Senior Business Development Manager – Upwork

Prometteur Solutions Pvt. Ltd.; Surat; On-site; INR 100,000 - 1,200,000; Full time

Benefits offered by this job

Performance incentives

On-site work in Surat

Growth path into Channel Head

Job summary

Prometteur Solutions Pvt. Ltd. invites an experienced Senior Business Development Manager to own and optimize the Upwork channel, including bidding strategy, agency and manager profiles, and lead qualification.

You will personally close mid-to-high-ticket IT projects and lead a small team to deliver on targets for global clients. This AI-first role requires daily use of ChatGPT/Claude/Gemini for proposals, research, and outreach, with a clear path into leadership as the team scales.

Qualifications

• 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.
• Proven team-management experience — led or mentored 1–2 BDEs/freshers with clear ownership of 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 — for proposals, research, and follow-ups.
• Strong written English — proposal writing as a competitive advantage; AI as amplifier, not crutch.
• Confident on discovery calls and negotiations with international clients.
• CRM discipline — HubSpot, Zoho, or equivalent.
• Self-driven, target-oriented; willing to be on-site in Surat.

Responsibilities

• Run and optimize Upwork agency accounts and manager profiles in parallel — each tuned to a service line, geography, or client tier.
• Own JSS, response rate, top-rated / rising-talent badges, and overall account health across profiles.
• Build a connects-allocation strategy across accounts — what bids, how often, at what price, with which profile.
• Refresh portfolios, case studies, niche specializations, and agency descriptions to stay first-page on searches.
• Lead a team of 2–3 junior BDEs/freshers — set daily/weekly bidding targets; review every proposal.
• 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 pipeline, win rate, and proposal quality.
• Build the team's playbook — templates per service line, qualification checklists.
• Personally close mid-to-high-ticket IT projects — web, mobile, custom software, SaaS, cloud, AI — globally.
• Run discovery calls on Zoom with founders/decision-makers; scope and close proposals.
• Coordinate with delivery/tech for SOWs, estimations, and pre-sales scoping.
• Negotiate commercials, payment terms, and milestone structures.
• Maintain pipeline hygiene in HubSpot — log leads, update deals, set next steps.
• Hit personal monthly closures and team revenue targets.
• Report weekly on closures, pipeline health, and performance.

Skills

Upwork selling

Team leadership

Proposal writing

AI tools

Negotiation

CRM discipline

Discovery calls

Tools

HubSpot

Zoho

Upwork

Job description

Senior Business Development Manager – Upwork

• Full-time
• Compensation: INR 100000 - INR 1200000 - yearly

We at Prometteur Solutions Pvt. Ltd. are a team of IT experts, who came with a promise of delivering technology-empowered business solutions. We provide world-class software and web development services that focus on playing a supportive role to your business and its holistic growth. Our highly-skilled associates and global delivery capabilities ensure the accessibility and scale to align client's technology solutions with their business needs. Our offerings span the entire IT lifecycle: from Consulting through Packaged, Custom, and Cloud Applications as well as a variety of Infrastructure Services.

You will own Prometteur's entire Upwork channel — bidding strategy, agency profiles, manager profiles, lead qualification, proposals, calls, closure, and the team that supports it.

You will personally close mid-to-high-ticket projects and lead a small team of junior BDEs/freshers who handle bidding and lead generation under your direction. You carry both an individual closure target and a team revenue target. This is a senior, hands-on, AI-first role with a clear path into a Channel Head / Sales Head seat as the team scales.

Important: This is an AI-first sales role. We expect you to use ChatGPT, Claude, Gemini, and modern sales-AI tooling daily — for proposals, lead research, follow-ups, profile/portfolio refresh, competitor analysis, and team productivity. Comfort with AI is non-negotiable.

What You’ll Own

• Run and optimize multiple Upwork agency accounts and manager profiles in parallel — each tuned to a service line, geography, or client tier.
• Own JSS, response rate, top-rated / rising-talent badges, and overall account health across every profile.
• Build a connects-allocation strategy across accounts — what bids, how often, at what price, with which profile.
• Continuously refresh portfolios, case studies, niche specializations, and agency descriptions to stay first-page on relevant searches.
• 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,
• 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.

AI-Powered Workflow

• 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.

Must-Haves

• 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.

Nice-to-Haves

• 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.

What You Get

• 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.