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 setting

- 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

📌 Head Institutional Sales (Bengaluru)
🏢 ALLEN CAREER INSTITUTE
📍 Bengaluru