SALES HEAD – INSTITUTIONAL & ADMISSIONS SALES

Company: EXR Games & Academy

Location: South India / Kerala

Employment Type: Full-Time

Department: Sales & Business Development

Experience: 4–8+ Years

Team Size: 10–20 Sales Professionals

Industry Preference: Education / EdTech / Skill Development / Professional Training / Institutional Sales

About EXR Games & Academy

EXR Games & Academy is South India's dedicated gaming academy, focused on building industry-ready talent in Game Development, Game Design, 3D, VFX, Animation, Unreal Engine, Unity and related digital creative technologies.

We are looking for an experienced and aggressive Sales Head who can build a strong admissions sales organization, lead a team of 10–20 sales professionals, and take complete ownership of revenue growth across South India.

Role Overview The Sales Head will be responsible for developing and executing the complete sales strategy for EXR Games & Academy, driving student admissions and institutional partnerships, managing the sales funnel, and building a performance-driven sales culture.

This is a high-ownership leadership role for someone who is comfortable with targets, numbers, team management, recruitment, training, conversion optimization and aggressive revenue growth.

The ideal candidate should be able to:

Build the team → Train the team → Generate revenue → Improve conversions → Scale the sales operation.

Key Responsibilities1. Revenue & Target Ownership

- Take complete ownership of monthly, quarterly and annual sales revenue.
- Set and achieve aggressive admissions and revenue targets.
- Develop revenue forecasts and sales plans.
- Monitor daily, weekly and monthly performance against targets.
- Identify revenue gaps and implement corrective action immediately.
- Improve lead-to-admission conversion rates and overall sales efficiency.
- Drive growth across online, offline, hybrid and institutional programs.

1. Team Building & Recruitment

- Build and manage a 10–20 member sales team.
- Recruit, interview and onboard high-performing sales executives, BDEs, counsellors and team leaders.
- Define individual and team-level targets.
- Establish clear KPIs and performance benchmarks.
- Build a scalable sales hierarchy as the academy expands.
- Identify high performers and create leadership development opportunities.
- Take ownership of underperformance and implement performance improvement plans where required.

1. Sales Training & Development

- Design and conduct regular sales training programs.
- Train the team on:
- Education sales
- Student counselling
- Need discovery
- Product/course pitching
- Objection handling
- Follow-up strategy
- Negotiation
- Closing techniques
- WhatsApp and phone sales
- CRM usage
- Upselling and cross-selling
- Create standardized sales scripts, call frameworks and objection-handling playbooks.
- Conduct regular call audits and provide coaching to sales staff.
- Build a culture of continuous learning and performance improvement.

1. Lead Management & Conversion

- Develop and manage the complete lead-to-admission funnel.




- Establish lead response-time standards.
- Ensure every lead is contacted, qualified, followed up and tracked properly.
- Improve lead qualification and prioritization.
- Develop strategies for:
- Hot leads
- Warm leads
- Cold leads
- Parent enquiries
- Student enquiries
- Career-focused prospects
- Working professionals
- Institutional enquiries
- Analyze lead sources and identify the highest-converting channels.
- Work closely with marketing to improve lead quality and acquisition efficiency.

1. Institutional & B2B Sales

- Build partnerships with schools, colleges, universities, training institutions and other organizations.
- Develop institutional programs, workshops, seminars and training partnerships.
- Generate bulk enrollment and institutional revenue opportunities.
- Build relationships with academic institutions and decision-makers.
- Develop strategic partnerships across Kerala and South India.

1. Sales Operations & Process

- Build and maintain a structured sales SOP.
- Establish daily sales reporting mechanisms.
- Ensure proper CRM usage and data discipline.
- Monitor:
- Leads received
- Leads contacted
- Qualified leads
- Appointments
- Counselling sessions
- Follow-ups
- Applications
- Bookings
- Admissions
- Revenue
- Conversion rate
- Average ticket size
- Sales cycle
- Create dashboards and management reports for leadership.
- Identify bottlenecks in the sales process and continuously optimize the funnel.

