Department: Inside Sales
Designation - AVP Inside Sales
Employment Type: Full-Time
Work Mode: Office + Occasional Field Visits (Campus/Offline Drives)
The AVP Sales is a senior leadership role responsible for driving revenue growth, strengthening sales capability, and enhancing performance discipline across the Inside Sales function. This position plays a critical role in leading a high-velocity sales team, optimizing funnel efficiency, enabling sales talent, and ensuring consistent results through clear processes, coaching, and data-driven execution.
The ideal candidate must have strong EdTech sales experience, a thorough understanding of learners decision-making psychology, and demonstrated success in leading medium-to-large Inside Sales teams. Occasional offline events and campus engagements will form a part of the role.
Revenue Growth & Sales Leadership
- Take full ownership of monthly and quarterly Inside Sales revenue targets.
- Ensure minimum 80%+ consistent team target achievement.
- Conduct daily sales huddles, target-setting discussions, and performance reviews.
- Monitor and optimize key funnel metrics including lead-to-call ratio, call-to-appointment ratio, appointment-to-sale conversion, and sales cycle duration.
- Manage and mentor a multi-level team including Sales Managers, Senior Sales Executives, and Sales Executives.
- Drive a culture of accountability, discipline, and continuous improvement across the team.
Performance Coaching and Capability
- Conduct daily call audits (1015 calls minimum) and provide actionable feedback.
- Reduce the low-performer ratio by minimum 30% month-on-month through structured coaching.
- Increase the team's conversion rate by 315% month-on-month through targeted skills training.
- Develop personalized performance improvement plans addressing objection handling, rapport building, pitch delivery, communication, and closing techniques.
- Conduct weekly coaching sessions and monthly training workshops focusing on product knowledge, sales discipline, communication enhancement, and CRM mastery.
Process Excellence and Funnel Optimisation
- Ensure 100% CRM hygiene with accurate tagging, documentation, status updates, and follow-up scheduling.
- Improve lead response time to under 2 minutes for all Inside Sales leads.
- Maintain 90%+ adherence to follow-up SOPs across the team.
- Introduce best practices for call quality, lead nurturing, follow-up strategy, and deal progression.
- Identify funnel leakages and collaborate with Marketing teams to improve lead quality, distribution logic, and campaign outcomes.
- Implement process improvements that enhance productivity and shorten the sales cycle.
- To own and maintain the full Inside Sales process, from lead generationto appointment scheduling, to successful closing, ensuring speed, quality, and high conversion at every stage.
Team Productivity Management, Reporting, Retention
- Oversee attendance, discipline, productivity benchmarks, and day-to-day team operations.
- Publish daily and weekly dashboards, reports, and performance insights including trends, forecasts, variance analysis, and skill gap summaries.
- Conduct monthly performance reviews with senior leadership, outlining achievements, challenges, and development plans.
- Maintain transparency on team performance through clear communication and structured reporting mechanisms.
- Drive sales for multiple courses, certifications, job-oriented programs, and upskilling tracks for students and working professionals.
- Understand learner backgrounds and customize pitches to improve resonance and conversions.
- Ensure strong delivery of value-based counselling and effective post-sales engagement to enhance student experience and drive referral sales.
- Work closely with Product, Operations, and Marketing teams to streamline enrolment workflows and retention strategies.
- Ensure the Inside Sales pitch aligns with brand positioning, student expectations, and program outcomes.
- Drive team-level retention by improving performance consistency, upskilling low performers, and preventing performance drop-offs.
Offline Drives, Campus Activations
- Plan and execute campus activation drives, seminars, spot counselling events, and offline admission activities.
- Coordinate with the Marketing team on planning, lead flow, and campaign optimization.
- Conduct or oversee walk-in counselling sessions and student engagement events.
- Represent the organization in education fairs, workshops, and partnership meetings.
- Execute 23 offline initiatives per quarter as required.
Required Qualifications
- Bachelor's degree required; MBA preferred.
- 810 years of overall sales experience with at least 24 years in EdTech Inside Sales leadership roles.
- Proven track record of managing and scaling Inside Sales teams of 4060 members.
- Strong background in managing high-velocity sales processes and funnel optimization.
- Demonstrated experience in sales coaching, training, and performance turnaround.
- Hands-on experience with CRM tools, reporting systems, and sales analytics.
- Strong Excel skills including dashboards, automation, and data visualization.
- Excellent communication, leadership presence, and stakeholder management capabilities.
- High sense of ownership, discipline, and a data-driven approach to execution.
- Demonstrated ability in performance retention and stabilizing team output.
Key Skills and Competencies:
- Inside Sales Leadership
- Funnel and Conversion Management
- Coaching & Mentoring
- EdTech Market Understanding
- Strong Communication & Objection Handling
- CRM Expertise
- Data-Driven Decision Making
- High Accountability & Execution Discipline
Work Mode:
- Full-time, office-based role with occasional campus or offline field visits.
