goals.
• Build and launch training materials that ensure every participant understands their compensation plans.
• Ensure accurate, timely, and reliable plan administration including quota allocation, plan distribution, monthly accrual support, and payout calculations.
• Provide regular reporting and insights to Upwork’s senior leadership on plan payouts and KPIs of overall sales performance.
• Partner closely with Sales Operations, Analytics, Accounting, Financial Systems and other teams to ensure that data used to calculate sales compensation are accurate, processes are documented, and tools are reliable.
• Partner closely with Total Rewards and other stakeholders to ensure that Upwork’s sales compensation reflects industry best practices.
• Identify opportunities to improve the efficiency and scalability of the Sales Finance team’s processes over time.
• Provide mentorship and coaching to a team of up to 3.

What it takes to catch our eye:

• 10+ years of Finance, Sales Operations, Compensation and/or Strategy & Operations work experience; MBA and/or tech industry experience a plus.
• Proven leadership ability, 2+ years of people management experience.
• Expert knowledge of sales compensation concepts (including quota, territory, accelerators, and spiffs) plan structures, processes, and methodologies.
• Familiarity with sales compensation planning tools (Anaplan, Adaptive).
• Familiarity with general finance concepts.
• Player-coach mentality, willingness to roll up sleeves and dig into difficult problems.
• Superb attention to detail.
• Excellent communication, negotiation, and listening skills; ability to influence and handle conflict resolution.
• Excellent modeling, reporting and presentation skills (Excel, Google suite).
• Ability to handle confidential information and maintain trust.
• Project management skills, including the ability to manage vendor relationships and work on multiple projects at the same time.

The annual base salary for this position in California and Washington ranges from $177,000- $208,000 The range displayed reflects the minimum and maximum salary for this position in California and Washington, and individual base pay will depend on your skills, qualifications, experience, and location. Additionally, this position is eligible for the annual bonus plan or sales incentive plan and eligibility to participate in our long term equity incentive program.

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 19 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.

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