BDE – Upwork & Marketplaces

A results-driven BDE who can secure qualified opportunities from freelance marketplaces. The focus is on Upwork plus other relevant platforms, crafting tailored proposals, driving timely follow-ups, and converting opportunities into qualified sales conversations. The role requires strong writing, platform know-how, disciplined CRM usage, and smart use of AI and automation to improve speed and outcomes.

Success Metrics (KPIs)

• Proposal-to-reply rate, discovery calls booked, and qualified leads created.
• Win rate (% of proposals converting to signed SOW/POC) and pipeline value.
• Average first-response time and SLA adherence for follow-ups.
• CRM accuracy/coverage and activity consistency.

Required Qualifications

• 2–4 years’ hands-on experience winning opportunities via Upwork and other marketplaces, with a demonstrable track record (reply rates, wins, revenue influenced).



• Excellent written English; strong proposal writing and negotiation skills.
  
• Working knowledge of software services (web, mobile, custom software, UI/UX, QA, etc.) and the ability to translate requirements into clear scopes.
  
• Proficiency with CRM tools (e.g., HubSpot, Pipedrive) and spreadsheets; disciplined pipeline and activity tracking.
  
• Comfortable using AI and automation for research, drafting, data enrichment, and follow-ups—always in line with platform and company policies.
  
• Organized, metrics-oriented, and able to prioritize high-probability opportunities.

Roles and Responsibilities

• Source, screen, and bid on projects on Upwork and other marketplaces (e.g., Freelancer, Guru, PeoplePerHour, Fiverr Pro, etc.) based on ICP, scope fit, and margin potential.



• Analyze RFPs/briefs, coordinate with solutioning/tech teams for estimates, and draft custom proposals with clear scope, assumptions, and differentiators.
  
• Drive rapid, structured follow-ups; handle client questions; move conversations to discovery calls; ensure smooth internal handoff.
  
• Leverage AI and automation (e.g., writing assistants, research/enrichment, CRM automations, templating/snippets) to speed up proposal drafting, prospect research, and follow-ups while maintaining quality.
  
• A/B test proposal structures, subject lines, and follow-up cadences; track win rates and response times; refine tactics from data.
  
• Maintain CRM hygiene (lead status, notes, timestamps, next steps); keep dashboards current for pipeline, velocity, and conversion.
  
• Collaborate with marketing to incorporate case studies, portfolios, and references in proposals; ensure brand consistency across bids.
  
• Adhere to platform Terms of Service and company guidelines; escalate blockers and competitive intel proactively.
  
• Do not limit bidding to a single platform—expand coverage across marketplaces where our services are relevant and allowed.