Head of Sales

HEAD OF SALES

Location: Bhubaneswar, Odisha | Work Mode: Work From Office | Experience: 6–8 Years

| Type: Full-Time

Reporting To: Founder / Business Head

ABOUT THE ROLE

We are looking for an experienced Head of Sales to build, lead, and scale our sales function

for premium IIT, IIM, executive education, and upskilling programs.

This is a revenue and leadership role, not an individual sales position. The candidate will

own sales strategy, team performance, revenue targets, conversion, forecasting, and sales

processes, while ensuring that growth is commercially sustainable.

The ideal candidate must have prior experience selling IIT/IIM or comparable high-ticket

education programs, experience in leading sales teams, and a strong understanding of

course-level P&L and unit economics.

KEY RESPONSIBILITIES

1. Sales & Revenue Leadership

• Own monthly, quarterly, and annual sales/revenue targets.

• Develop and execute sales strategies for IIT/IIM and premium education programs.

• Set team-wise and individual targets and drive consistent achievement.

• Own the complete funnel: Lead → Enrolment.

• Build scalable sales processes, SOPs, sales cadences, and forecasting systems.

2. Team Leadership & Performance

• Lead, mentor, and develop Sales Managers, Team Leaders, Counsellors, and Sales

Executives.

• Build a high-performance, target-driven sales culture.

• Define KRAs, KPIs, incentives, and performance benchmarks.

• Recruit and develop sales talent as the business scales.

3. IIT/IIM & High-Ticket Course Sales

• Leverage prior experience selling IIT/IIM, Executive MBA, Executive Education,

professional certifications, or premium upskilling programs.

• Develop effective sales pitches and counselling frameworks for students and working

professionals.

• Drive high-ticket conversions while maintaining disciplined discounting.

4. P&L & Commercial Ownership

Sales performance will be evaluated on profitable revenue, not topline alone.

• Understand and monitor course-level P&L and unit economics.

• Track Revenue, Gross/Contribution Margin, CAC, CPL, CPA, ARPU,

Conversion Rate, Discounts, Sales Incentives, Refunds, and Collections.

• Establish discounting and negotiation guidelines.

• Work with Finance and Business teams to ensure sales decisions support healthy

margins.

• Evaluate pricing and commercial viability of courses from a sales perspective

MUST-HAVE REQUIREMENTS

Experience

• 6–8 years of sales experience, with substantial experience in sales leadership.

• 3+ years of experience leading and managing sales teams.

• Proven track record of owning and delivering significant revenue targets.

• Prior experience selling IIT/IIM, Executive Education, MBA, professional

certification, premium upskilling, or comparable high-ticket education programs

is strongly preferred.

• Experience in EdTech, Higher Education, Professional Education, or Upskilling

is highly preferred.

Commercial & Analytical Skills

Strong understanding of:

• P&L and unit economics

• CAC, CPL, CPA and margins

• Pricing and discounting

• Sales incentives

• Revenue forecasting

• Conversion and funnel metrics

• Contribution profitability

WHO WE ARE LOOKING FOR

We are not looking for someone who is simply a great salesperson.

We are looking for a leader who can:

Build the Team → Scale the Business.

If you have experience building high-performing sales teams, consistently delivering

aggressive targets, selling premium education products, and understanding the economics

behind those sales, we want to hear from you.

Location: Bhubaneswar, Odisha

Work Mode: Work From Office

Experience: 6–8 Years

Employment: Full-Time