About the role
# Senior Business Development Manager – EdTech
**Company:** GoProtoz Design Pvt. Ltd.
**Location:** Bangalore / Whitefield
**Work Mode:** Remote
**Employment Type:** Part-Time
**Experience:** 5+ Years
**Department:** Business Development / Sales
**Reporting To:** Head of Business / Business Head
## About the Role
We are looking for an **experienced Senior Business Development Manager** with a strong background in the **EdTech, upskilling, professional education, online learning, or career-development industry**.
The ideal candidate should have a deep understanding of the Indian EdTech market, including **B2C/B2B education sales, lead generation, inside sales, counselling-led sales, conversion strategies, revenue management, partnerships, and customer acquisition**.
Candidates with experience in organizations such as **Hero Vired, GrowthSchool, NextLeap, MyCaptain, Scaler, upGrad, Simplilearn, Great Learning, Emeritus, Physics Wallah, Unacademy, or similar EdTech companies** will be preferred.
This role requires someone who can **build and execute sales strategies, lead a sales team, develop new revenue channels, establish strategic partnerships, and consistently achieve aggressive revenue targets.**
---
## Key Responsibilities
### 1. Business Development & Revenue Growth
- Develop and execute business development strategies to achieve monthly, quarterly, and annual revenue targets.
- Identify new revenue opportunities across **B2C, B2B, institutional, corporate, and partnership channels**.
- Build and maintain a healthy sales pipeline.
- Own the complete business development lifecycle from **lead generation to closure and revenue realization**.
- Develop strategies for market expansion, customer acquisition, upselling, cross-selling, and repeat business.
- Identify emerging trends in the EdTech and professional-skilling ecosystem and convert them into business opportunities.
### 2. EdTech Sales Strategy
- Demonstrate a strong understanding of the **Indian EdTech sales ecosystem and customer buying behaviour**.
- Design effective sales funnels covering:
**Lead Generation → Lead Qualification → Counselling → Demo/Webinar → Follow-up → Conversion → Payment → Upsell**
- Develop pricing, offer, scholarship, discount, and promotional strategies in coordination with management.
- Analyze conversion rates at every stage of the sales funnel and identify improvement opportunities.
- Develop strategies for **high-ticket and low-ticket education programs**.
- Understand and optimize sales cycles, CAC, LTV, conversion rates, revenue per counsellor, and other key metrics.
### 3. Lead Generation & Customer Acquisition
- Work closely with Marketing to define and improve the **MQL → SQL → Opportunity → Customer** funnel.
- Identify high-performing lead-generation channels.
- Develop strategies around:
- Digital marketing leads
- Organic acquisition
- Webinars
- Workshops
- Events
- Campus partnerships
- Corporate partnerships
- Referral programs
- Community-led growth
- Strategic alliances
- Outbound sales
- Continuously evaluate lead quality and acquisition cost.
### 4. Sales Team Leadership
- Lead, mentor, and manage Business Development Executives, Sales Managers, Counsellors, and Inside Sales teams.
- Set individual and team sales targets.
- Establish daily, weekly, and monthly sales KPIs.
- Monitor individual performance and pipeline activity.
- Conduct sales reviews, performance meetings, and pipeline reviews.
- Build sales scripts, objection-handling frameworks, follow-up processes, and conversion playbooks.
- Coach team members on consultative selling and education counselling.
### 5. Sales Process & CRM Management
- Establish a structured CRM-driven sales process.
- Ensure accurate lead tracking and follow-ups.
- Monitor:
- Lead-to-call ratio
- Contact rate
- Counselling/demo attendance
- Demo-to-enrolment conversion
- Lead-to-enrolment conversion
- Average ticket size
- Revenue per salesperson
- Sales cycle
- CAC
- LTV
- Churn/refund rate
- Use CRM and sales analytics to identify bottlenecks and improve conversion.
### 6. Strategic Partnerships
Build relationships with:
- Colleges and universities
- Corporate HR/L&D teams
- Startups and technology companies
- Training organizations
- Industry professionals
- Communities
- Educational institutions
- Career platforms
- EdTech partners
Develop partnership models that create sustainable revenue opportunities.
### 7. Market Intelligence
- Continuously monitor competitors and the EdTech market.
- Analyze competitor programs, pricing, positioning, sales models, and customer acquisition strategies.
