Head of Upwork Sales & Marketplace Growth| Karachi | Night Shift | Onsite | PKR Salary

About Client

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

Position Overview

We are seeking an experienced sales leader to own and scale Netpace'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 Netpace's marketplace business beyond Upwork over time.

Marketplace Management

Manage and optimize Netpace'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 Netpace's marketplace positioning, build a high-performing Marketplace Sales team, expand Netpace'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:

Work Type: Onsite
Working Days: Monday to Friday
Work Time: 6:00 pm to 3:00 am
Experience: 5 Years
Employment Type: Full-time
Location: Karachi, Pakistan

About HR Ways:

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