1. Leadership & Performance Management

- Conduct daily sales huddles and weekly performance reviews.
- Set clear expectations and KPIs for every team member.
- Create incentive structures that encourage healthy competition and target achievement.
- Build a result-oriented and accountable sales culture.
- Motivate the team during high-pressure target periods.
- Develop team leaders and future sales managers internally.

Key Performance Indicators (KPIs) The Sales Head will be measured primarily on:

Revenue Achievement

- Monthly revenue target achievement
- Quarterly revenue growth
- Year-on-year growth

Sales Performance

- Lead-to-admission conversion
- Counselling-to-admission conversion
- Average ticket size
- Sales cycle duration
- Follow-up effectiveness

Team Performance

- Team target achievement
- Individual productivity
- Sales executive retention
- Recent hire ramp-up time
- Training effectiveness

Operational Performance

- CRM discipline
- Lead response time
- Follow-up compliance
- Pipeline accuracy
- Forecast accuracy

Candidate ProfileMust Have
- 4–8+ years of sales experience, preferably in education, EdTech, training, professional courses or institutional sales.




- Proven experience managing a 10+ member sales team.
- Strong track record of achieving or exceeding revenue targets.
- Experience in hiring, training and managing sales professionals.
- Strong understanding of sales funnels and conversion metrics.
- Excellent communication, negotiation and closing skills.
- Strong analytical and leadership abilities.
- Comfortable working in a high-growth, target-driven environment.
- Strong knowledge of CRM and sales reporting systems.

Preferred

Experience in

- EdTech
- Higher Education
- Vocational Training
- Skill Development
- Professional Training Institutes
- Study Abroad / Education Counselling
- Institutional/B2B Sales
- High-ticket course sales

Experience selling programs in the ₹50,000–₹2,00,000+ ticket range will be an advantage. Leadership Traits We Are Looking For

We are looking for a builder, not just a manager.

The ideal candidate should be:

- Highly target-oriented
- Data-driven
- Aggressive but ethical in sales
- Strong in people management
- Excellent at coaching and mentoring
- Highly accountable
- Comfortable making decisions under pressure
- Capable of building processes from scratch
- Strong in communication and negotiation
- Passionate about building a high-performance team

What Success Looks Like Within the first 30–90 days, the Sales Head should be able to:

Build the Team

→ Recruit and structure a 10–20 member sales organization.

Build the System

→ Establish SOPs, KPIs, CRM discipline, reporting, and sales processes.

Build the Capability

→ Train the team in counselling, objection handling, follow-up and closing.

Build the Pipeline

→ Create a predictable and measurable admissions pipeline.

Drive Revenue

→ Consistently achieve monthly and quarterly revenue targets.

Scale the Business

→ Develop a repeatable sales engine capable of supporting EXR's expansion across South India.

Compensation

Salary: Competitive and based on experience and proven performance.

Incentives: Performance-based incentives linked to team revenue and target achievement.

Additional Benefits: Leadership growth opportunities, performance incentives and the prospect to build the sales organization of a rapidly growing specialized gaming academy.

Why Join EXR Games & Academy?

- Leadership role in a rapidly growing specialized education segment.
- Opportunity to build and lead a 10–20 member sales organization.
- Direct ownership of revenue and business growth.
- High-performance and entrepreneurial work culture.
- Opportunity to contribute to the growth of South India's dedicated gaming academy.
- Strong career progression based on performance.

Application Candidates with strong experience in education sales, EdTech, institutional sales or high-ticket training sales are encouraged to apply.

EXR GAMES & ACADEMY

South India's Dedicated Gaming Academy

Let the World Play Your Games.

Pay: ₹40,000.00 - ₹70,000.00 per month

Benefits

- Cell phone reimbursement
- Commuter assistance
- Paid sick time
- Paid time off

Work Location: In person

📌 SALES HEAD – INSTITUTIONAL & ADMISSIONS SALES (Tirur)
🏢 EXR Games & Academy
📍 Tirur