Sales Manager/Sales Development Representative

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.

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

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.

• 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.