Sales Representative/BDE(Upwork)

Job Title: Upwork Sales Representative

Role Overview

We are looking for an experienced Upwork Sales Representative / Business Development Executive who will be responsible for generating new business opportunities through Upwork.

The person will manage the complete Upwork sales cycle, including identifying relevant projects, preparing proposals, communicating with prospective clients, conducting discovery calls, negotiating commercials, and converting opportunities into signed projects.

Key Responsibilities

• Identify and evaluate relevant projects and job postings on Upwork.
• Develop and submit customized, high-quality proposals based on client requirements.
• Research prospective clients, their businesses, requirements, and pain points before submitting proposals.
• Handle client communication through Upwork messaging, calls, and meetings.
• Conduct requirement-gathering and discovery discussions with prospects.
• Prepare appropriate service offerings, project approaches, timelines, and commercial proposals.
• Follow up consistently with prospects and maintain the sales pipeline.
• Negotiate pricing, scope, timelines, and commercial terms with clients.
• Coordinate with technical, recruitment, delivery, and management teams to prepare accurate proposals.
• Convert Upwork leads into projects and achieve monthly/quarterly revenue targets.
• Maintain accurate records of leads, proposals, discussions, follow-ups, and conversions.
• Monitor competitor activity and market trends on Upwork.
• Build long-term relationships with existing Upwork clients and identify opportunities for repeat business and upselling.

Required Skills

• 25 years of experience in Upwork sales / business development / IT services sales.
• Hands-on experience generating leads and winning projects through Upwork.
• Strong understanding of Upwork bidding and proposal processes.
• Excellent written and verbal communication skills.
• Strong negotiation and presentation skills.
• Ability to understand technical requirements and translate them into business proposals.
• Experience selling services such as software development, IT consulting, staffing, staff augmentation, digital services, or similar services.
• Strong follow-up and relationship-management skills.
• Ability to work independently and achieve sales targets.

Key Performance Indicators (KPIs)

• Number of qualified Upwork opportunities identified.
• Number and quality of proposals submitted.
• Proposal-to-interview conversion rate.
• Interview-to-win conversion rate.
• Monthly Upwork revenue generated.
• New clients acquired.
• Average deal value.
• Repeat business and client retention.
• Overall sales pipeline generated through Upwork.

Preferred Qualifications

• Experience working with an IT/software development company.
• Existing Upwork profile or proven Upwork sales track record.
• Experience selling staff augmentation or dedicated development teams.
• Knowledge of international markets, particularly the US, UK, Canada, Europe, or Australia.
• MBA/PGDM in Sales, Marketing, Business Development, or a related field is a plus.