Key Responsibilities

1. Team Scaling & Organizational Leadership

• Scale the engineering and delivery teams from ~50 to 100+ people during the next growth cycle.

• Build the right leadership structure: tech leads, delivery managers, QA leads, and engineering managers.

• Strengthen recruitment, onboarding, and talent development processes.

• Bring alignment and integration into the broader Index ecosystem.

2. Delivery Governance & Process Excellence

• Establish and optimize delivery processes, SDLC workflows, QA frameworks, and engineering standards.

• Introduce consistent methodologies across teams (Agile/Scrum/Kanban, DevOps practices, release management).

• Ensure predictable, high-quality project delivery with strong KPIs and performance metrics.

• Drive continuous improvement, operational efficiency, and scalability.

3. Technical Authority in Client Engagements

• Join client calls as the senior technical representative—bringing credibility and clarity.

• Translate business requirements into technical approaches and validate feasibility.

• Provide architectural guidance, high-level solutioning, and delivery insights.

• Support commercial teams with expert input without doing outbound prospecting or cold sales.

• Build long-term trust with clients by demonstrating competence, transparency, and reliability.

4. Strategic Technology Leadership

• Drive the technical vision aligned with the company’s and Index’s growth strategy.

• Introduce modern architectures, tools, and engineering practices.

• Ensure scalability, performance, and security across delivery.

• Support integration between the acquired company’s technology stack and Index’s processes.

5. Cross-Company Collaboration

• Work closely with Index leadership, Sales, HR, Operations, and RevOps to align goals.

• Ensure a smooth integration into Index’s culture, delivery model, and operational standards.

• Serve as the bridge between business strategy and technology execution.

• A seasoned technology leader who has scaled engineering organizations in outsourcing, software development, or delivery-focused environments.

• Strong technical foundation with the ability to speak confidently across architecture, engineering, and delivery.

• Commercially aware and able to support sales conversations by building trust—not selling.

• Strong operational mindset with experience implementing processes, KPIs, and delivery governance.

• Able to lead through integration and change in a newly acquired environment.

• Minimum 10 years of senior management experience in delivery and operational leadership roles.

• We offer a Competitive salary and bonus structure, in addition, the GM will be part of the share-based compensation program at the company
• Possibility of working remotely
• We are flexible in considering various location arrangements, which will make sense given our current footprint. We do expect the successful candidate to be open to traveling.

As a Sales Development Representative at Index.dev, your mission is to generate high-value business opportunities with startups, scale-ups, and enterprise technology companies—primarily in the United States and global markets.

You will act as the first strategic touchpoint between Index and prospective clients, positioning our expanded capabilities across:

• Dedicated engineering teams
• Staff augmentation
• End-to-end software development
• CTO advisory and product delivery
• Specialized engineering solutions following our strategic acquisitions and growth initiatives

Your role goes beyond outbound prospecting—you will help accelerate Index’s next growth chapter by opening strategic conversations, identifying expansion opportunities, and building long-term relationships with decision-makers across product, engineering, talent, and executive leadership teams.

Key Objectives

• Build and manage a high-quality outbound pipeline across priority verticals such as MongoDB-type SaaS, FinTech, AI, HealthTech, and enterprise software companies
• Prospect and engage VP Engineering, CTOs, Heads of Talent, Founders, and procurement stakeholders across U.S. time zones
• Position Index as both a talent partner and a full software delivery partner
• Identify multi-service opportunities including team extension, project-based delivery, and account expansion
• Collaborate closely with Marketing, Recruitment, Delivery, and Leadership teams to refine go-to-market strategy
• Track market movements, competitor activity, funding rounds, hiring trends, and M&A opportunities that could create sales opportunities
• Help expand existing accounts by uncovering new business units, product teams, or geographic opportunities
• Become a trusted commercial ambassador of Index in every external interaction

• Maintain communication with prospects via email, LinkedIn, phone calls, and emails

• Understand client needs, challenges, and hiring objectives to assess fit with Index services

• Maintain accurate and up-to-date records of all activities, interactions, and pipeline stages in the CRM

• Collaborate closely with Lead Gen, Marketing, and Recruitment teams to align messaging and targeting

• Personalize outreach based on industry, company profile, and prospect pain points

• Manage and nurture leads through consistent follow-ups and structured sequences

• Be the SPOC for the closed accounts, assessing constant opportunities for growing the account.

• Stay informed about Index’s services, value proposition, and market positioning

• Monitor market trends, competitor activity, and customer feedback to improve outreach effectiveness

• Contribute to the continuous improvement of sales processes, scripts, and best practices

• Represent Index professionally in all external communications and interactions

We're looking for a proactive Talent Sourcer/Recruiter to join our recruiting team. You'll own the top of our talent pipeline — finding and engaging software engineers, data annotators, and other tech professionals across Latin America, Central Europe, Eastern Europe, the Balkans, and Asia. You'll work closely with our recruiters and account managers to keep up with fast-moving client demands across multiple time zones.

What You'll Do

• Source qualified candidates for tech roles (software engineers, QA, DevOps, data scientists) and data annotation/labeling roles across target regions

• Build and maintain regional talent pipelines using LinkedIn, Upwork, GitHub, and other platforms

• Adapt outreach tone and approach per region — what works in Poland won't land the same in Brazil or Vietnam

• Screen profiles against role requirements and pass qualified candidates to senior recruiters

• Track sourcing activity and pipeline metrics in our internal tools

• Stay current on regional tech hubs, salary benchmarks, and where talent in each market actually hangs out

• Support multiple open roles simultaneously without losing quality or speed

Required

• 1–3 years of sourcing or recruiting experience in tech roles

• Hands-on experience sourcing on LinkedIn Recruiter, Upwork, and GitHub

• Demonstrated experience sourcing from at least two of our target regions:

• Latin America — Brazil, Argentina, Colombia, Mexico, Chile

• Central Europe — Poland, Czech Republic, Hungary, Slovakia, Romania

• Eastern Europe — Ukraine, Moldova, Bulgaria, Georgia

• Balkans — Serbia, Croatia, Bosnia & Herzegovina, North Macedonia, Slovenia, Montenegro, Albania, Kosovo

• Asia — India, Pakistan

• Strong written communication — outreach that feels personal, not copy-pasted

• Ability to read and assess technical profiles without being a developer yourself

• Self-directed and organized across multiple concurrent pipelines

Nice to Have

• Experience sourcing data annotation, labeling, or AI training roles

• Familiarity with region-specific platforms: Djinni (Ukraine), Pracuj.pl (Poland), Naukri (India), OLX (LATAM/Eastern Europe), Freelancer.com, MojPosao / Infostud (Balkans)

• Knowledge of regional English proficiency norms and how to screen for communication fit

• Existing talent networks or pipelines in the Balkans or Latin America — warm contacts in either region are a strong plus

• Experience at a staffing agency, talent marketplace, or global tech network

• Basic understanding of tech stacks (knowing the difference between a React dev and a Python dev matters)

• Remote-first, async-friendly team spread across time zones

• Direct exposure to how a global tech talent marketplace operates

• Fast feedback loops — you see your placements close

• Room to grow into a full-cycle recruiter or account-facing 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.

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.