Job Title: Director – Sales Excellence
Role Overview:
The Director – Sales Excellence will lead end-to-end sales operations, analytics, automation, and CRM transformation across multiple business verticals. The role focuses on driving revenue through strong lead management, data-driven decisions, and continuous process improvement.
Key Responsibilities
1. Strategic Sales Intelligence & Optimization
- Build analytics frameworks to identify funnel gaps and revenue leakage
- Drive A/B testing, cohort analysis, and funnel improvements
- Develop predictive models for lead scoring and forecasting
- Collaborate with cross-functional teams for better targeting and routing
- Lead CRM and tool enhancements
2. Lead Management & Allocation
- Oversee lead filtration and allocation across business verticals
- Implement automation to improve targeting and reduce TAT
- Manage lead databases and assignment logic
3. Sales Operations & Campaign Management
- Execute IVR campaigns, SIP operations, and collections
- Manage WhatsApp, drip campaigns, and calling programs
- Ensure daily issue resolution and optimize call distribution
4. CRM, Automation & Technology
- Lead CRM implementation and enhancements (LeadSquared preferred)
- Drive automation and integrations (ERP, APIs, telephony)
- Manage configurations and resolve critical issues
5. Data, Reporting & Analytics
- Build dashboards and reporting frameworks
- Enable analytics using Power BI, SQL, and Python
6. Telephony & Infrastructure
- Manage IVR, DID, call flows, and telephony systems
- Ensure system accuracy and resolve infrastructure issues
7. Training & Stakeholder Enablement
- Conduct training sessions for teams and new joiners
- Drive tool adoption and provide ongoing support
8. Vendor & Commercial Management
- Handle vendors, billing, contracts, and cost optimization
Key Success Metrics
- Improvement in conversion rates
- Reduction in TAT
- Increased automation
- CRM adoption and efficiency
- Campaign ROI
Experience Required
- 8–12+ years in Sales Excellence / Sales Operations / RevOps / Business Analytics
- Experience in managing large-scale sales operations
- Proven track record of driving revenue via analytics and automation
- Hands-on experience with CRM tools (LeadSquared preferred)
- Experience in lead lifecycle and campaign management
- Exposure to telephony systems and marketing tools
- EdTech or high-volume inside sales experience is a plus
Core Skills
- Strong analytical and problem-solving skills
- Deep understanding of sales funnels and revenue drivers
- Experience with CRM tools, APIs, SQL/Python, Power BI/Tableau
- Strong stakeholder management
- High ownership and execution mindset
- Process design and optimization expertise
- Team leadership experience
