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Sales Manager/Sales Development Representative

  • Remote
    • Київ, Kyiv, Ukraine
  • Sales

Job description

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.

Job 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.

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