Head of Sales

Ujjwal Patni International; Delhi; On-site; INR 2,000,000 - 5,000,000; Full time

Job summary

Ujjwal Patni International is seeking a Head of Sales to lead our business coaching offerings for Indian SME/MSME owners and corporates. You will own revenue targets, design sales plans, and drive a scalable, consultative selling engine that engages business owners, CXOs, and senior professionals.

The role emphasizes high-ticket, value-based selling, pipeline discipline, and team leadership to deliver sustained growth across multiple programs and channels.

Qualifications

• Proven experience in high-ticket / consultative / solution-based sales.
• Strong track record of consistently achieving sales targets.
• Experience selling to business owners, entrepreneurs, CXOs, or senior professionals.
• Strong understanding of sales funnels, lead management, conversion, and closing.
• Ability to recruit, train, and motivate a sales team.

Responsibilities

• Own and drive sales targets across products, programs, and channels.
• Build and execute monthly and quarterly sales plans.
• Own the sales funnel from lead qualification to closure and collections.

Skills

High-ticket sales

Consultative selling

B2B sales

Sales leadership

Tools

CRM

Google Sheets

Job description

Experience: 7-10+ years preferred, depending on relevance and track record

About the Role

We are looking for a high-performance Head of Sales to lead and drive sales for our business coaching offerings targeted towards Indian SME/MSME business owners and corporates.

Who We Are Looking For

Industry experience is a major priority.

Candidates with PROVEN SALES EXPERIENCE IN THE FOLLOWING SECTORS will be strongly preferred:

• Business Coaching / Business Consulting
• Executive Education
• Professional Training / Skill Development
• Financial Services / Wealth Management / Insurance / Loans
• B2B Consulting or Advisory
• Other businesses involving high-ticket, intangible products or services sold to business owners or senior decision-makers

Candidates who have primarily sold FMCG, retail products, consumer durables, automobiles, or other transactional physical products without significant consultative/high-ticket sales experience may not be suitable for this role.

This is a target-driven, revenue-focused role for someone who understands how to sell high-value business coaching services/programs to business owners, entrepreneurs, professionals, and senior decision-makers.

The ideal candidate should be a strong salesperson themselves- someone who can understand a prospect's business, identify pain points, handle objections, create urgency, close high-ticket deals, and build a repeatable sales process.

Key Responsibilities

• Own and drive sales targets across assigned products, programs, and channels.
• Build and execute monthly and quarterly sales plans.
• Take complete ownership of the sales funnel—from lead qualification to closure and collections.
• Consistently achieve and exceed monthly revenue targets.
• Monitor conversion rates, average ticket size, lead-to-sale ratios, collections, and other key sales metrics.

2. High-Ticket Consultative Selling

• Personally handle high-value sales conversations with business owners, entrepreneurs, CXOs, and senior professionals.
• Understand the prospect's business situation, challenges, aspirations, and requirements.
• Effectively communicate the value proposition of business coaching, education, and transformation programs.
• Handle complex objections around price, ROI, timing, trust, and decision-making.
• Close high-ticket deals through structured consultative selling rather than transactional pitching.
• Lead, mentor, train, and manage the sales team.
• Set individual and team targets.
• Monitor daily performance and pipeline movement.
• Conduct regular sales reviews and performance huddles.
• Identify underperformance and take corrective action.
• Build a culture of accountability, urgency, and target ownership.

4. Sales Process & Systems

• Develop and continuously improve sales scripts, processes, SOPs, and objection-handling frameworks.
• Establish systematic lead follow-up mechanisms.
• Identify bottlenecks across the sales funnel and improve conversion.
• Create dashboards and reports to provide clear visibility into sales performance.
• Ensure leads are contacted, qualified, nurtured, and followed up systematically.
• Improve lead-to-call and call-to-sale conversion rates.
• Work closely with the marketing team to improve lead quality and campaign effectiveness.
• Provide actionable feedback on lead quality, customer objections, pricing, positioning, and market response.

6. Business Development

• Identify new opportunities to acquire customers and generate revenue.
• Develop partnerships, referral channels, corporate relationships, and other acquisition avenues.
• Explore opportunities to take the company's programs to new markets and customer segments.

7. Reporting & Accountability

• Maintain accurate daily, weekly, and monthly sales reporting.
• Present performance against targets and explain key variances.
• Forecast revenue and collections based on pipeline quality.
• Take ownership of numbers rather than simply reporting them.

Required Skills & Experience

• Proven experience in high-ticket / consultative / solution-based sales.
• Strong track record of consistently achieving sales targets.
• Experience selling to business owners, entrepreneurs, CXOs, HNIs, or senior professionals.
• Strong understanding of sales funnels, lead management, conversion, follow-up, objection handling, and closing.
• Excellent verbal communication and presentation skills.
• Strong negotiation and persuasion abilities.
• Ability to build rapport and credibility quickly with senior decision-makers.
• Strong analytical and commercial understanding.
• Comfortable working with sales targets, dashboards, CRMs, Google Sheets, and performance metrics.
• Ability to recruit, train, manage, and motivate a sales team.
• Strong ownership and accountability for revenue numbers.

Compensation

The fixed component will depend on:

• Relevant industry experience
• Quality and scale of previous sales experience
• Experience selling high-ticket/intangible products
• Seniority and overall relevance

Variable Compensation

In addition to the fixed salary, the role will carry a performance-linked variable component based on achievement of defined sales targets, with progressively higher incentive slabs for higher levels of achievement.

Higher performance = higher earning potential.

There is significant upside for candidates who consistently exceed targets.

Important

The person joining this role will be directly responsible for driving revenue and building a scalable sales engine. We are looking for someone who wants to be measured by outcomes, takes numbers personally, and is excited by the opportunity to materially impact the growth of the business.

If you have successfully sold high-ticket coaching, consulting, L&D, education, financial services, or other intangible solutions to business owners—and have the numbers to prove it,we want to hear from you.