Sales Manager

Job Title: Sales Manager

Job Location: Gurugram

Employment Type: Full-time (onsite), 6 days a week.

Industry: EdTech / Education

About iQuanta

iQuanta is a leading EdTech company serving students and aspirants across CAT, MBA entrance exams, and other competitive examinations. With a large student community and a strong digital-first presence, we are focused on building high-performing sales teams that directly contribute to business growth and revenue.

Role Overview

We are looking for a Revenue-Driven Sales Manager who can own and scale the sales function, manage Sales Executives, drive conversions, and ensure consistent achievement of revenue targets.

The ideal candidate should have strong knowledge of the sales funnel, CRM, sales analytics, team performance management, and EdTech sales. The person should be highly comfortable with numbers, dashboards, Excel/Google Sheets, and identifying gaps across the lead-to-conversion journey.

This is a hands-on, numbers-driven role where the candidate will be responsible for both team performance and revenue outcomes.

Key Responsibilities:

1. Own Sales Revenue

• Drive monthly and quarterly revenue targets for the sales team.
• Develop and execute sales strategies to maximise conversions and revenue.
• Track daily, weekly, and monthly performance against revenue targets.
• Identify revenue gaps and implement corrective action plans.

2. Manage Sales Executives & KPIs

• Set, monitor, and review KPIs for Sales Executives.
• Track metrics such as lead allocation, calls, connects, follow-ups, counselling, conversions, revenue, and collection.
• Conduct daily/weekly performance reviews and ensure accountability.
• Coach underperforming team members and improve individual productivity.

3. Own the Complete Sales Funnel

• Monitor the entire funnel from lead generation → lead allocation → first connect → counselling → follow-up → payment/conversion.
• Identify drop-offs at every stage and improve funnel efficiency.
• Analyse lead quality, response time, contactability, conversion rates, and revenue per lead.
• Work closely with Marketing and Product teams to improve lead-to-sale performance.

4. CRM Management & Sales Operations

• Have end-to-end knowledge of CRM processes and ensure accurate CRM usage by the sales team.
• Monitor lead movement, follow-ups, dispositions, pipelines, and conversion stages.
• Ensure there is no lead leakage or missed follow-up.
• Maintain accurate sales dashboards and reports.

5. Sales Analytics & Excel

• Work extensively with Excel/Google Sheets, sales dashboards, MIS, and performance reports.
• Analyse sales data to identify trends, bottlenecks, high-performing channels, and underperforming executives.
• Use numbers and data to make sales decisions rather than assumptions.
• Track conversion %, revenue per executive, lead-to-sale ratio, productivity, and other critical sales metrics.

6. Sales Excellence

• Build a high-performance sales culture focused on productivity, conversion, and revenue.
• Improve sales processes, scripts, objection handling, follow-up mechanisms, and counselling quality.
• Conduct regular call audits and performance reviews.
• Identify best practices and replicate them across the team.

7. EdTech Sales

• Understand the EdTech business model, student buying behaviour, course sales, counselling-based sales, and seasonal demand cycles.
• Understand the customer journey of students preparing for exams such as CAT, OMETs, IPMAT, CUET, and other competitive examinations.
• Develop sales strategies based on student intent, product positioning, pricing, offers, and enrolment cycles.

8. Cross-functional Collaboration

• Work closely with Marketing, Product, Academic, and Operations teams to improve the overall sales funnel.
• Provide feedback on lead quality, student objections, product positioning, pricing, and market trends.
• Ensure sales feedback is converted into actionable business improvements.

Key Performance Indicators (KPIs)

• Achievement of monthly and quarterly revenue targets
• Sales team conversion rate and lead-to-sale ratio
• Individual Sales Executive productivity and target achievement
• Lead contactability and follow-up efficiency
• CRM hygiene and lead movement accuracy
• Reduction in funnel drop-offs and lead leakage
• Revenue per Sales Executive
• Average order value / average ticket size
• Team conversion and collection performance
• Improvement in sales process and overall sales efficiency

Required Skills

• Strong sales and revenue ownership
• Excellent understanding of sales funnels and conversion metrics
• Strong CRM knowledge and hands-on CRM management
• Excellent Excel/Google Sheets and numerical ability
• Strong analytical and problem-solving skills
• Team management and performance management
• Strong communication, negotiation, and objection-handling skills
• Data-driven approach to decision-making
• Strong understanding of EdTech sales and student acquisition
• Ability to work in a fast-paced, target-driven environment

Preferred Experience

• 3-6 years of experience in sales, preferably in EdTech, Education, SaaS, B2C, or a high-volume inside-sales environment.
• Prior experience managing a team of Sales Executives.
• Experience handling monthly revenue targets and sales dashboards.
• Experience working with CRM systems and sales MIS.
• Experience in a B2C / counselling-led sales environment will be preferred.

Ideal Candidate

The ideal candidate is someone who thinks in numbers, manages through data, understands the complete sales funnel, and is obsessed with revenue and conversions. They should be capable of identifying exactly where the sales funnel is breaking and taking immediate action to improve team performance and business revenue.