Senior Upwork Business Development Specialist

Overview

HackerKernel is a technology services provider based in Bhopal, India with a team of over 120 engineers delivering tailored software and staff augmentation solutions globally. Serving clients in the US, UK, UAE, and Australia, HackerKernel specializes in web, mobile, AI-enabled platforms, Salesforce consulting, and remote developer staffing. The company supports more than 60 clients including startups backed by renowned investors. Technologies include React, Node.js, Laravel, React Native, Flutter, Python, Angular, Salesforce, AI/ML, cloud, and DevOps with a focus on quality and agility.

Role Summary

The company seeks a Senior Upwork Specialist to independently generate business opportunities on Upwork while leading and mentoring a bidding team. The candidate should have a demonstrated history of securing major international clients, closing deals successfully, and meeting revenue goals consistently.

Key Responsibilities

• Identify and qualify business prospects via Upwork.
• Create tailored proposals that effectively respond to client needs.
• Establish and maintain strong client relationships internationally to convert leads into ongoing engagements.
• Analyze client requirements and collaborate with technical teams to develop accurate cost estimates and solutions.
• Negotiate project scope, pricing, timelines, and contractual terms with clients.
• Lead client discussions, discovery meetings, and project transitions smoothly.
• Maintain a robust sales pipeline and consistently meet monthly revenue targets.
• Manage the end-to-end sales process from lead acquisition through contract signing and project handoff.
• Monitor proposal outcomes, conversion rates, and revenue metrics.
• Coach junior Upwork specialists to enhance proposal effectiveness and improve closing rates.
• Formulate bidding strategies tailored to different service areas.
• Ensure coordination with delivery, project, and account teams to facilitate onboarding.
• Keep current on Upwork policies, market trends, and competitor activity.
• Accurately maintain CRM data and generate sales reports.

Essential Qualifications and Skills

• 5 to 8 years of proven experience driving business development via Upwork within IT services.
• A strong track record of winning and closing international IT projects.
• In-depth understanding of software development services such as web, mobile, AI/ML, cloud, UI/UX design, Salesforce consulting, QA & testing, and DevOps.
• Fluent written and spoken English communication skills.
• Effective negotiation and client relationship management capabilities.
• Experience working with clients across diverse international markets including US, UK, Europe, Australia, and Middle East.
• Ability to craft personalized proposals based on distinct client requirements.
• Strong analytical thinking and decision-making aptitude.
• Capable of working autonomously with minimal oversight.
• Preferred experience managing a small bidding team.

Desired Credentials

• Experience with Upwork agency profiles holding Top Rated or Top Rated Plus status.
• Familiarity with tools such as LinkedIn Sales Navigator, Apollo, CRM platforms, and email marketing for outreach.
• Experience in cross-selling and upselling IT services is a plus.
• Understanding Agile development methodologies.

Performance Metrics

• Number of qualified leads generated monthly.
• Proposal to interview conversion rates.
• Interview to project conversion rates.
• Monthly revenue achievements.
• Client retention and repeat business rates.
• Average value per project secured.
• Team productivity and effectiveness if managing staff.

Employee Benefits

• Competitive compensation with performance-based incentives.
• Exposure to global clients and projects.
• Potential career advancement to Business Development Manager or Sales Head roles.
• Access to learning and professional growth opportunities.
• A work environment that fosters collaboration and innovation.
• Five-day workweek with alternate Saturday off.
• Paid leaves and compliance with statutory benefits.
• Recognition and rewards based on performance.