SDR and Lead Generation Specialist (Upwork channel)

About the Role

We are looking for a skilled and proactive Lead Generation & SDR Manager with proven Upwork experience to join our team. You will play a critical role in optimizing our Upwork profiles, generating leads, managing the sales funnel, and improving our deal-closing process. You will work closely with our CEO.

This role is an excellent opportunity for someone looking to grow into senior sales leadership positions — such as Sales Director, Head of Business Development, or VP of Sales — within a growing international tech company.

Your Responsibilities

• Increase View rate, Reply rate and Conversion rate doing:
• Optimize and update Upwork freelancers and agency profiles (titles, skills, portfolio, consultations etc. ).
• Monitor and improve performance across all Upwork sub-channels (Talent search, Bidding, Project Catalog, Consultations).
• Develop and test new lead generation strategies (A/B tests, scanners, keywords) using tools like GigRadar to improve important metrics like conversion rates, CPA etc.
• Manage and update the sales pipeline in CRM - HubSpot (currently), Google Docs, etc.
• Respond quickly to new leads, ensure next steps are clear, and maintain consistent follow-ups.
• Assist CEO with sales calls and preparation of supporting documents.
• Schedule and participate in sales review and planning sessions with the CEO.
• Analyze weekly metrics: views, responses, conversions, CPA, and suggest improvements.
• Support social selling (LinkedIn posts about HealthTech, AI in Health, and more).
• Later contribute to expanding other sales channels (e.g., LinkedIn, Clutch, GoodFirms).

What We’re Looking For

• Solid experience in lead generation and sales on Upwork (mandatory).
• Ability to work independently and take ownership of your part of the sales process.
• Strong analytical skills and an interest in improving metrics and processes.
• Experience with CRMs, automation tools (make.com, custom scripts), and follow-up strategies.
• Upper-Intermediate English or higher (B2/C1).
• Willingness to grow with the company and contribute to strategy over time.

What You’ll Gain

• A key role in growing a product-oriented software company
• Close mentorship and collaboration with the CEO and a senior sales consultants
• Real impact on our sales strategy and the opportunity to scale your responsibilities
• A path to senior sales roles such as Head of Sales, Sales Director, or VP of Sales
• Access to a growing portfolio of innovative international clients