Associate Director/Director - Inside Sales

Role & Responsibilities:

1. Strategic Sales Leadership

• Develop and implement comprehensive inside sales strategies to drive sustainable revenue growth across both B2C and B2B channels.
• Direct B2C sales initiatives targeting individual learners, medical students, healthcare professionals, and relevant customer segments.
• Define and execute strategies for customer acquisition, engagement, retention, upselling, and cross-selling.
• Analyze customer behavior, market trends, competitor activity, and sales performance to continuously optimize sales strategies.
• Collaborate closely with senior leadership to identify new growth opportunities and develop strategic initiatives to achieve corporate goals.

2. Sales Operations & Pipeline Management

• Oversee end-to-end inside sales operations, including lead qualification, nurturing, follow-ups, conversion, deal closure, and post-sales transition.
• Lead inbound and outbound sales activities, encompassing tele-sales, digital outreach, email campaigns, social selling, and referral-based lead generation.
• Monitor sales funnel performance and continuously improve lead conversion rates, productivity, and revenue outcomes.
• Utilize CRM platforms such as Zoho, HubSpot, or equivalent systems to track sales activities, pipeline health, forecasting, and overall performance.
• Implement sales automation tools, reporting mechanisms, and process improvements to enhance operational efficiency and scalability.

3. Team Leadership & Development

• Lead, inspire, and manage a large inside sales organization to consistently achieve revenue targets and key performance indicators (KPIs).
• Establish clear performance expectations, define measurable KPIs, and conduct regular performance evaluations.
• Provide strategic coaching and mentorship to sales managers and team members to enhance sales capabilities and leadership effectiveness.
• Design and implement training programs focused on product knowledge, consultative selling, objection handling, negotiation, and customer engagement.
• Foster a culture of accountability, ownership, collaboration, continuous learning, and high performance.

4. Cross-Functional Collaboration

• Partner closely with the Marketing department to align campaigns, lead generation efforts, messaging, and lead nurturing strategies.
• Collaborate with Product and Customer Success teams to incorporate customer feedback and ensure alignment with evolving service offerings.
• Coordinate with senior management and organizational stakeholders to ensure sales strategies support broader institutional objectives.
• Provide market and customer insights to support product positioning, enhance customer experience, and drive business growth initiatives.

5. Reporting & Business Analytics

• Review sales dashboards, performance reports, and pipeline metrics to identify trends, potential risks, and growth opportunities.
• Prepare accurate sales forecasts and provide actionable insights to senior leadership.
• Utilize data and analytics to drive strategic decision-making and improve sales productivity and overall business performance.

Preferred candidate profile:

• Minimum 18+ years of experience in Inside Sales, with at least 12 years in sales leadership roles managing large sales teams.
• Strong preference for experience in EdTech, healthcare education, SaaS, or other high-growth B2C/B2B sales environments.
• Proven track record of driving revenue growth and scaling inside sales teams.
• Demonstrated experience managing complex B2C and B2B sales environments.
• Strong expertise in inbound and outbound sales, lead generation, pipeline management, sales forecasting, and deal closure.
• Hands-on experience with CRM platforms such as Zoho, HubSpot, or equivalent systems.
• Strong knowledge of sales analytics, reporting, process optimization, and sales automation.
• Excellent communication, negotiation, stakeholder management, and people leadership skills.
• Strong analytical, problem-solving, and data-driven decision-making capabilities.
• Proficiency in Microsoft Office and sales reporting tools.