Head of Sales Learning and Development

What Do We Do
ShopDeck helps e-commerce merchants set up and manage their D2C storefront "profitably".

Proposition For Merchants
D2C selling made as easy as selling on e-com marketplaces

Why build this?

• India's D2C wave has been limited to venture-funded D2C brands today
• The art of selling on your own website is not democratised. There are ~500k-1M sellers who can sell D2C but can at best sell on marketplaces
• Philosophically - we feel brand owners should spend most of their time on the product and not on channel optimization
• Shopify / Status-quo software solve for work-flow management of storefront but don't do enough on "helping" merchants sell well

Our Proposition
We have a software + services proposition for the merchant with the goal of optimising for the merchant's profitability.Our product is an all-in-one software stack that gives merchants everything they need to sell D2C, i.e. Storefront, Shipping, Marketing integrations, Communication. Our services layer works on top of this software stack to achieve profitability for merchants. Here, we combine 4-key roles in classic e-commerce setup, all relevant for any D2C brand as well:

• Marketing manager ("top of the funnel")
• Category manager ("products/merchandising")
• Product manager ("website/app metrics")
• Ops manager ("shipping metrics")

Our services layer measures metrics across all these buckets to optimise and take appropriate actions for merchant's profitability.Over time, the goal is to productize our services layer - which we believe will move the baseline of what merchants expect from a storefront software.

Team And Scale
We're at ~$4.5M ARR and had hit profitability earlier in the year. We've recently raised series-B from led by Bessemer Venture Partners (who had famously led Series A for Shopify in 2010) with participation from Elevation Capital, General Catalyst (fka Venture Highway) and Chiratae Ventures.

Founders

• Rishabh Verma
• Harmin Shah

Role Charter: Head of Sales Learning and Development

Role Overview

We are hiring a Head of Sales Learning & Development to set up and scale the Sales L&D function from scratch.

This is a foundational leadership role focused on building high-quality onboarding, continuous upskilling, and performance improvement systems across the sales team. You will work directly with the Head of GTM and Sales Leadership to drive consistency, capability, and excellence across every rep.

Key Responsibilities

• Build the L&D Function
• Define the charter, roadmap, and structure for Sales L&D.
• Design and implement structured onboarding, role-specific learning paths, and growth frameworks.
• Hire and mentor a high-quality team as the function scales.
• Develop Playbooks and Content
• Codify key sales processes into clear, modular playbooks — covering ICP, discovery, demo, objection handling, pricing, and more.
• Create engaging learning content in various formats (documents, video, role-play guides, assessments, etc).
• Collaborate with Sales Leaders to document and scale best practices.
• Set Up Ongoing Learning Systems
• Establish learning calendars and cadences for continuous development.
• Drive regular sessions including peer-led learning, mock pitches, win/loss reviews, and product deep-dives.
• Create rituals that embed learning into daily sales operations.
• Performance Auditing and Feedback Loops
• Build a call audit and coaching framework — manual or via AI tools — to evaluate sales conversations at scale.
• Analyze performance data to identify skill gaps and recommend learning interventions.
• Partner with Sales Ops to integrate learning outcomes into appraisals, promotions, and role readiness.

Ideal Candidate Profile

• 6–12 years of experience in Sales Enablement, L&D, Business Coaching, or Inside Sales Leadership.
• Has built L&D or enablement systems from the ground up — not just executed predefined modules.
• Deep understanding of sales capability-building across demo-led or consultative selling environments.
• High ownership mindset and ability to work independently in fast-moving environments.
• Excellent communication and instructional design skills.

Why This Role Matters

• This role directly influences revenue by accelerating rep productivity and improving conversion.
• You will shape the bar for every sales hire — from how they're onboarded to how they scale into leadership.
• You'll work closely with GTM, Product Marketing, Sales Ops, and Founders on building a high-performance, learning-first culture.

Preferred (but Not Required)

• Experience using or designing internal knowledge systems, AI-enabled coaching tools, or performance audit processes.
• Exposure to high-velocity sales teams in D2C, SaaS, or marketplace businesses.
• Familiarity with building scalable learning systems in ambiguous or fast-growth environments.

Skills: learning,sales,l&d