IT Client Acquisition Specialist – Upwork

About the role

The Tech Tribe (TTT) is a technology and software development company offering custom software, web and mobile applications, SaaS platforms, AI solutions and business process automation. It is expanding its international client base and is hiring an IT Client Acquisition Specialist to strengthen its in-house sales operations. The role focuses on measurable client acquisition through strategic Upwork bidding, relationship building and consistent sales execution.

Key responsibilities

• Research and identify potential clients on Upwork seeking web development, mobile apps, SaaS, AI and custom software solutions.
• Evaluate opportunities by client credibility, requirements, estimated value and fit with technical expertise.
• Prepare clear, tailored proposals addressing client challenges and highlighting technical solutions.
• Own the full lead generation process, from opportunity identification to client onboarding.
• Engage prospects through Upwork messaging, discovery conversations and scheduled meetings.
• Work with developers to define solutions and estimates, and build a structured pipeline of qualified leads.
• Follow up with prospects, support pricing discussions and contract negotiations.
• Monitor proposal performance, response rates and conversion metrics, and improve bidding efficiency and lead quality.

Required profile

• Minimum 1 year of professional experience in Upwork bidding, client acquisition or IT sales.
• Hands-on experience securing clients or projects through Upwork.
• Excellent English writing and confident verbal communication for international clients.
• Ability to identify genuine opportunities and avoid low-quality projects.
• Strong follow-up, negotiation and relationship-building skills; able to manage several prospects and work independently while coordinating with technical and project management teams.

Required skills

• Upwork bidding strategies, proposal submissions and client communication.
• Understanding of software development services: web apps, mobile apps, SaaS, API integrations and AI solutions.
• Experience preparing personalized proposals based on technical and business requirements.
• Preferred: previous work with a software development company, digital agency or IT consulting firm; experience acquiring clients from the US, UK, Canada or other international markets; proven track record of converting Upwork proposals into paid contracts; familiarity with lead management tools, CRM platforms and sales reporting; basic knowledge of React, Next.js, Node.js, Python, cloud solutions and AI applications.

What we offer

• Exposure to international software development and technology projects.
• Collaboration with experienced engineers and technical professionals.
• A structured environment focused on accountability, performance and professional growth.
• Opportunities to develop long-term expertise in international IT business development.