Director of Sales

Location: IIDE Corporate Office, Lower Parel, Mumbai, Maharashtra

About IIDE

IIDE is Indias leading and most trusted digital marketing institute and EdTech company, offering government-recognised online, offline, and postgraduate digital marketing programs. With a strong presence across India and international markets, IIDE focuses on career-oriented education, high-impact learning outcomes, and industry-aligned curriculum for students and working professionals.

About the Role

The Director of Sales will head the B2C sales function at IIDE and be responsible for driving student enrollments, revenue growth, and sales performance across India and international markets. This senior leadership role requires deep expertise in EdTech sales, revenue management, CRM optimization, sales funnel management, and large team leadership. The role involves working closely with marketing, product, and leadership teams to scale revenue and improve conversion metrics.

What You'll Do

• Revenue Growth & Sales Target Achievement

• Drive end-to-end revenue delivery and enrollment targets for B2C EdTech programs.

• Own monthly, quarterly, and annual sales targets aligned with business objectives.
• Monitor daily sales KRAs, pipeline movement, and funnel health.
• Improve lead-to-enrollment conversion rates across inbound, outbound, and digital channels.
• Track key metrics including conversion rate by lead source, revenue per counselor, ARPU, and productivity.

• Lead customer acquisition through direct sales, telesales, inbound counseling, and chat sales.

• Sales Strategy, Funnel & CRM Optimization

• Build and execute scalable B2C sales strategies to increase enrollments and revenue.

• Identify and implement cross-sell and upsell strategies across courses and programs.
• Improve sales processes, call frameworks, objection handling, and closing techniques.
• Drive CRM optimization, automation, and AI-enabled sales workflows.

• Ensure lead funnel hygiene, reduce lead aging, and improve first response time (FRT).

• Sales Team Leadership & Performance Management

• Lead and manage large sales teams of 60+ members, including inbound, outbound, and chat sales teams.

• Set sales targets, incentive plans, and commission structures.
• Own sales hiring, interviewing, onboarding, and team scaling.
• Conduct continuous training on consultative selling, objection handling, negotiation, and productivity.

• Run weekly, bi-weekly, and monthly sales reviews and performance meetings.

• Quality Assurance, Reporting & Business Analytics

• Conduct call audits, QA checks, and sales compliance reviews.

• Monitor performance metrics such as revenue per salesperson, sales velocity, funnel leakage, and productivity ratios.
• Ensure optimal lead allocation and CRM data accuracy through regular audits.

• Prepare P&L-level sales reports, revenue forecasts, MIS dashboards, and performance insights for leadership.

• Additional Duties

• Collaborate with marketing, product, operations, and finance teams to improve sales effectiveness.

• Support strategic initiatives for business expansion, international sales, and revenue scaling.
• Perform any other reasonable duties as assigned by management.

Who You Are

• Must-Have

• 10+ years of experience in B2C sales leadership, preferably in EdTech, education, or training industry.

• Proven experience managing large sales teams (30+ members).
• Strong understanding of sales funnels, lead management, conversion optimization, and revenue analytics.
• Excellent leadership, communication, stakeholder management, and negotiation skills.
• Hands-on experience with CRM tools, sales automation platforms, and MS Office.

• Strong objection-handling and closing expertise.

• Should Have

• Experience in sales strategy, target planning, incentive design, and revenue forecasting.

• Ability to analyze sales performance at P&L level.

• Exposure to CRM process improvement, automation, and AI-driven sales tools.

• Nice to Have

• Experience working with international sales teams or global EdTech markets.

• Certifications in sales leadership, revenue management, CRM, or business strategy.