Sales Manager – K–12

Keka Inc.; Hyderabad; On-site; INR 1,200,000 - 1,800,000; Full time

Job summary

Tutoroot is seeking a Sales Manager – K–12 to lead the sales team responsible for converting prospective students and parents into paying customers. The role will own sales targets, lead conversion, counselling quality, team productivity, pipeline management and revenue achievement.

Ideal candidates have 10–12 years of sales experience with 2–5+ years of managing inside sales and tele sales teams. EdTech or education sales experience is highly preferred, with a strong grasp of CRM usage and

Qualifications

• 10-12 years of sales experience.
• 2–5+ years managing inside sales / telesales teams.
• Experience in EdTech, K–12, education, BFSI, consumer services or similar high-volume sales environments.
• Strong understanding of sales funnels and CRM; excellent communication and negotiation skills.
• Strong target orientation and people-management capability.

Responsibilities

• Own monthly and quarterly sales targets.
• Develop daily and weekly sales plans to achieve revenue objectives.
• Monitor individual and team performance against targets.
• Ensure consistent achievement of conversion and revenue KPIs.
• Manage leads generated through digital marketing, referrals, campaigns and other channels.
• Ensure timely lead allocation and follow-up.
• Monitor lead ageing and improve lead-to-contact and contact-to-counselling ratios.
• Ensure qualified leads are not lost due to poor follow-up.
• Ensure the team understands student academic requirements.
• Drive consultative conversations with parents.
• Position Tutoroot programs based on student needs.
• Handle objections around pricing, competition, online learning and outcomes.
• Improve counselling-to-enrolment conversion.
• Lead, coach and motivate Sales Executives / Counsellors.
• Conduct daily huddles and performance reviews.
• Monitor individual productivity.
• Identify skill gaps and conduct coaching sessions.
• Implement performance improvement plans where required.
• Track lead-to-contact, contact-to-counselling and counselling-to-enrolment ratios.
• Improve conversion rate and revenue per counsellor.
• Monitor average ticket size, follow-up productivity, lead ageing and sales cycle.
• Track cancellation and refund rates.
• Work with Digital Marketing to improve lead quality.
• Coordinate with Operations and Academic teams for smooth onboarding.
• Share customer and competitor insights with Business/Product teams.
• Ensure seamless transition from sales to service delivery.
• Monthly revenue, Conversion %, Revenue per salesperson, Average ticket size, Lead response time, Follow-up adherence, Cancellation/refund %, Team productivity.

Job description

Tutoroot is looking for a Sales Manager – K–12 to lead the sales team responsible for converting prospective students and parents into paying customers. The role will own sales targets, lead conversion, counselling quality, team productivity, pipeline management and revenue achievement.

Key Responsibilities

• Own monthly and quarterly sales targets.
• Develop daily and weekly sales plans to achieve revenue objectives.
• Monitor individual and team performance against targets.
• Ensure consistent achievement of conversion and revenue KPIs.

Lead Management

• Manage leads generated through digital marketing, referrals, campaigns and other channels.
• Ensure timely lead allocation and follow-up.
• Monitor lead ageing and improve lead-to-contact and contact-to-counselling ratios.
• Ensure qualified leads are not lost due to poor follow-up.

Parent & Student Counselling

• Ensure the team understands student academic requirements.
• Drive consultative conversations with parents.
• Position Tutoroot programs based on student needs.
• Handle objections around pricing, competition, online learning and outcomes.
• Improve counselling-to-enrolment conversion.

Team Management

• Lead, coach and motivate Sales Executives / Counsellors.
• Conduct daily huddles and performance reviews.
• Monitor individual productivity.
• Identify skill gaps and conduct coaching sessions.
• Implement performance improvement plans where required.
• Track lead-to-contact, contact-to-counselling and counselling-to-enrolment ratios.
• Improve conversion rate and revenue per counsellor.
• Monitor average ticket size, follow-up productivity, lead ageing and sales cycle.
• Track cancellation and refund rates.

Cross-Functional Collaboration

• Work with Digital Marketing to improve lead quality.
• Coordinate with Operations and Academic teams for smooth onboarding.
• Share customer and competitor insights with Business/Product teams.
• Ensure seamless transition from sales to service delivery.

Key KPIs

• Monthly revenue
• Conversion %
• Revenue per salesperson
• Average ticket size
• Lead response time
• Follow-up adherence
• Cancellation/refund %
• Team productivity

Ideal Candidate

• 10-12 years of sales experience.
• 2–5+ years managing inside sales / telesales teams.
• Experience in EdTech, K–12, education, BFSI, consumer services or similar high-volume sales environments.
• Strong understanding of sales funnels and CRM. Excellent communication and negotiation skills.
• Strong target orientation and people-management capability.