Head Institutional Sales

ALLEN Career Institute; Bengaluru; On-site; INR 1,200,000 - 1,800,000; Full time

Job summary

Allen Digital in Bengaluru is seeking a Sales Leader to own the institutional channel's top-line, drive revenue and margins, and develop a high-performing team. You will design territory plans, playbooks, and incentive structures while aligning with product and marketing to capture growth opportunities.

You will also mentor ~20 sales professionals across territories, manage KPIs, and travel extensively to Bangalore HQ for strategic alignment and leadership reviews.

Qualifications

• Track record of delivering revenue targets in an institutional/B2B environment.
• Direct experience leading a national or multi-state field sales team of 15+ people.
• Strong understanding of school buying cycles, seasonality, budgets, and adoption patterns.
• Comfortable owning hunter and farmer motions (new school acquisition and renewals/expansion).
• Experience with product/pricing pivots (new packaging/segment entry/content format).
• Excellent C-level stakeholder management skills.

Responsibilities

• Own the top-line target for Allen Digital's institutional channel; deliver revenue, margin, and collections against the annual plan.
• Lead and mentor a team of ~20 sales professionals across territories; drive productivity, discipline, and morale.
• Design and refine the sales operating model, territory design, account segmentation, target allocation, review rhythm.
• Build the institutional sales playbook: pitch, objection handling, closing, renewal, cross-sell.
• Partner with Product and Content teams to shape offerings and pricing; influence roadmap.
• Represent the voice of schools to Allen Digital leadership; influence prioritisation and strategy.
• Own competitive intelligence for pricing and market moves; inform go-to-market decisions.
• Work with Marketing on demand generation, events, and category positioning.

Skills

Revenue leadership

Team leadership

Sales strategy

Go-to-market

Stakeholder management

Travel readiness

Job description

Role & responsibilities

Sales Leadership

• Own the top-line target for Allen Digital's institutional channel; deliver revenue, margin, and collections against the annual plan
• Lead and mentor a team of ~20 sales professionals across territories; drive productivity, discipline, and morale
• Design and refine the sales operating model territory design, account segmentation, target allocation, review rhythm
• Build the institutional sales playbook: pitch, objection handling, closing, renewal, cross-sell

Team Building & Development

• Own hiring for the sales team as it evolves; identify capability gaps and shape the org structure over time
• Build sales enablement training curriculum, product certification, pitch collateral, competitive positioning
• Set and manage KPIs, incentive structures, and performance frameworks; hold accountability at territory level
• Develop future sales leaders from within the team

GTM & Product Partnership

• Partner with Product and Content teams to shape institutional offerings feedback on what schools are buying,pricing, packaging, and content gaps
• Represent the voice of schools and institutions to Allen Digital leadership; influence roadmap and prioritisation
• Own competitive intelligence for the institutional segment pricing, competitor moves, buying behaviour
• Partner with Marketing on demand generation, event participation, and category positioning Strategy & Business Building
• Present institutional sales strategy, performance, and outlook to the CEO and leadership team
• Identify and pilot new institutional segments (coaching institutes, tier-2/3 schools, board-specific plays) as opportunities emerge
• Absorb and lead adjacent institutional charters (including school B2B initiatives) as they scale

Preferred candidate profile

• Track record of consistently delivering revenue targets in an institutional/B2B environment
• Direct experience leading a national or multi-state field sales team of 15+ people
• Strong understanding of the school buying cycle decision-making units, seasonality, budget calendars, and adoption patterns
• Comfortable owning both the hunter motion (new school acquisition) and the farmer” motion (renewal, expansion,
• Experience across at least one product/pricing pivot — new packaging, new segment entry, or new content format
• Experience across at least one product/pricing pivot — new packaging, new segment entry, or new content format
• Excellent C Level stakeholder skills
• Willingness to travel extensively; on-site in Bangalore for HQ interactions