AVP Sales

Department: Inside Sales

Designation - AVP Inside Sales

Employment Type: Full-Time

Work 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 (1015 calls minimum) and provide actionable feedback.
• Reduce the low-performer ratio by minimum 30% month-on-month through structured coaching.
• Increase the teams conversion rate by 315% 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 23 offline initiatives per quarter as required.
  

Required Qualifications

• Bachelors degree required; MBA preferred.
• 810 years of overall sales experience with at least 24 years in EdTech Inside Sales leadership roles.
• Proven track record of managing and scaling Inside Sales teams of 4060 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 Discipline
  

Work Mode:

• Full-time, office-based role with occasional campus or offline field visits.