Upwork Specialist

About the Role
We are looking for a proactive Business Development Manager to drive client acquisition and sales growth on freelance platforms like Upwork. In this role, you will prepare compelling proposals, engage with clients from the first touchpoint to project launch, and ensure long-term collaboration. This is a great opportunity for someone with strong communication skills, sales mindset, and a passion for IT services.

Requirements:

• Proven experience in sales, business development, or lead generation (experience on Upwork or other freelance marketplaces is a plus, but not mandatory).
• Basic understanding of IT services, software development processes, and technical expertise.
• English proficiency at Upper-Intermediate level or higher (both written and spoken).
• Strong skills in writing structured and persuasive commercial proposals (proposals, cover letters).
• Negotiation and business correspondence skills, with a focus on closing deals.
• Proactive, responsible, detail-oriented, and eager to learn quickly.

Nice to Have:

• Hands-on experience with Upwork or other freelance platforms (Freelancer, Fiverr, Toptal, etc.).
• Familiarity with CRM systems.
• Experience conducting intro calls with clients.

Responsibilities:

• Search and attract new clients via Upwork.
• Prepare personalized applications and proposals tailored to client vacancies.
• Respond promptly to client requests and follow-ups.
• Participate in presale activities: clarify requirements, collaborate with the team on time and budget estimates, and negotiate terms.
• Support clients at the project initiation stage, maintain communication, and ensure customer satisfaction.
• Work on upselling and extending existing client collaborations.
• Manage the Upwork account (profile, rating, optimization, and testing proposal templates).
• Analyze performance metrics (conversion rates, feedback, cost per lead).
• Collaborate with resource managers to match and present developers for specific client requests.
• Coordinate communication with internal teams involved in the sales and project launch process.
• Contribute to the development and implementation of the sales strategy on freelance platforms.
• Maintain internal reporting and keep the lead/CRM database updated.