Sr Lead, Pricing Strategy Analyst

Overview

Upwork Inc.’s (Nasdaq: UPWK) family of companies connects businesses with global, AI-enabled talent across contingent work types including freelance, fractional, and payrolled. The Upwork Marketplace provides on‑demand access to skilled talent worldwide, and Lifted offers a solution for enterprise organizations to source, contract, manage, and pay talent across the full spectrum of contingent work. Upwork helps businesses of all sizes scale, innovate, and transform their work forces for the age of AI and beyond.

Upwork is looking for an experienced professional to join as Sr. Lead Pricing Strategy Analyst. The role is responsible for developing, executing, and optimizing long‑term pricing strategies across the Upwork Marketplace, collaborating with cross‑functional teams to enhance revenue and profitability while delivering value to customers and stakeholders.

• Develop pricing proposals, drive cross‑functional alignment and leadership approval, implement enhancements and changes, and measure impact for continuous improvement.
• Facilitate strategic decision‑making by formulating and validating hypotheses through market, competitive, customer, and partner research and pricing experiments, using rigorous analytical techniques.
• Conduct in‑depth pricing and statistical analysis to evaluate price elasticity and customer behavior impact.
• Serve as the expert on data and metrics; develop KPIs to monitor pricing performance, identify trends and opportunities, and translate metrics into actionable improvements.
• Partner with business units, sales, and other stakeholders to align on roadmap, value proposition, and pricing strategies; support product and marketing initiatives.
• Monitor market trends, competitive landscapes, and customer insights to identify pricing opportunities and lead pricing research and strategy.

• Minimum of 5 years of experience in pricing strategy, strategy consulting, or corporate strategy, including monetization and pricing strategy development, ideally with two‑sided marketplaces and/or SaaS.
• Experience in qualitative and quantitative analysis, statistical modeling, and data visualization tools.
• Experience in customer research and pricing tests.
• Strong attention to detail and ability to manage multiple projects concurrently.
• Ability to drive cross‑functional alignment and turn pricing strategy into a detailed execution plan.
• Capacity to identify and develop solutions to complex problems from strategic and operational perspectives.
• Ability to analyze data and distill actionable insights for senior leadership.
• Clear and credible communication of concepts to multiple audiences.
• Self‑motivated and thrives in a fast‑paced environment.

Come change how the world works.

At Upwork, you’ll shape the future of work for a global, remote‑first workforce. While we have a physical office in Palo Alto, we currently hire full‑time employees in 34 U.S. states.

Our culture is built on trust, risk‑taking, customer focus, and excellence, with a focus on authentic inclusion. We offer benefits including comprehensive medical coverage, unlimited PTO, a 401(k) plan with matching, 12 weeks of paid parental leave, and an Employee Stock Purchase Plan. Learn more on our Life at Upwork page.

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, veteran status, disability status, genetic information, or other legally protected characteristics under federal, state, or local law.