Leads a team of 5–10 sales counselors to achieve enrollment and revenue targets. Responsibilities include hands-on inside sales, lead conversion, coaching, funnel and CRM management, call audits, performance tracking, follow-ups, objection handling, and collaboration with marketing to improve lead quality and sales effectiveness.
Work Timings: 10:00 AM – 7:00 PM
Working Days: 5 Days a Week — We Believe Great Work Doesn't Need 6 Days
Work Mode: Work from Office
Location: Marol, Mumbai
Reports to: Manager – Sales
About IIDE:IIDE is India's leading digital business school, offering industry-relevant programs in digital marketing, AI, and business. With a strong focus on experiential learning, we equip students, graduates, and working professionals with the skills required to thrive in today's digital-first world.
Backed by a community of 500,000+ learners and 250+ industry experts, IIDE delivers hands-on training, real-world projects, and robust placement support. With campuses in Mumbai and Delhi, we continue to expand our presence across India and globally.
As the Sales Team Lead at Marol, you will play a pivotal role in driving student enrollments and supporting revenue growth by leading a high-performing team of sales counselors.
This role combines hands-on sales execution, team supervision, coaching, funnel management, and performance tracking. You will be responsible for achieving individual and team targets, maintaining strong lead conversion, ensuring timely follow-ups, and improving day-to-day sales productivity.
You will also work closely with the Manager – Sales, marketing, and other cross-functional teams to improve lead quality, maintain process discipline, and deliver a consistent and high-quality experience to prospective students.
● Sales Execution & Revenue Delivery:
○ Achieve assigned individual and team enrollment and revenue targets consistently.
○ Actively contribute to lead conversion through calling, follow-ups, counseling, objection handling, and closures.
○ Monitor lead aging and ensure timely follow-ups across the team.
○ Maintain strong discipline across the sales funnel and ensure opportunities are progressed efficiently.
○ Identify high-potential leads and support counselors in converting critical or complex opportunities.
● Team Supervision & Performance Management:
○ Lead, guide, and motivate a team of approximately 5–10 sales counselors.
○ Set clear daily, weekly, and monthly activity and revenue expectations for the team.
○ Monitor individual performance across calls, follow-ups, conversions, and revenue contribution.
○ Identify performance gaps and provide timely feedback, coaching, and corrective support.
○ Build a culture of accountability, ownership, consistency, and healthy performance within the team.
○ Support onboarding, training, and ramp-up of new sales team members.
● Sales Process & Conversion Improvement:
○ Execute sales strategies, campaigns, and initiatives defined by sales leadership.
○ Ensure structured follow-up processes and strong lead management discipline across the team.
○ Support cross-selling and upselling opportunities across relevant IIDE programs.
○ Share regular insights on lead quality, student behavior, objections, and market trends with sales and marketing teams.
○ Identify opportunities to improve conversion rates, response times, and overall sales effectiveness.
○ Ensure consistent adoption of defined sales processes and communication standards.
● Reporting, CRM & Quality Control:
○ Track and report key team metrics including conversions, productivity, revenue, follow-up activity, and funnel movement.
○ Conduct regular call audits and quality checks to strengthen pitch quality, objection handling, and closure effectiveness.
○ Ensure accurate lead allocation, timely updates, and proper utilization of assigned leads.
○ Maintain strong CRM hygiene and ensure counselors consistently update lead status, follow-ups, and outcomes.
○ Highlight performance trends, risks, and improvement opportunities to the Manager – Sales.
● Additional Duties:
○ Collaborate with marketing teams to share feedback on lead quality and improve campaign outcomes.
○ Support sales leadership in implementing team initiatives, sales contests, and productivity improvement plans.
○ Assist with complex student or parent conversations and escalations when required.
○ Contribute ideas to improve sales processes, team productivity, and the overall student enrollment experience.
○ Perform any other reasonable duties as requested by management, aligned with the broad scope of the position.
RequirementsWho You Are:
● Must-Have:
○ 3–5 years of experience in sales, inside sales, admissions, or business development, preferably within education or EdTech.
○ Proven track record of achieving sales, enrollment, or revenue targets.
○ Prior experience supervising, mentoring, or informally leading sales team members.
○ Strong communication, persuasion, coaching, and objection-handling skills.
○ Ability to support team members during complex sales conversations and closures.
○ Strong understanding of sales funnels, lead management, conversion metrics, and follow-up discipline.
○ Familiarity with CRM tools and structured sales processes.
○ Data-driven mindset with the ability to monitor KPIs and take action based on performance trends.
○ Strong ownership, accountability, and comfort working in a fast-paced, target-driven environment.
● Should Have:
○ Experience improving lead conversion, follow-up processes, and team productivity.
○ Ability to analyze lead quality, customer behavior, and performance data to identify improvement opportunities.
○ Experience conducting sales coaching, call reviews, or structured performance discussions.
○ Ability to collaborate effectively with marketing, admissions, and other cross-functional teams.
○ Strong organizational and prioritization skills with the ability to balance individual sales responsibilities and team supervision.
● Nice to Have:
○ Prior experience in EdTech, higher education, professional training, or career counseling environments.
○ Exposure to call quality audits, sales training frameworks, or performance improvement programs.
○ Experience using CRM platforms such as Salesforce, HubSpot, LeadSquared, or similar tools.
○ Certifications or formal training in sales, communication, coaching, or leadership development.
BenefitsWhy Join IIDE?
● Work with one of India's fastest-growing digital education brands.
● Gain hands-on exposure to end-to-end student enrollment, sales execution, and team management.
● Build leadership experience while continuing to stay closely involved in sales and conversions.
● Develop expertise in coaching, funnel management, CRM discipline, and performance optimization.
● Work closely with sales leadership and marketing teams on high-impact growth initiatives.
● Be part of a collaborative and high-growth environment with opportunities to take on greater leadership responsibilities.
● Play a direct role in improving both team performance and the student enrollment experience.
You're someone who:
● Enjoys being close to the sales floor and leading by example.
● Is motivated by targets and takes personal ownership of both individual and team outcomes.
● Enjoys coaching people and helping counselors improve their confidence, consistency, and conversion skills.
● Can balance empathy and support with clear performance expectations and accountability.
● Pays close attention to lead movement, follow-up quality, CRM hygiene, and conversion metrics.
● Is comfortable stepping into difficult student conversations, objections, or closures when the team needs support.
● Uses data and call-level insights to identify performance gaps and improve results.
● Thrives in a fast-paced, collaborative environment where priorities and targets evolve quickly.
● Is proactive, adaptable, solution-oriented, and focused on delivering an exceptional student experience.
IIDE - The Digital School Mumbai, Maharashtra, IND Office
Mumbai, India
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