Business Development Manager - Online Bidding

Key Responsibilities

• Upwork Account Ownership & Growth
• Take end-to-end ownership of the Upwork agency account
• Revive and optimize profile (portfolio, case studies, keywords, positioning)
• Improve visibility, ranking, and inbound lead flow
• Build a long-term strategy to scale Upwork as a revenue channel

• Strategic Bidding & Lead Generation
• Identify and bid on high-value projects
• Focus on quality bidding over volume with strong win probability
• Maintain consistent pipeline generation

• Proposal Strategy & Conversion
• Craft high-converting, personalized proposals
• Align pitches with Antier's portfolio, case studies & past success
• Optimize bid-to-response and response-to-conversion ratios

• Client Handling & Revenue Conversion
• Manage end-to-end client communication
• Handle discovery discussions, requirement clarification, and positioning
• Convert leads into discovery calls, qualified opportunities, and revenue-generating deals

• Collaboration with Sales & Delivery
• Work closely with Sales Managers, Technical Project Managers, and Pre-sales teams
• Ensure seamless handover of opportunities
• Contribute to the solutioning and pricing strategy

• Marketplace Strategy Expansion
• Manage and optimize presence on Upwork (primary focus) and Freelancer, Guru (secondary)
• Experiment with profile positioning, proposal templates, and niche targeting strategies

• Reporting & Performance Tracking
• Track and improve bid-to-response ratio, response to meeting conversion, pipeline value generated, and revenue closed via platforms
• Share weekly insights and optimization strategies.

Required Skills & Experience

• 7+ years of experience in IT services bidding & lead generation via bidding portals
• Proven success in Upwork and other account management (agency level preferred)
• Excellent proposal writing & client communication skills
• Strong understanding of offshore delivery models and IT services sales lifecycle
• Tools & Platforms: Upwork (mandatory expertise), Freelancer, Guru, CRM tools for tracking the lead lifecycle
• Soft Skills: Strong ownership mindset (revenue-focused role), strategic thinker with execution ability, highly disciplined & process-driven, strong negotiation & client-facing skills, ability to work in a fast-paced environment
• Nice to Have: Background in Web3/gaming/NFT ecosystems would be a plus.