Sales Manager/Sales Development Representative

About the Role:

We’re seeking an experienced Sales Manager/SDR who’s passionate about driving growth, leading sales initiatives, and managing high-performing teams. You’ll work closely with our leadership, Marketing, and Lead Generation teams to develop and execute sales strategies that convert prospects into long-term partners.

This is a leadership role with a focus on managing the full sales cycle.

What You’ll Do:

1.Lead Acquisition & Qualification

• Actively work on Upwork:

• Monitor new job posts in relevant categories (Web, Mobile, AI/ML, Blockchain, EdTech, FinTech, MVP).

• Respond within 5–10 minutes to high-priority leads.

• Customize proposals using WSY templates + portfolio assets.

Manage Upwork Lead Generation Team:

• Daily coordination with leadgen specialists.

• Approve/disapprove job selections.

• Set quality standards for filtering.

• Track performance KPIs (response speed, proposal quality, profile ranking).

Use GigRadar:

• Check daily lead feed.

• Prioritize “hot” matches.

• Follow up on matched jobs immediately.

• Maintain high response score to keep GigRadar algorithm favorable.

2. Lead Follow-up & Nurturing

• Build and maintain follow-up sequences (manual + CRM-driven).

• Follow up every lead at least 5–7 times across email/Upwork/CRM.

• Maintain a positive, professional tone that matches WeSoftYou brand.

• Confirm discovery calls, send reminders, and handle basic objections.

3. CRM Management

• Use CRM (Zoho/Pipedrive) as the single source of truth.

• Mandatory daily updates:

• Log all messages, calls, follow-ups.

• Update deal stage after every interaction.

• Tag deals by vertical (EdTech/FinTech/AI/Web3, etc.).

• Maintain accurate pipeline forecasting.

• Ensure zero stale deals: no deal remains untouched for more than 48 hrs.

4. Company Knowledge & Positioning

• Deep understanding of WeSoftYou:

• Portfolio and case studies (Living Security, ProUnitas, Miami Dolphins, F1, DocuSign-like platform, etc.).

• Key vertical expertise (EdTech, FinTech, AI, Web3, MVP).

• Differentiators and process: Discovery → D&D → Delivery → QA → Support.

• Pricing models: Fixed price, T&M, Outstaff, Packages.

• Ability to pitch WSY confidently in perfect English, both written and spoken.

5. Communication & Professionalism

• Maintain native-level English in writing and calls.

• Keep a positive, proactive attitude with clients and internal teams.

• Manage time zones (US/EU) and ensure availability for calls as needed.

• Present clean, structured, grammar-perfect communication.

6. Collaboration with Delivery & Management

• Bring delivery team into calls when needed (technical PM/Architect).

• Provide delivery with complete context before handoff.

• Work with CEO on priority deals and strategic accounts.

7. Reporting & KPIs

Daily/weekly responsibilities:

• Daily report:

• New leads processed

• Follow-ups sent

• Calls booked

• Proposals submitted

Weekly KPIs:

• of qualified leads

• of discovery calls booked

• Response time to new leads

• Proposal quality score

• Upwork profile ranking

• Deal conversion rate per stage

8. Tools

• Upwork

• GigRadar

• CRM (Zoho/Pipedrive)

• Slack

• Google Meet / Zoom

• Company sales materials & portfolio library

What we offer:

📈Professional Growth opportunities:
— Ambitious goals and interesting projects;
— Regular & transparent performance review and feedback process;
— Possibility for both vertical or horizontal growth (in case you want to try a different path).

😌Comfortable Working conditions
— Flexible working hours;
— Provision of required equipment;
— Remote working model.

🎁Benefits program
— 18 working days of fully paid vacation;
— Free tax reporting support by our Financial department;
— Help with individual entrepreneurs’ questions and accounting support;
— Financial support and additional days off for various occasions (e.g. marriage, childbirth, etc.);
— Speaking Club to practice and improve English;
— Online sports activities to stay active and healthy.

Requirements

• Proven experience in sales management, ideally within software development company (B2B).

• Strong understanding of the full sales cycle, CRM, and lead qualification.

• Excellent leadership, communication, and negotiation skills.

• Results-oriented with a strategic mindset.

• Ability to coach and develop a sales team for high performance.

• English fluency (С1), both written and spoken.