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