Senior Business Development Manager – Upwork

• Lead a team of 2–3 junior BDEs / freshers — set daily and weekly bidding targets,

review every proposal before it goes out, and monitor connect spend.

• Onboard and train freshers on Upwork dynamics, lead qualification, proposal writing,

scoping conversations, and client handling.

• Run daily stand-ups and weekly 1:1s; track each BDE's pipeline, win rate, and proposal

quality.

• Build the team's playbook — proposal templates per service line, qualification checklists,

follow-up cadences, objection handling.

• Personally close mid-to-high-ticket projects in IT services — web, mobile, custom

software, SaaS, cloud, AI — across global clients.

• Run discovery calls on Zoom with founders and decision-makers; scope, structure, and

close commercial proposals.

• Coordinate with the delivery / tech team for SOWs, estimations, and pre-sales technical

scoping.

• Negotiate commercials, payment terms, and milestone structures.

• Maintain disciplined pipeline hygiene in HubSpot — every active lead logged, deal stage

updated, next step set.

• Hit personal monthly closure target AND team-level monthly revenue target.
• Report weekly to leadership on closures, pipeline health, win/loss reasons, and team

performance.

• Spot trends in the Upwork market — verticals, project sizes, geographies, price points

that are converting — and tune team strategy accordingly.

• Use ChatGPT / Claude / Gemini daily for proposal drafting, personalization, lead and

company research, follow-ups, and rejection-recovery messages.

• Build and maintain reusable AI prompt libraries for the team — proposal templates by

service line, discovery-call prep, scope clarifications, objection handling.

• Use AI for portfolio and case-study refresh, profile/agency description optimization, and

SEO-friendly Upwork copy.

• Deploy AI for competitive intel — analyze who's winning similar jobs, at what price, with

what positioning, and feed insights back into bidding.

• Train freshers to bid faster and smarter with AI — without sacrificing quality,

personalization, or compliance with Upwork ToS.

• Continuously evaluate new sales-AI tooling (Clay, Apollo, Lavender, etc.) and roll in what

works.

• 3+ years of hands-on selling on Upwork with verifiable closures in IT services

(non-iGaming).

• Has handled multiple Upwork agency accounts and manager profiles simultaneously —

knows how to run them without crossover or policy issues.

• Proven team-management experience — has led or mentored at least 1–2 BDEs /

bidders, with clear ownership of their output and targets.

• Deep working knowledge of Upwork: JSS, profile rank, connects, agency vs. freelancer

accounts, badges, boosting, dispute handling, ToS boundaries.

• Daily, hands-on use of AI tools — ChatGPT, Claude, or Gemini — for proposals,

research, and follow-ups.

Anyone not using AI in their workflow is not a fit.

• Strong written English — proposal writing should be a competitive advantage; AI is your

amplifier, not your crutch.

• Confident on discovery calls and negotiations with international clients.
• CRM discipline — HubSpot, Zoho, or equivalent — and comfort with outreach / tracking

tooling.

• Self-driven, structured, target-oriented; willing to be on-site in Surat.

• Experience on additional freelance platforms — Codeur, Contra, Toptal, Freelancer.
• Background selling custom software, mobile apps, AI, or cloud / DevOps services.
• Built or maintained a personal AI prompt library / workflow for sales tasks.
• Hiring experience — has helped recruit and ramp junior BDEs.

• Full ownership of one of Prometteur's strongest acquisition channels from Day 1.
• Team to lead from the start — no waiting to earn the leadership track.
• Performance incentive tied to both your closures and your team's output.
• Clear growth path into Channel Head / Sales Head as the team scales.