YOUR MISSION

About the Role

We are looking for an experienced Upwork Channel Manager to take full ownership of our Upwork operation — from bidding and profile

management to analytics, team leadership, and channel development. You will run one of our most important lead generation channels

end-to-end, managing bids across multiple profiles and leading a team of lead generators across shifts.

This is a senior operator role. You will set the strategy, execute the day-to-day, and be held accountable for real numbers —

replies, qualified calls, SQLs, and closed deals.

What You Will Own

Bidding & Proposal Strategy

Run the bidding operation end-to-end: bids per month across multiple profiles, with clear quality standards and no drops in

view rates. Manage Connect spending: keep cost per SQL in healthy ranges and reconcile refunds from lost/closed jobs.

Own scanner configuration: weekly optimization of underperforming scanners, applying small iterative changes — cover letter

variants, profile selection, smart boosting — and scaling what works.

Write and test cover letters: continuous A/B testing of length, opening lines, trust signals, portfolio anchors, and niche

framing.

Profile & Channel Development

Optimize profiles for visibility and conversion: titles, descriptions, portfolios, keywords, and positioning. Align every

profile with our current propositions, including AI-assisted development.

Launch and onboard new profiles: when the channel can absorb them, plan, launch, and season new profiles to keep the operation

scaling.

Analytics & Reporting

Track the full funnel weekly: bids → views → replies → calls → SQLs → deals, by profile, by scanner, by day-of-week, by bidder.

Investigate bottlenecks: the reply-to-call conversion is the current priority. Pull the conversation data, find the patterns,

test fixes, report on results.

Team Leadership

Manage the lead generation team (currently 2–3 people across shifts): set KPIs, run 1:1s, review performance, hire, onboard,

and — when needed — make the hard calls on underperformers.

Build processes that scale: standardize how bids are recorded, how SQLs are qualified, how data is logged. The team needs to be

measurable, not dependent on any one heroic performer.

Cross-functional Collaboration

Work with Sales: hand off SQLs cleanly to the team running qualification calls.

Work with Analytics: partner on dashboards, data exports, and attribution.

YOUR PROFILE

What You Bring

Must-Haves

3+ years of hands-on Upwork experience, ideally running a bidding operation for an agency or service business of $10m and more.

Proven track record of improving funnel conversion — not just running volume. You can point to specific numbers you moved.

Strong analytical skills: fluent in spreadsheets, comfortable modeling unit economics (cost per SQL, LTV, CAC), able to read

funnel data and form real hypotheses.

Experience managing a lead gen or BDR-style team: hiring, onboarding, performance management, compensation design.

Deep familiarity with Upwork's mechanics: Connects, boosting, algorithm changes, profile optimization, client filtering,

scanner/automation tools

Experience bidding across multiple verticals — software development, full-stack, healthcare, logistics, CRM, fintech, or

similar.

Excellent written English. You will be writing and editing cover letters, proposals, and profile copy.

Process discipline. You document what you do, you record data consistently, and you expect the same from your team.

Judgment. You know when to enforce process and when to let a high performer operate their own way.

Nice-to-Haves

Experience with AI-assisted proposal generation

Familiarity with LinkedIn / Email outbound

Background in positioning software development agencies or AI-assisted development services.

Experience working with distributed teams across Eastern Europe and other time zones.

Roll

Upwork Channel Manager

Kategori

Försäljning, inköp, marknadsföring

Plats

Remote

Publicerad

17 juli

Sista ansökningsdag

16 augusti

Källa

Arbetsgivarens hemsida

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DISCOVER MORE ABOUT WORKING AT AGODA * Agoda Careers https://careersatagoda.com * Facebook https://www.facebook.com/agodacareers/ * LinkedIn https://www.linkedin.com/company/agoda * YouTube https://www.youtube.com/agodalife Equal Opportunity Employer At Agoda, we pride ourselves on being a company represented by people of all different backgrounds and orientations. We prioritize attracting diverse talent and cultivating an inclusive environment that encourages collaboration and innovation. Employment at Agoda is based solely on a person’s merit and qualifications. We are committed to providing equal employment opportunity regardless of sex, age, race, color, national origin, religion, marital status, pregnancy, sexual orientation, gender identity, disability, citizenship, veteran or military status, and other legally protected characteristics. We will keep your application on file so that we can consider you for future vacancies and you can always ask to have your details removed from the file. For more details please read our privacy policy. Disclaimer We do not accept any terms or conditions, nor do we recognize any agency’s representation of a candidate, from unsolicited third-party or agency submissions. If we receive unsolicited or speculative CVs, we reserve the right to contact and hire the candidate directly without any obligation to pay a recruitment fee.

Sista ansökan: 17 aug.Publicerad: 17 juli