Upwork Business Development Manager

Job Description: Senior Upwork Business
Development Manager / Proposal Specialist

Company: SoluLab
Location: India
Experience: 5+ years in Upwork business development, proposal writing, or
client acquisition
Working Hours: 3:00 PM to 12:00 AM IST
Compensation: ₹7–9 LPA + Performance-Based Commission
Employment Type: Full-Time

About SoluLab

SoluLab is a technology solutions company specializing in AI, Generative AI, AI
Agents, blockchain, Web3, and custom software development. We help
startups, growing businesses, and enterprises build and scale technology
products for global markets.

We are looking for a Senior Upwork Business Development Manager /
Proposal Specialist with a proven record of acquiring new clients and
generating substantial revenue through Upwork. The ideal candidate will have
hands-on experience identifying high-value opportunities, writing winning
proposals, managing client conversations, negotiating deals, and converting
leads into long-term business relationships.

Key Responsibilities

• Client Acquisition: Identify, qualify, and acquire new clients through
Upwork, focusing on high-value projects in AI, software development,
blockchain, Web3, and related technology services.
• Proposal Strategy and Writing: Research job postings, understand client
requirements, and write personalized, compelling proposals that
improve response rates and drive conversions.
• Business Development: Manage the complete sales cycle, from
opportunity identification and proposal submission to client meetings,
negotiations, deal closure, and project handover.
• Revenue Generation: Consistently achieve client acquisition and revenue
targets by focusing on qualified opportunities and high-value projects.

• Lead Qualification: Evaluate project budgets, client credibility, scope,
competition, and potential profitability before investing proposal credits
and sales efforts.
• Client Relationship Management: Build strong client relationships,
identify repeat business opportunities, and generate additional revenue
through account expansion and long-term engagements.
• Pipeline Management: Maintain accurate records of proposals, client
conversations, follow-ups, deal stages, win rates, and revenue generated.
• Collaboration: Work closely with internal sales, technical, and delivery
teams to prepare relevant proposals, validate project feasibility, and
ensure smooth client onboarding.
• Performance Optimization: Track proposal performance and sales
metrics, identify gaps, and continuously improve the approach to client
acquisition and conversion.

Mandatory Requirements

• Minimum 5 years of relevant experience in Upwork business
development, proposal writing, or freelance marketplace sales.
• A verifiable track record of closing 15–20 new clients through Upwork
within the last 12 months.
• Demonstrated ability to generate US$250,000–US$500,000 in new
business revenue through Upwork during the last 12 months.
• Strong expertise in writing personalized proposals for technical and
software development projects.
• Experience managing client discussions, discovery calls, negotiations,
and deal closures independently.
• Strong understanding of Upwork's bidding process, Connects usage,
profile positioning, lead qualification, and marketplace dynamics.
• Excellent written and verbal communication skills, with the ability to
engage international clients professionally.
• Experience working with technology services such as AI/ML, Generative
AI, blockchain, Web3, SaaS, or custom software development is highly
preferred.

• Ability to work independently, manage a sales pipeline, and deliver
measurable business results.

Mandatory Application Requirement: Upwork Agency Profile
Applicants must share their Upwork Agency profile link for verification.
Applications without a verifiable Upwork Agency profile or equivalent
supporting evidence of their claimed results may not be considered.

Candidates should be prepared to substantiate the following:

• Number of new clients acquired through Upwork in the last 12 months.
• New revenue generated during the same period, distinguishing new
business from repeat-client revenue where possible.
• Relevant agency projects, contract history, client feedback, and portfolio.
• Their individual contribution to proposal writing, client acquisition,
negotiations, and deal closures, particularly where results were