Inside Sales Executive

Designation

Inside Sales Executive

Department

Sales & Business Development

Location

Mumbai (Office-based, Mulund)

Reports To

Business Manager / Founder

Experience

3–5 years in B2B inside sales (edtech, education, or services preferred)

Employment Type

Full-time, permanent

Roles Summary

The Inside Sales Executive is responsible for generating qualified leads, conducting remote product demonstrations, and owning the end-to-end sales cycle for The Education Match's school accounts. This is an office-based role focused on outbound calling, video meetings, and CRM-driven follow-ups. The executive will be the first point of contact for prospective schools and is expected to take accounts from initial outreach through to closure independently. The Business Manager will step in only on a case-by-case basis to assist with closures that have stalled or need senior intervention.

Key Responsibility

Lead Generation & Prospecting

•        Identify and research prospective schools across India using internal databases, public directories, and online sources.

•        Make outbound calls to school principals, trustees, and academic coordinators to introduce the TEM portfolio.

•        Maintain a daily call discipline with minimum activity benchmarks defined by management.

•        Qualify leads using BANT or similar criteria (Budget, Authority, Need, Timeline).

Remote Product Demonstrations

•        Conduct compelling product demos over Zoom, Google Meet, or Microsoft Teams for school decision-makers.

•        Walk prospects through the TEM platform features, including the assessment system, counsellor dashboard, and co-branded app experience.

•        Handle product-related questions, address objections, and articulate the value proposition clearly.

•        Customise demo flows based on the school's grade range, board affiliation, and stated needs.

School Account Closures

•        Own the full sales cycle for school accounts – from first contact through to signed agreement.

•        Prepare and share proposals, pricing documents, and product brochures with prospects.

•        Negotiate commercial terms within defined boundaries; escalate any deviation to the Business Manager.

•        Flag stalled or complex accounts to the Business Manager so she can step in to assist with closure.

•        Coordinate with the operations and counselling teams for smooth onboarding of closed accounts.

Pipeline & CRM Management

•        Maintain accurate and up-to-date records of all prospect interactions in the CRM.

•        Track lead stages, follow-up dates, and conversion probability for each account.

•        Share weekly pipeline reports with the Business Manager and Founder.

Collaboration & Reporting

•        Work closely with the marketing team to align outreach with active campaigns.

•        Share market feedback, common objections, and competitor intelligence with leadership.

•        Participate in weekly sales reviews and monthly target-setting discussions.

Key Result Areas (KRAs)

Key Result Area

Outbound Activity

Daily call and email volume as per defined benchmark; consistent CRM logging

Qualified Meetings Booked

Monthly target for meetings/demos scheduled with decision-makers

Demos Conducted

Monthly target for completed product demonstrations

Pipeline Value

Build and maintain a qualified pipeline of defined ₹ value at all times

School Closures

Monthly closure target for school accounts

CRM Hygiene

100% updation of all prospect interactions within 24 hours

Conversion Ratios

Maintain healthy ratios from call → meeting → demo → closure

Qualifications & Experience

•        Graduate in any discipline; MBA or postgraduate qualification preferred but not mandatory.

•        3–5 years of relevant experience in B2B inside sales, preferably in edtech, education, SaaS, financial services, or hospitality.

•        Demonstrated track record of meeting or exceeding sales targets.

•        Prior experience selling to schools or institutions is a strong plus.

Skills & Competencies

•        Excellent verbal communication in English and Hindi; additional languages a plus.

•        Confident, articulate, and able to hold the attention of senior decision-makers.

•        Strong written communication for emails, proposals, and follow-up notes.

•        Comfort with technology – CRM tools, video conferencing platforms, presentation software.

•        Discipline, persistence, and a structured approach to follow-ups.

•        Consultative selling mindset; able to listen, diagnose, and solve rather than push.

•        High learning agility – ability to absorb product details and articulate them confidently.

Compensation & Benefits

•        Competitive CTC structured as fixed salary plus performance-linked variable component.

•        Variable component tied to monthly and quarterly closure targets.

•        Reimbursement of any pre-approved client visit expenses.

•        Annual review with performance-linked appraisal.

Work Environment & Hours

•        Office-based role at our Mulund, Mumbai office.

•        Standard working hours with predictable schedule

•        Occasional client visit for late-stage prospects; typically not more than once a week.