Sales Manager (Edtech)

Role Overview
The Education/Sales Manager is responsible for driving revenue growth by leading a team of sales consultants/advisors, improving conversion performance across the sales funnel, and executing sales strategies to achieve monthly and quarterly targets. This role works closely with Marketing, Learning Advisors/Customer Success, and Operations to ensure a high-quality customer journey from lead → trial/demo → enrollment.
Key Responsibilities
1) Sales Target Ownership
• Own team revenue targets (new sales, upsell, cross-sell where applicable).
• Forecast sales performance and build action plans to close gaps.
• Track daily/weekly performance and ensure strong pipeline health.
2) Team Leadership & Coaching
• Lead, coach, and develop a team of Education Sales Consultants.
Conduct regular 1:1s, role-play, call reviews, and performance coaching.
• Set clear KPIs, monitor productivity, and drive accountability.
• Hire, onboard, and ramp new sales hires effectively.
3) Funnel & Conversion Management
• Optimize lead-to-trial/demo and trial-to-paid conversion rates.
Ensure high-quality follow-ups, timely lead response, and consistent sales execution.
• Improve sales scripts, objection handling, and closing playbooks.
• Drive CRM discipline (pipeline stages, notes, next steps, activity tracking).
4) Customer Experience & Sales Quality
• Ensure consultative selling approach: diagnose needs, recommend learning plans, and guide
parents/students to the right product.
Manage escalations related to sales promises, pricing, or customer expectations.
• Maintain high compliance and professionalism to protect brand reputation.
5) Commercial Efficiency & Cost Control
• Own sales efficiency and cost discipline to ensure healthy ARR growth.
• Monitor and improve CAC payback period and sales cost per ARR (e.g., commission, incentives, sales tools, headcount).
• Partner with Marketing to optimize user acquisition cost (CPA) and ensure sustainable acquisition spend.
• Improve funnel efficiency to reduce wasted leads, low-quality trials, and no-show rates.
Cross-functional Collaboration
• Work with Marketing to improve lead quality, targeting, and campaign performance.
• Partner with Learning Advisors / Education teams to ensure smooth onboarding and strong learning outcomes.
• Collaborate with Ops to align capacity, scheduling, and trial/demo availability. Provide market feedback to Product team (pricing, competitor insights, customer needs).
6) Process & Performance Improvement
• Build and improve SOPs for lead handling, trial/demo booking, follow-up cadence, and closing.
• Use dashboards to identify bottlenecks and implement improvement experiments.
• Drive sales contests, incentive programs, and team motivation.
Success Metrics (KPIs)
• Monthly revenue attainment (% to target)
• Lead-to-trial/demo conversion rate
• Trial/demo-to-paid conversion rate
• Average revenue per customer (ARPU)
• Sales cycle time and follow-up speed
• CRM activity completion and pipeline accuracy
• Team retention and ramp time for new hires