AVP Sales

Department: Inside SalesDesignation - AVP Inside SalesEmployment Type: Full-TimeWork Mode: Office + Occasional Field Visits (Campus/Offline Drives)The AVP Sales is a senior leadership role responsible for driving revenue growth, strengthening sales capability, and enhancing performance discipline across the Inside Sales function. This position plays a critical role in leading a high-velocity sales team, optimizing funnel efficiency, enabling sales talent, and ensuring consistent results through clear processes, coaching, and data-driven execution.The ideal candidate must have strong EdTech sales experience, a thorough understanding of learners decision-making psychology, and demonstrated success in leading medium-to-large Inside Sales teams. Occasional offline events and campus engagements will form a part of the role.Revenue Growth & Sales Leadership- Take full ownership of monthly and quarterly Inside Sales revenue targets. - Ensure minimum 80%+ consistent team target achievement. - Conduct daily sales huddles, target-setting discussions, and performance reviews. - Monitor and optimize key funnel metrics including lead-to-call ratio, call-to-appointment ratio, appointment-to-sale conversion, and sales cycle duration. - Manage and mentor a multi-level team including Sales Managers, Senior Sales Executives, and Sales Executives. - Drive a culture of accountability, discipline, and continuous improvement across the team.Performance Coaching and Capability- Conduct daily call audits (10–15 calls minimum) and provide actionable feedback. - Reduce the low-performer ratio by minimum 30% month-on-month through structured coaching. - Increase the team’s conversion rate by 3–15% month-on-month through targeted skills training. - Develop personalized performance improvement plans addressing objection handling, rapport building, pitch delivery, communication, and closing techniques. - Conduct weekly coaching sessions and monthly training workshops focusing on product knowledge, sales discipline, communication enhancement, and CRM mastery.Process Excellence and Funnel Optimisation- Ensure 100% CRM hygiene with accurate tagging, documentation, status updates, and follow-up scheduling. - Improve lead response time to under 2 minutes for all Inside Sales leads. - Maintain 90%+ adherence to follow-up SOPs across the team. - Introduce best practices for call quality, lead nurturing, follow-up strategy, and deal progression. - Identify funnel leakages and collaborate with Marketing teams to improve lead quality, distribution logic, and campaign outcomes. - Implement process improvements that enhance productivity and shorten the sales cycle. - To own and maintain the full Inside Sales process, from lead generation to appointment scheduling, to successful closing, ensuring speed, quality, and high conversion at every stage.Team Productivity Management, Reporting, Retention- Oversee attendance, discipline, productivity benchmarks, and day-to-day team operations. - Publish daily and weekly dashboards, reports, and performance insights including trends, forecasts, variance analysis, and skill gap summaries. - Conduct monthly performance reviews with senior leadership, outlining achievements, challenges, and development plans. - Maintain transparency on team performance through clear communication and structured reporting mechanisms. - Drive sales for multiple courses, certifications, job-oriented programs, and upskilling tracks for students and working professionals. - Understand learner backgrounds and customize pitches to improve resonance and conversions. - Ensure strong delivery of value-based counselling and effective post-sales engagement to enhance student experience and drive referral sales. - Work closely with Product, Operations, and Marketing teams to streamline enrolment workflows and retention strategies. - Ensure the Inside Sales pitch aligns with brand positioning, student expectations, and program outcomes. - Drive team-level retention by improving performance consistency, upskilling low performers, and preventing performance drop-offs.Offline Drives, Campus Activations- Plan and execute campus activation drives, seminars, spot counselling events, and offline admission activities. - Coordinate with the Marketing team on planning, lead flow, and campaign optimization. - Conduct or oversee walk-in counselling sessions and student engagement events. - Represent the organization in education fairs, workshops, and partnership meetings. - Execute 2–3 offline initiatives per quarter as required.Required Qualifications- Bachelor’s degree required; MBA preferred. - 8–10 years of overall sales experience with at least 2–4 years in EdTech Inside Sales leadership roles. - Proven track record of managing and scaling Inside Sales teams of 40–60 members. - Strong background in managing high-velocity sales processes and funnel optimization. - Demonstrated experience in sales coaching, training, and performance turnaround. - Hands-on experience with CRM tools, reporting systems, and sales analytics. - Strong Excel skills including dashboards, automation, and data visualization. - Excellent communication, leadership presence, and stakeholder management capabilities. - High sense of ownership, discipline, and a data-driven approach to execution. - Demonstrated ability in performance retention and stabilizing team output.Key Skills and Competencies:- Inside Sales Leadership - Funnel and Conversion Management - Coaching & Mentoring - EdTech Market Understanding - Strong Communication & Objection Handling - CRM Expertise - Data-Driven Decision Making - High Accountability & Execution DisciplineWork Mode:- Full-time, office-based role with occasional campus or offline field visits.

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