We are looking for a Lead Generation Specialist who will be responsible for generating qualified opportunities through Upwork.
Your main goal will be not simply to send proposals, but to identify the right projects, understand the client’s actual needs, create relevant and personalized outreach, and turn Upwork opportunities into qualified conversations for our sales team. Responsibilities * Monitor Upwork daily and identify relevant projects based on our ICP, services, technologies, budget, geography, and other qualification criteria * Analyze job posts and quickly assess whether an opportunity is worth pursuing * Prepare and send personalized proposals tailored to each client’s request * Work with multiple Upwork profiles and select the most relevant profile/expertise for each opportunity * Use AI tools to speed up research and proposal preparation while keeping communication personalized and human * Coordinate with sales, marketing, and technical specialists when additional expertise is needed * Track channel performance and continuously improve targeting, proposals, and bidding approach * Analyze which projects, industries, technologies, budgets, and messaging generate the best results
What we expect * Experience with Upwork lead generation / business development, preferably for an IT outsourcing, software development, or technology company * Good understanding of how Upwork works: search, filters, connects, proposals, profiles, client history, competition, and project qualification * Ability to distinguish a potentially valuable opportunity from a low-quality lead * Strong written English (B2+) * Ability to write concise, personalized, non-template proposals * Understanding of basic software development terminology and ability to work with technical project descriptions will be a plus * Strong research and analytical skills * Experience using AI tools for research and communication * Result-oriented mindset: focus on qualified leads and conversations rather than simply the number of proposals sent
Soft skills — very important for this role For this position, soft skills are just as important as previous Upwork experience. We are looking for someone who can think independently, communicate well, and take ownership of the channel. * Proactivity — You notice opportunities, suggest ideas, test approaches, and look for ways to improve results. * Ownership — you treat Upwork as your area of responsibility and care about the final result, not just completing a list of tasks. * Critical thinking — you can analyze a project instead of mechanically matching it against keywords and understand whether it represents a real opportunity for us. * Strong communication skills — you can communicate clearly, naturally, and professionally with both potential clients and the internal team. * Curiosity — if you don’t understand a client’s business, technology, or request, your first instinct is to research and understand it. * Attention to detail — you notice important information in job descriptions and client profiles. * Adaptability — you can adjust messaging and approach depending on the client, project, industry. * Good judgment — you know when you can make a decision independently and when it’s better to involve a sales or technical specialist. * Responsibility and reliability — you follow through on conversations, don’t lose opportunities, and keep information organized and up to date. * Openness to feedback — you are comfortable discussing results, learning from unsuccessful proposals, and changing your approach when something doesn’t work. * Teamwork — you actively collaborate with sales, marketing, and technical teams instead of working in isolation.
Will be a plus * Experience generating leads for custom software development / staff augmentation companies * Understanding of SaaS, marketplaces, AI/automation, Ruby on Rails, Python, mobile and web development * Experience working with CRM systems such as HubSpot * Experience with Upwork analytics and optimization of agency/freelancer profiles
We do not measure success simply by the number of proposals sent. The goal is to find the right opportunities and convert them into real sales conversations.
