Sr Lead, Pricing Strategy Manager

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 on LinkedIn, Facebook, Instagram, TikTok, and X; and learn more about Lifted at go-lifted.com and follow on LinkedIn.

Upwork is looking for an experienced professional to join as Sr. Lead Pricing Strategy Analyst. We seek a strategic thinker and data-driven pricing expert responsible for developing, executing, and optimizing long-term pricing strategies across the Upwork Marketplace. This individual will work across several teams to develop pricing strategies, policies, and tools to enhance revenue and profitability for Upwork, in a way that is fully consistent with the value of the platform for its customers and stakeholders. 

• You will develop pricing proposals, drive cross-function alignment and leadership approval, implement enhancements and changes successfully, and measure impact and effectiveness for continuous improvement. 
• You will facilitate strategic decision-making by formulating and validating hypotheses through market, competitive, customer, and partner research and pricing experiments, employing rigorous analytical techniques. 
• You will conduct in-depth pricing and statistical analysis to evaluate and develop a framework of price elasticity and customer behavior impact. 
• You will be the expert on data and metrics, develop KPIs’ to monitor pricing performance, identify trends and opportunities, and turn metrics into actions that improve business results and pricing efficacy. 
• You will be the trusted partner with BU, sales, and other stakeholders to drive alignment on roadmap, value proposition,  and pricing strategies, and to facilitate key product and marketing initiatives.   
• You will remain vigilant in monitoring market trends, competitive landscapes, and customer insights, recognizing them as pivotal factors in pinpointing pricing opportunities and spearheading pricing research and strategy.

• Minimum of 5 years of experience in pricing strategy, strategy consulting, or corporate strategy, including developing and implementing monetization and pricing strategies, ideally with significant experience working with two sided-marketplaces and/or SaaS companies.
• Experience in qualitative and quantitative analysis, statistical modeling, and data visualization tools . 
• Experience in customer research and pricing tests.  
• High level of attention to detail and ability to juggle multiple projects at once.
• Capable of driving cross-functional alignment, turning a pricing strategy into a detailed execution plan and then reality.  
• Able to identify and develop solutions to complex problems from a strategic and operational perspective.
• Able to analyze data and distill into actionable insights for senior leadership.
• Capable of communicating concepts clearly and credibly to multiple audiences.
• Self-motivated and thrives in a fast-paced environment.

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 a protected veteran, status as an individual with a disability, genetic information, or other legally protected characteristics under federal, state, or local law.