Head of Certification- Inside Sales

About UNIVO –

Founded in 2022, UNIVO Education stands as a trailblazer in online higher education, helping universities offer and scale high-quality online degree programs. Our mission aligns with India's vision to elevate the Gross Enrolment Ratio (GER) from 27% to 50% by 2035, contributing to national development through accessible, flexible and affordable education. At UNIVO, we empower universi es with the digital tools, strategic insights, and industry expertise needed to bring impactful learning experiences online. By combining cu ng-edge technology with a deep understanding of educational needs, we make it possible for institutions to reach broader audiences, enhance learner engagement, and deliver education that meets global standards.

Position- Head of Certification

Location- Noida

Role Overview

The Head of Certification Programs is responsible for building, leading, and scaling the inside-sales organization focused on driving enrollments, revenue, and customer engagement for the company’s certification product portfolio. This role owns the full inside-sales funnel, from lead qualification to closing, and ensures the team delivers a high-quality experience for learners, corporate clients, and partners.

Key Responsibilities

Sales Strategy & Leadership

• Develop and execute the overall inside-sales strategy for all certification programs (e.g., technical, professional, compliance-based certifications).
• Set quarterly and annual revenue targets; track performance and implement corrective plans.
• Build and manage a high-performing inside-sales team including SDRs, Inside Sales Executives, and Team Leads.
• Establish scalable sales processes and playbooks for consistent performance.

Pipeline & Performance Management

• Oversee lead management, ensuring timely nurturing, follow-ups, and conversions.
• Optimize CRM utilization, pipeline hygiene, and reporting accuracy.
• Monitor KPIs such as conversion rate, lead-to-enrollment SLAs, call productivity, and revenue per rep.
• Conduct regular forecasting and business reviews with senior leadership.

Collaboration & Cross-Functional Alignment

• Work closely with Marketing to define lead-generation needs, lead scoring, and campaign optimization.
• Partner with Product and Certification teams to stay updated on program enhancements, certification pathways, and market fit.
• Align with Customer Success to ensure smooth learner onboarding and high completion/renewal rates.

Customer Experience & Sales Excellence

• Ensure the team communicates certification value propositions clearly and accurately (exam structure, prerequisites, pathways, job outcomes, etc.).
• Implement consultative selling techniques tailored to learners, corporate clients, and training partners.
• Drive continuous improvement in scripts, objection handling, demos, and follow-up communication.

Team Development

• Recruit, train, and mentor sales talent with a focus on coaching, performance management, and career growth.
• Conduct regular training on product knowledge, certification frameworks, competitive landscape, and industry standards.
• Foster a high-energy, target-driven culture.

Requirements

• 8–12+ years of inside sales experience, with at least 4+ years in a leadership or managerial role.
• Proven track record driving sales for certification, education, SaaS, or training programs.
• Strong understanding of funnel management, CRM systems (Salesforce, HubSpot, etc.), and data-driven decision-making.
• Exceptional communication, coaching, and stakeholder management skills.
• Experience scaling inside-sales operations in a fast-paced environment.
• Experience in EdTech, IT certifications, corporate training, compliance certifications, or professional learning.
• Knowledge of certification frameworks (e.g., ISO, CompTIA, PMI, AWS, cybersecurity certifications, technical skilling programs).
• Exposure to international sales or multi-region enrollment operations.