HEAD – SALES

Department: Sales & Business Development

Location: Delhi NCR / Pan India

Reports To: CEO / Business Leadership

About EdTerra

EdTerra Edventures is a leading experiential learning and educational travel company that designs and delivers immersive learning journeys for school students across India and international destinations.

We partner with schools to create meaningful experiences that combine travel, learning, culture, adventure and real-world exposure.

Role Overview

We are looking for a Head – Sales to lead EdTerra's sales function and drive the next phase of revenue growth.

This is a business leadership role with end-to-end ownership of the sales engine—from market strategy and school acquisition to key account growth, sales-team performance, forecasting and revenue delivery.

The ideal candidate will be a commercially strong, data-driven and inspiring sales leader who can build scalable sales systems while personally driving strategic relationships with large schools and institutional partners.

Key Responsibilities1. Revenue & Business Growth

Own the overall sales revenue, growth and commercial performance for the business.
Develop and execute the annual and quarterly sales strategy in line with organizational objectives.
Translate business targets into territory, segment, product and team-level targets.
Identify new revenue opportunities across geographies, school segments and products.
Drive both new business acquisition and growth of existing accounts.
Develop strategies to increase customer lifetime value, repeat business and wallet share.
School & Institutional Partnerships
Build and maintain strong relationships with school management, principals, trustees, coordinators and other key decision-makers.
Lead negotiations and closures for strategic/high-value school accounts.
Develop long-term partnerships with schools and educational institutions.
Create account-development plans for key schools.
Drive cross-selling and up-selling across EdTerra's domestic, international and experiential learning programmes.
Act as the senior escalation point for strategic clients.
Sales Team Leadership
Lead and mentor the complete sales organization across regions/functions.
Define team structures, roles, territories, targets and performance expectations.
Recruit, coach and develop high-performing sales managers and sales professionals.
Establish a strong culture of ownership, accountability and performance.
Conduct structured weekly, monthly and quarterly business reviews.
Identify capability gaps and implement targeted coaching and development plans.
Build a strong succession pipeline for critical sales positions.
Sales Process & Performance Management
Build a predictable and scalable sales process from lead generation → qualification → meetings → proposals → negotiation → closure → repeat business.
Establish clear sales KPIs and performance dashboards.
Monitor conversion ratios at every stage of the funnel.
Improve sales productivity and reduce sales-cycle time.
Ensure disciplined CRM usage and accurate pipeline management.
Establish mechanisms for identifying and resolving pipeline bottlenecks.
Forecasting & Business Intelligence
Own the monthly and quarterly sales forecast.
Maintain strong visibility on pipeline value, probability and expected closures.
Develop accurate revenue projections based on historical performance and current pipeline.
Use sales data to identify trends, risks and opportunities.
Present actionable sales insights and recommendations to the leadership team.
Develop territory-wise and account-wise performance dashboards.
Market Expansion
Identify and evaluate new cities, regions and school segments for expansion.
Analyse competitor positioning, pricing, offerings and market trends.
Develop go-to-market strategies for new products and markets.
Identify emerging opportunities within the education and experiential-learning ecosystem.
Work with the leadership team to evaluate strategic partnerships and new business channels.
Key Account Growth & Retention
Build a structured Key Account Management framework.
Develop annual growth plans for strategic schools.
Drive repeat journeys, renewals and increased engagement with existing schools.
Monitor account health, satisfaction and revenue potential.
Ensure high-value clients receive proactive relationship management.
Work with Operations and Customer Experience teams to resolve critical client concerns.
Commercial & Margin Ownership
Balance revenue growth with profitability and contribution margins.
Participate in pricing and commercial strategy.
Establish appropriate discounting and negotiation frameworks.
Monitor deal economics and commercial effectiveness.
Work closely with Finance to improve collection efficiency and reduce outstanding receivables.
Ensure sales commitments remain commercially and operationally viable.
Cross-Functional Collaboration

Work Closely With

Marketing – lead generation, campaigns and brand positioning
Product – product development, pricing and market fit
Operations – delivery feasibility and execution
Finance – pricing, margins, collections and commercial controls
HR – manpower planning, hiring and capability development
Customer Experience – client satisfaction and retention

Ensure seamless alignment between what is sold, what is promised and what is delivered.

Success in the First 12 Months

The Successful Candidate Will Be Expected To

Deliver agreed annual revenue and growth targets.
Build a predictable and healthy sales pipeline.
Improve sales conversion and sales productivity.
Strengthen the key-school account portfolio.
Increase repeat business and customer retention.
Build a high-performing and accountable sales leadership team.
Improve forecast accuracy.
Establish standardized sales processes and performance dashboards.
Identify and successfully penetrate new markets.
Improve revenue quality and contribution margins.

Key Performance Indicators

Business

Revenue Achievement %
YoY Revenue Growth
Gross Contribution / Margin
New Revenue

Acquisition

New Schools Acquired
New Revenue from New Accounts
Conversion Rate
Average Deal Value

Retention & Growth

Repeat Revenue %
School Retention
Key Account Growth
Revenue per Strategic Account

Sales Productivity

Pipeline Coverage
Sales Cycle
Lead-to-Meeting Conversion
Meeting-to-Closure Conversion
Individual & Team Productivity

Forecasting

Forecast Accuracy
Pipeline Health
Closure Predictability

People

Team Target Achievement
Sales Attrition
Manager Productivity
Internal Talent Development

Candidate ProfileExperience

10–15+ years of progressive experience in B2B / institutional / consultative sales.
4+ years in a senior sales leadership role managing sizeable sales teams.
Proven experience owning significant revenue targets.
Experience managing multi-city or multi-region sales operations preferred.
Strong experience in relationship-led businesses such as education, EdTech, travel, hospitality, SaaS, media or other B2B services will be advantageous.

Education

Bachelor's degree in any relevant discipline.
MBA/PGDM in Sales, Marketing, Business Management or a related field preferred.

Core Competencies

Strategic Sales Leadership
Revenue & P&L Orientation
B2B / Institutional Sales
Enterprise/Key Account Management
Negotiation & Commercial Acumen
Sales Forecasting
CRM & Sales Analytics
Market Expansion
Team Building & Leadership
Coaching & Performance Management
Cross-functional Collaboration
Executive Communication

Leadership Traits We Value

We Are Looking For Someone Who

Thinks like a business owner, not just a salesperson.
Is highly accountable for outcomes.
Can operate strategically while remaining close to the ground.
Uses data to make decisions.
Builds strong, long-term relationships.
Can challenge existing processes and create better systems.
Develops people rather than simply managing them.
Is comfortable working in a fast-paced, growth-oriented environment.
Has the energy and maturity to represent EdTerra with senior school stakeholders.

Why Join EdTerra

At EdTerra, sales is not simply about selling a product.

It is about building long-term partnerships with schools and helping create experiences that can have a lasting impact on students.

As Head – Sales, you will have the opportunity to shape the sales organization, influence business strategy, build a high-performing team and directly contribute to EdTerra's next phase of growth.

Skills: sales,leadership,management

Head School Partnerships & Growth