Head of Sales

Position:

Reporting To:

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Office Location:

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Role Purpose

To drive and own the complete revenue engine across HACA’s India and international markets by building robust regional and zonal sales structures, empowering high-performing teams, and ensuring sustainable revenue growth through strong systems, accountability, and strategy. This role is mission-critical in scaling HACA from a regional leader to a national and global powerhouse in career-first learning.

Key Responsibilities

Revenue Ownership

• Own monthly, quarterly, and annual revenue targets across all programs, schools, geographies, and market segments.
• Drive performance across regional, zonal, and international sales structures.
• Identify new high-potential regions and product-market fit for expansion.

Sales Strategy & Planning

• Develop zonal and regional go-to-market plans aligned with HACA’s national and global growth objectives.
• Conduct territory-wise market mapping and segment-specific strategy design.
• Lead pricing, offer design, messaging, and positioning strategies by region.

Team Leadership & Zonal Structuring

• Build and manage a layered team structure: Regional Heads → Zonal Managers → Sales Team Leads → Executives.
• Define org charts and performance expectations for each layer.
• Drive rigorous training, performance reviews, and team rituals that scale leadership and results.

Pipeline & Funnel Management

• Oversee and optimize inbound, outbound, and partnership-driven sales channels.
• Track and manage lead flow, conversion metrics, CPL, CAC, and revenue by region.
• Implement zonal dashboards for visibility and proactive decision-making.

Sales Process & Systems

• Design, standardize, and scale sales SOPs across India and international markets.
• Drive strong CRM adoption, data hygiene, and process discipline.
• Implement tools and tech solutions for speed, quality, and efficiency.

Cross-functional Collaboration

• Partner with Marketing, Academic Ops, Placement, Finance, and Product for integrated growth.
• Represent the sales lens in program design, student journey, and international partnerships.

Reporting & Strategic Insight

• Generate detailed region-wise performance reports and strategic recommendations.
• Maintain high fidelity in forecasting and scenario planning.
• Use sales data to inform hiring, budget allocation, and product decisions.

Culture & Ownership

• Build a high-performance sales culture rooted in ownership, learner-first mindset, and trust.
• Ensure cultural alignment and adherence to HACA’s values across all regions and layers.

Key Performance Indicators (KPIs)

• Regional/Zonal Revenue achievement (% vs target)
• Monthly growth rate in new regions and programs
• CAC vs ARPPU by region
• Conversion rates (inbound, outbound, events, partnerships)
• Sales team target achievement rates across zones
• CRM usage, SOP compliance, and reporting hygiene
• Launch and success of new market entries

Ideal Candidate Profile

Experience:

• 6-10+ years in sales leadership roles with full revenue ownership
• Proven experience in building and managing regional and zonal sales teams from scratch
• Strong background in EdTech, Education Services, or high-growth startup ecosystem
• Experience in both scaling from 0 to ₹1 Cr MRR and 1 Cr to 10 Cr+ MRR

Skills:

• Regional go-to-market playbook design
• Team building and people management at scale
• Performance management & coaching
• Funnel optimization and CRM discipline
• Analytical, structured, and hands-on leader
• Comfort with multilingual and multicultural team environments

Mindset:

• Growth-first, hands-dirty builder
• Strong ownership and founder-like thinking
• High emotional intelligence and leadership maturity
• Adaptability to dynamic, high-pressure environments
• Deep belief in HACA’s mission of career-first learning

30-60-90 Day Focus Plan

First 30 Days:

• Map current performance, team capabilities, and process strengths/risks
• Define and propose zonal structures and reporting cadences
• Build trust with the core team and identify quick wins in each region

Next 30 Days (60):

• Launch zonal and regional team hiring plans
• Implement pipeline and reporting dashboards
• Introduce CRM/process hygiene rituals across zones

Next 30 Days (90):

• Deliver consistent revenue growth and improved conversions
• Finalize and roll out regional expansion strategies
• Build playbooks for replicable scale across new markets

This is not a job for a manager. It’s a role for a builder.