Sales Development Lead

Location: Pune

Work Mode: Full-time, Work From Office

Travel: Primarily office-based. Travel if required.

Experience: 3–6 years preferred

Compensation: ₹7–9 LPA

About Brainmoto

Brainmoto is an education company helping schools develop and understand the cognitive and motor skills that shape how children learn.

We work with schools through structured programmes, assessments, teacher training and learning resources. Our work creates meaningful experiences and outcomes for schools, educators and children.

We are building a growing network of schools across India and are now strengthening our sales organisation to significantly expand that network.

About the Role

We are looking for a hands-on Sales Development Lead who will take ownership of the day-to-day functioning of our school sales engine.

This is not a conventional MIS or reporting role.

You will work closely with a team of salespeople who engage with Principals, Directors, Academic Heads, Coordinators and other school stakeholders across India.

Your responsibility will be to ensure that the team has the right schools to contact, is consistently making meaningful conversations, is generating qualified meetings, is following up properly, and that every interaction is accurately captured and progressed in the CRM.

You will be the person who knows, at any point in time:

- Who is calling whom?
- Which schools are being worked on?
- How many meaningful conversations have taken place?
- How many meetings have been booked?
- Which meetings are confirmed?
- Is the calendar for the next 5–10 working days sufficiently full?
- Which opportunities are progressing?
- Where is the funnel breaking?
- Which salesperson needs intervention?
- Is the CRM accurate?
- What needs to happen next?

You will work from our Pune office and be physically present with the sales team. You should enjoy a quick-moving, target-driven environment and be comfortable holding people accountable for daily execution.

What You Will Do

1. Run the Daily Sales Engine

- Own the day-to-day operating rhythm of the school sales team.
- Conduct short daily sales huddles and review priorities, targets and meeting schedules.
- Monitor daily sales activity and identify gaps early.
- Ensure salespeople have clear school lists and priorities to work on each day.
- Track meaningful conversations, meetings booked, meetings confirmed and meetings held.
- Identify underperformance during the day rather than waiting for weekly reviews.
- Intervene, coach and redirect when activity or conversion falls below expectations.
- Ensure the team remains consistently productive throughout the working day.

2. Own the Meeting-Generation System A central responsibility of this role is to build and maintain a predictable pipeline of qualified school meetings.

- Monitor the number and quality of meetings being generated by each salesperson.
- Ensure meetings are booked with relevant school stakeholders.
- Monitor the calendar for the next 5–10 working days.
- Identify gaps in upcoming meeting calendars and take corrective action.
- Ensure meetings are confirmed in advance.
- Track cancellations, no-shows and rescheduling.
- Ensure cancelled meetings are followed up and rescheduled wherever appropriate.
- Monitor meeting show rates and identify patterns.
- Ensure meeting-generation targets do not result in low-quality or irrelevant meetings.
- Coordinate allocation of meetings between team members based on geography, availability, stakeholder and opportunity quality.

3. Manage School Data & CRM Discipline

- Maintain and continuously improve the school's prospect database.
- Ensure accurate school, contact and decision-maker information.




- Identify and eliminate duplicate records.
- Ensure every active school has a clear owner and pipeline stage.
- Monitor CRM updates and data completeness.
- Ensure meaningful conversations, meetings, objections, requirements and next steps are recorded.
- Ensure every active opportunity has a clearly defined next action and date.
- Monitor overdue follow-ups.
- Maintain accurate sales dashboards and reports.
- Identify gaps or inconsistencies in sales data and resolve them quickly.

4. Lead Research & Prospect Allocation

- Build and maintain high-quality lists of prospective schools across India.
- Research schools and identify relevant decision-makers.
- Ensure the team has sufficient qualified schools to work on every day.
- Segment and allocate schools based on geography, school profile, potential and salesperson capacity.
- Ensure lead allocation is balanced and avoids duplication.
- Work with the team to identify the most productive sources and categories of schools.
- Continuously replenish the prospecting pipeline.

5. Sales Call Monitoring & Coaching

You will be expected to understand outbound sales at a practical level.

- Listen to sales calls and assess their quality.
- Identify problems with openings, discovery, objection handling and meeting conversion.
- Coach salespeople on improving their conversations.
- Conduct role-plays where required.
- Identify patterns in objections and responses.
- Help refine scripts, messaging and outreach approaches based on actual market response.
- Step in and demonstrate effective calling when necessary.
- Help new team members become productive quickly.

You should be comfortable picking up the phone yourself. You should be able to demonstrate what a good cold call sounds like rather than simply telling others to "make more calls."

