Inside Sales Team Lead

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. About the Role: 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. What You'll Do: ● 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. Requirements Who 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. Benefits Why 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. Who You'll Thrive As 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.