Job Description

Work Timings: 10:00 AM - 7:00 PM
Working Days: Monday to Saturday, excluding public holidays
Work Mode: Work from Office
Location: IIDE Corporate Office, 1st Floor, Dhanraj Mill Compound, Dhanlaxmi Industrial Estate, SJ Marg, Lower Parel, Maharashtra 400013
About IIDE
IIDE is India's most trusted and award-winning digital marketing institute, offering government-recognised online, offline, and postgraduate digital marketing programs. As a leading EdTech institute in India, IIDE empowers students, graduates, and working professionals to build future-ready careers through industry-relevant digital marketing education, performance-driven learning models, and outcome-focused training.
About the Role
As the Director of Sales (B2C Sales | EdTech) at IIDE, you will lead the national and international B2C sales operations, driving student enrollments, revenue growth, and sales excellence across multiple programs. This senior sales leadership role involves managing large high-performing sales teams, owning revenue targets, optimizing sales funnels, improving conversion metrics, and strengthening CRM-driven sales processes. You will work closely with marketing, product, operations, and leadership teams to scale revenue, enhance sales productivity, and ensure sustainable business growth.
What You'll Do
Sales Target Achievement & Revenue Delivery
Drive and deliver top-line revenue growth aligned with annual and quarterly business plans.
Own end-to-end sales target achievement across domestic and international EdTech markets.
Ensure strict daily, weekly, and monthly KRA tracking across the B2C sales function.
Improve and consistently optimize sales conversion rates across inbound, outbound, and digital lead sources.
Track and analyze conversion rates by source, revenue per lead, and average revenue per salesperson.
Lead new customer acquisition through direct sales, telesales, inbound counseling, and chat-based sales channels.
Maintain lead funnel hygiene, minimize lead aging, and optimize first response time (FRT).
Sales Strategy & Process Optimization
Design and execute scalable B2C sales strategies to achieve enrollment and revenue targets.
Identify and implement cross-selling and upselling opportunities across courses and programs.
Translate student and prospect insights into actionable feedback for product and program enhancement.
Drive CRM optimization, automation, and adoption of AI-driven sales workflows.
Continuously improve sales SOPs, call structures, pitch decks, and objection-handling frameworks.
Team Management & Performance Development
Lead, manage, and mentor a high-performing sales team of 60+ members, including inbound, outbound, and chat sales teams.
Set monthly, quarterly, and annual sales targets with clearly defined incentive and commission structures.
Own hiring, interviewing, onboarding, and scaling of sales teams.
Conduct regular training sessions on sales calls, consultative selling, objection handling, closing techniques, and productivity improvement.
Run weekly, bi-weekly, and monthly performance reviews to drive accountability and results.
Quality Assurance, Reporting & Audits
Conduct regular quality assurance checks, call audits, and sales compliance reviews.
Monitor key performance metrics including revenue per salesperson, productivity ratios, conversion funnels, and sales velocity.
Ensure efficient lead allocation, utilization, and CRM data accuracy through audits.
Prepare and present P&L-level sales reports, forecasts, and revenue insights to senior leadership.
Additional Duties
Collaborate cross-functionally with marketing, product, finance, and operations teams to improve overall sales efficiency.
Support strategic initiatives related to business growth, market expansion, and revenue optimization.
Perform any other reasonable duties as requested by management, aligned with the scope of the role.
Requirements
Who You Are
Must-Have
10+ years of proven experience in B2C sales leadership, preferably in the EdTech industry.
Strong experience managing large sales teams of 30+ members.
Deep understanding of sales funnels, conversion metrics, lead management, and revenue optimization.
Exceptional communication, people leadership, and stakeholder management skills.
Hands-on experience with CRM platforms, sales automation tools, and MS Office.
Excellent objection-handling, negotiation, and closing skills.
Should Have
Experience in sales strategy development, revenue planning, target setting, and incentive design.
Ability to analyze, forecast, and report sales performance at a P&L level.
Exposure to CRM process improvement, automation, and AI-driven sales technologies.
Nice to Have
Experience working with international sales teams or global EdTech markets.
Certifications or formal training in sales leadership, revenue management, CRM optimization, or business strategy.

Skills Required