6. Monitor & Improve the Sales Funnel

Track and analyse the movement of schools through the sales process:

School identified → Meaningful conversation → Meeting scheduled → Meeting held → Discovery → Qualified opportunity → NLSI / Brainmoto next step → Proposal / implementation discussion → Conversion

You will

- Monitor conversion at each stage.
- Identify where the funnel is weakening.
- Analyse reasons for lost or stalled opportunities.
- Identify patterns across salespeople, school types and geographies.
- Recommend changes to improve conversion.
- Provide management with clear, actionable sales intelligence.

7. Coordinate Online & In-Person Meetings

- Help determine whether a school meeting should be conducted online or in person based on opportunity quality, geography, stakeholder involvement and potential.
- Coordinate field-meeting schedules efficiently.
- Cluster Pune school visits geographically wherever possible.
- Help ensure field salespeople have productive schedules rather than isolated meetings requiring unnecessary travel.
- Coordinate online meetings and ensure the appropriate salesperson is assigned.
- Track utilisation of the team's available meeting capacity.

8. Sales Reporting & Management Information

Provide a clear daily and weekly view of the sales engine.

Key reporting areas include

- Meaningful conversations
- Meetings scheduled
- Meetings confirmed
- Meetings held
- Decision-maker participation
- Meeting show rate
- Conversation-to-meeting conversion
- Pipeline by stage




- Follow-up completion
- Calendar coverage
- NLSI opportunities
- Brainmoto opportunities
- School acquisition
- Key objections and market intelligence

The objective is not to produce reports for the sake of reporting. The objective is to identify problems early and take action.

9. Market Intelligence

Your work will also help Brainmoto understand the school market better.

You will identify and communicate:

- Common objections from school leaders.
- What Principals and Academic Heads respond to.
- Which messages generate interest.
- Which types of schools respond better.
- Why schools decline or postpone.
- What school leaders are currently prioritising.
- What questions repeatedly arise during conversations.
- Where new opportunities may exist.

What Success Looks Like

Within the first 3 months, you should be able to:

- Independently run the daily sales operating rhythm.
- Maintain a reliable and accurate sales database.
- Ensure salespeople have sufficient schools to work on every day.
- Maintain strong meeting-calendar coverage.
- Monitor and improve meeting generation and show rates.
- Identify underperformance early and intervene.
- Produce accurate daily and weekly sales dashboards.
- Coach salespeople on call quality and conversion.
- Ensure CRM discipline across the team.
- Identify the major bottlenecks in the sales funnel and begin improving them.

Within 6 months, you should have helped create a predictable, measurable and disciplined school-sales engine in which management can clearly see:

What is happening → where the bottleneck is → who owns it → what action is being taken → what changed.

Key Performance Indicators

Your performance will be evaluated on:

- Quality and consistency of school-meeting generation.
- Meeting-calendar coverage.
- Meeting confirmation and show rates.
- Quality of meetings generated.
- Meaningful conversation → meeting conversion.
- CRM accuracy and completeness.
- Follow-up discipline.
- Lead/data quality.
- Sales-team productivity.
- Pipeline progression.
- Quality of sales reporting and insights.
- Improvements made to the sales process and conversion.

What We Are Looking For

We are looking for someone who is:

- Highly organised and process oriented.
- Commercially sharp.
- Excellent communication skills.
- Comfortable with daily targets and accountability.
- Strong with numbers and sales metrics.
- Confident using CRM systems and spreadsheets.
- Comfortable analysing sales funnels.
- Strong on the phone and capable of outbound selling.
- A good listener and practical sales coach.
- Persistent without being aggressive.
- Comfortable challenging underperformance.
- Able to work closely with a young, growing sales team.
- Comfortable working from the office every day.
- Proactive and capable of solving problems without waiting for instructions.

Required Experience

We strongly prefer candidates who have recent, hands-on experience managing an outbound/inside-sales team.

Ideally, you will have:

- 3–6 years of total sales/business development experience.
- At least 1–2 years of experience leading or supervising an inside-sales/outbound sales team.
- Experience managing daily activity and meeting-generation targets.
- Experience with CRM-based pipeline management.
- Experience monitoring sales conversion metrics.
- Experience coaching salespeople on calls.
- Experience managing lead allocation and follow-ups.
- Experience working in a high-volume outbound sales environment.

Experience in B2B, education/EdTech, SaaS, business services, recruitment or other appointment-driven sales environments will be relevant.

Pay: ₹700,000.00 - ₹900,000.00 per year

Work Location: In person

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