Sr. Manager Marketplace Growth | Karachi (On-site) | Night Shift | PKR Salary

About Client: A US-based AI consulting, technology, and staffing company serving North American clients.

Role Overview - Senior Manager Marketplace Growth

We are seeking an experienced sales leader to own and scale the company's marketplace business across Upwork and other digital marketplaces. This role is responsible for marketplace strategy, revenue growth, team leadership, proposal excellence, pipeline development, client acquisition, and business expansion across AI Consulting, Custom Software Development, Cloud Services, Data Engineering, UI/UX Design, and Staff Augmentation services.

The ideal candidate has a proven track record of managing successful Upwork agency operations, leading business development teams, and consistently generating international software development and technology consulting revenue.

This is a leadership position, not an individual contributor bidding role.

Key Responsibilities

Revenue Growth & Strategy

• Own monthly, quarterly, and annual marketplace revenue targets.
• Develop growth strategies to increase marketplace revenue, profitability, and average deal size.
• Expand service offerings into higher-value opportunities including AI, Software Development, Cloud, UI/UX, Data Engineering, and Staff Augmentation.
• Identify new marketplace opportunities and emerging digital platforms.
• Expand the company's marketplace business beyond Upwork over time.

Marketplace Management

• Manage and optimize the company's presence across Upwork and other digital marketplace platforms.
• Improve agency positioning, portfolios, case studies, and service catalogues.
• Monitor win rates, conversion metrics, marketplace trends, and competitor activity.
• Develop proposal frameworks and account growth strategies.
• Recommend new marketplace offerings and pricing strategies.

Team Leadership

• Lead, mentor, and manage Marketplace Business Development Executives (BDEs) and Bidders.
• Review proposal quality, client communication, and account performance.
• Conduct coaching, performance reviews, and ongoing skills development.
• Establish KPIs and accountability mechanisms.
• Build a high-performance, revenue-focused marketplace sales culture.

Business Development & Client Acquisition

• Qualify opportunities and conduct discovery sessions.
• Prepare estimates, proposals, and solution recommendations.
• Negotiate commercial terms and close new business opportunities.
• Develop long-term relationships with key clients.
• Collaborate with the Client Success & Delivery team to ensure accurate project scoping and seamless project handover.

Reporting & Forecasting

• Maintain sales forecasts and pipeline reports.
• Conduct win/loss analysis and identify improvement opportunities.
• Track marketplace performance metrics and conversion rates.
• Present performance updates, revenue forecasts, and growth recommendations to executive management.

Required Qualifications

Must Have

• 5+ years of experience in Upwork business development or digital marketplace sales.
• Experience managing an Upwork agency profile with measurable revenue results.
• Proven success generating international software development or IT consulting business.
• Experience leading and managing teams of Bidders, BDEs, SDRs, or Account Managers.
• Strong written and verbal communication skills.
• Ability to conduct client discovery, solution positioning, commercial negotiations, and deal closure.

Preferred

• Experience managing marketplace revenue exceeding USD 20,000/month.
• Experience closing projects valued between USD 10,000 and USD 100,000+.
• Familiarity with HubSpot, Pipedrive, or Zoho CRM.
• Understanding of software delivery lifecycles, AI solutions, cloud services, and staff augmentation.
• Experience expanding marketplace business across multiple digital platforms.

Performance Metrics (KPIs)

• Monthly marketplace revenue generated
• New clients acquired
• Proposal-to-meeting conversion rate
• Meeting-to-close conversion rate
• Average project value
• Marketplace profile performance metrics
• Team productivity and utilization
• Marketplace profitability

What Success Looks Like: Within the first 6–12 months, the successful candidate will significantly grow marketplace revenue, improve proposal quality and conversion rates, strengthen the company's marketplace positioning, build a high-performing Marketplace Sales team, expand the company's marketplace business beyond Upwork, and establish a scalable marketplace growth engine.

Automatic Disqualifiers

• Only worked as an individual bidder without leading a team.
• No ownership of marketplace revenue targets.
• No experience managing an Upwork agency profile.
• Limited to low-value freelance projects with no experience selling software development or IT consulting services.
• No client discovery, proposal development, or contract negotiation experience.

Career Path

Senior Manager – Marketplace Growth

Director – Marketplace Sales & Growth

Head of Digital Sales

Other Details:
Experience: 5 Years
Location: Karachi, Pakistan
Work Time: 6:00 PM to 3:00 AM (On-shift)

About HR Ways: HR Ways is an award-winning Technical Recruitment Firm helping software houses and IT Product companies internationally and locally to find IT Talent. HR Ways is engaged by 300+ Employers worldwide, ranging from the world's biggest SaaS Companies to the most competitive Startups. We have entities in Dubai, Canada, the US, the UK, Pakistan, India, Saudi Arabia, Portugal, Brazil, and other parts of the world. Join our WhatsApp Channel https://whatsapp.com/channel/0029VamSiLr5fM5fMtAdCS2M to stay updated, or visit www.hrways.co to learn more.