Business Development Manager (Marketplace)

Netpace, a US-based technology consulting and staffing firm, specializes in delivering AI solutions, custom software development, cloud enablement, UI/UX design, automation, and workforce solutions to clients across North America. BlueZorro (Pvt.) Ltd., Netpace’s Pakistan delivery and operations partner, will act as the Employer of Record for this position. We are looking for an experienced sales leader to take ownership and drive growth of Netpace’s marketplace business on Upwork and other digital platforms. This leadership role focuses on marketplace strategy, revenue growth, team management, proposal excellence, pipeline development, client acquisition, and expanding business across AI consulting, software development, cloud services, data engineering, UI/UX design, and staff augmentation. The ideal candidate will have a proven track record managing successful Upwork agency operations, leading business development teams, and consistently generating international revenue in software development and technology consulting. This is a leadership role focused on scaling the business rather than individual bidding.

Key Responsibilities

Revenue Growth & Strategy:
- Own monthly, quarterly, and annual revenue targets for marketplace channels.
- Develop and implement growth strategies to boost revenue, profitability, and average deal size.
- Expand service offerings into higher-value areas such as AI, software development, cloud, UI/UX, data engineering, and staff augmentation.
- Identify new marketplace opportunities and emerging digital platforms.
- Strategically grow Netpace’s presence beyond Upwork over time.

Marketplace Management:
- Manage and optimize Netpace’s profiles and presence on Upwork and other digital marketplaces.
- Enhance agency positioning through improved portfolios, case studies, and service catalogs.
- Monitor win rates, conversion metrics, marketplace trends, and competitor activities.
- Develop standardized proposal frameworks and account growth strategies.
- Recommend new marketplace offerings and pricing models.

Team Leadership:
- Lead, mentor, and manage Marketplace Business Development Executives (BDEs) and Bidders.
- Review proposal quality, client communications, and account performance regularly.
- Conduct coaching sessions, performance reviews, and facilitate ongoing skills development.
- Establish KPIs and accountability frameworks to drive results.
- Foster a high-performance, revenue-focused sales culture within the marketplace team.

Business Development & Client Acquisition:
- Qualify new opportunities and conduct client discovery sessions.
- Prepare accurate estimates, proposals, and solution recommendations.
- Negotiate commercial terms and close new business deals.
- Build and maintain long-term relationships with key clients.
- Collaborate closely with Client Success and Delivery teams to ensure precise project scoping and smooth handover.

Reporting & Forecasting:
- Maintain up-to-date sales forecasts and pipeline reports.
- Conduct win/loss analyses to identify areas for improvement.
- Track marketplace performance metrics and conversion rates.
- Present performance updates, revenue forecasts, and growth recommendations to executive leadership.

Required Qualifications
- Minimum 5 years of experience in Upwork business development or digital marketplace sales.
- Proven experience managing an Upwork agency profile with measurable revenue impact.
- Demonstrated success generating international software development or IT consulting business.
- Experience leading and managing teams including Bidders, BDEs, SDRs, or Account Managers.
- Strong written and verbal communication skills.
- Skilled in client discovery, solution positioning, commercial negotiation, and deal closure.

This role offers the opportunity to lead a dynamic team and significantly impact Netpace’s growth in the digital marketplace ecosystem. If you have a passion for marketplace strategy and a track record of scaling Upwork or similar platforms, this position provides a platform to leverage your expertise in a leadership capacity.