Location: Greater Noida (work from office)

Reports to: the Chief Operating Officer

Experience: 3-5 years in consultative sales, preferably education or high-consideration B2C

Team: one of five founding counsellors

Works alongside: the calling team, Growth Marketing, and the CP Manager (channel partners)

Why this role exists

Sharda Online is being built as an agent-first organisation: AI agents do much of the routine work, and people own judgment, relationships and outcomes. Applications and interested leads are coming in every day, and interest becomes enrolment only through real consultative conversations. As one of the first five counsellors, you do not just run those conversations: you build the playbook for how consultative selling works here, the one every counsellor after you will inherit.

Your mandate

You own a pipeline of interested learners, end to end, and you help build the selling foundation.

- Own your pipeline from first counselling conversation to enrolment. No lead goes cold silently.
- Run consultative conversations: understand the learner's situation, goals and constraints, and advise the right programme honestly, including saying no when the fit is wrong.
- Handle the hard parts: fees, scholarships, EMI options, family buy-in, competing offers.
- Build the foundation: discovery questions, pitch structure, objection handling and follow-up cadences that later counsellor layers will inherit.
- Keep CRM discipline: every conversation logged, every next step scheduled.
- Feed the loop: what learners ask, object to and choose goes back to marketing, content and product every week.
- Be very hands-on with AI: use it for conversation prep,



notes and follow-ups, and build it into how the selling motion runs.

Your mission A counsellor layer whose conversions leadership can predict, because the playbook works, not because a few heroes carry it. Learners who enrol saying the counselling itself was worth the time.

Your first year (tentative)

0 to 2 months: learn and start

- Learn the programmes, the learner (working professionals) and the offer inside out.
- Shadow existing conversations, then start carrying your own pipeline.
- Write the first playbook draft from real conversations: discovery, pitch, objections.

2 to 4 months: full pipeline, better playbook

- Carry a full pipeline with conversion expectations.
- Playbook v2 from what actually worked and failed.
- Weekly calibration with the other founding counsellors: one bar, one language.

4 to 6 months: benchmarks

- Set conversion benchmarks per lead source (ads, CEO's 50, channel partners).
- Mentor the first recent counsellor hires on the playbook.

7 to 12 months: institutionalise

- The playbook becomes the training base for the larger counsellor layer.
- Founding counsellors grow into senior counsellor and team-lead seats as the layer scales.

A normal week

- Counselling conversations, calls and video,



with interested learners, plus follow-ups on schedule.
- Pipeline review: conversions, stalls and why.
- Playbook time: write down what worked and what did not.
- Calibration with the other founding counsellors and feedback to marketing on lead quality.

Decision rights You decide and execute: how you run each conversation, your follow-up cadence, your pipeline hygiene, playbook drafts.

You decide with the COO: offer or fee exceptions within policy, playbook standards the whole team adopts.

Boundary: pricing, discounts and scholarship policy sit with leadership; first-touch calling sits with the calling team.

Who you will work with

- Chief Operating Officer: you report here.
- Calling team: they hand you interested leads; quality feedback flows both ways.
- The other founding counsellors: one playbook, shared calibration.
- Growth Marketing: lead quality and message feedback.
- CP Manager: partner-sourced learners.
- Admissions operations: a smooth enrolment after the yes.

What we are looking for

- 3-5 years selling consultatively, ideally in education, ed-tech or high-consideration B2C.
- You have carried a pipeline and hit conversion numbers you can walk us through.
- You sell by understanding, not pushing; working professionals trust you within one conversation.
- You write things down. This role builds the playbook, not just uses one.
- Strong Hindi and English; comfortable on calls and video all day.
- Hands-on with AI in your daily selling motion.
- You want to be founding: ambiguity excites you, and building the system is part of the job.

📌 Founding Counsellor (Admissions) (Greater Noida)
🏢 Sharda University
📍 Greater Noida