- Track companies such as **Hero Vired, GrowthSchool, NextLeap, MyCaptain, Scaler, upGrad, Great Learning, Simplilearn, Emeritus**, and other relevant players.
- Identify market gaps and opportunities for new programs.
- Provide management with actionable market intelligence.
### 8. Product & Program Feedback
Work closely with the **Product, Academic, Marketing, and Leadership teams** to:
- Understand learner requirements.
- Identify market demand for new programs.
- Improve course positioning.
- Recommend pricing and packaging.
- Develop new program concepts based on market demand.
- Improve learner acquisition and retention.
---
# Required Experience
### Must Have
- **5+ years of experience in Business Development / Sales.**
- Strong experience specifically within **EdTech, Upskilling, Online Education, Professional Training, Career Education, or related industries**.
- Proven experience in achieving aggressive sales/revenue targets.
- Experience managing and scaling a sales team.
- Strong understanding of **B2C EdTech sales and counselling-led sales models**.
- Strong understanding of the Indian education and upskilling market.
- Experience working with CRM and sales analytics.
- Strong negotiation, presentation, communication, and closing skills.
### Preferred Background
Candidates who have worked with organizations such as:
- **Hero Vired**
- **GrowthSchool**
- **NextLeap**
- **MyCaptain**
- Scaler
- upGrad
- Great Learning
- Simplilearn
- Emeritus
- Unacademy
- Physics Wallah
- Coursera
- Udemy
- Internshala
- Imarticus Learning
- Skill-Lync
- Masai School
- or comparable EdTech / upskilling companies
will be strongly preferred.
---
# Key Skills
### Business Skills
- EdTech Business Development
- B2C Sales
- B2B Sales
- Inside Sales
- Consultative Selling
- High-Ticket Sales
- Lead Conversion
- Revenue Growth
- Sales Funnel Management
- Strategic Partnerships
- Market Expansion
- Customer Acquisition
- Account Management
### Analytical Skills
- Sales Forecasting
- Funnel Analytics
- Conversion Rate Optimization
- CAC & LTV Analysis
- Revenue Forecasting
- Sales Performance Analytics
- Market & Competitor Analysis
### Leadership Skills
- Team Management
- Sales Coaching
- Target Management
- Performance Management
- Sales Process Development
- Hiring & Training
- Motivation & Incentive Planning
---
# Key Performance Indicators (KPIs)
The candidate will be evaluated on:
| KPI | Expected Focus |
|---|---|
| Revenue Achievement | Monthly / Quarterly Target |
| Sales Conversion | Lead → Enrolment |
| Pipeline Value | 3–4× Monthly Target |
| Average Ticket Size | Program-wise growth |
| CAC | Controlled acquisition cost |
| Sales Productivity | Revenue per salesperson |
| Lead Response Time | Faster lead engagement |
| Sales Cycle | Reduction in closure time |
| Team Achievement | % of team reaching target |
| Retention / Upsell | Repeat & additional revenue |
| Partnership Revenue | New strategic channels |
---
# Ideal Candidate Profile
We are looking for someone who is **not just a salesperson**, but a **business builder**.
The ideal candidate should be able to answer questions such as:
- How would you launch a new EdTech program in a competitive market?
- How would you generate the first 1,000 qualified leads?
- How would you improve a 5% conversion rate to 8–10%?
- How would you build a 10-member sales team?
- How do Hero Vired, GrowthSchool, NextLeap and MyCaptain position their offerings differently?
- What makes an EdTech customer convert?
- How should an EdTech sales funnel be structured?
- How do you calculate CAC and LTV?
- How would you design an incentive plan for sales counsellors?
- How would you reduce lead leakage and improve follow-ups?
- Which channels would you use for B2C vs B2B acquisition?
- How would you identify whether a sales problem is caused by **lead quality, product positioning, pricing, counselling, or follow-up?**
The candidate should demonstrate **commercial thinking, strong ownership, data-driven decision-making, and the ability to build scalable sales systems.**
---
# Educational Qualification
- Bachelor's degree in Business Administration, Marketing, Management, Commerce, Education, or a related field.
- MBA / PGDM in Marketing, Sales, Business Management, or related specialization will be an advantage.
---
# Compensation
**Competitive salary + Performance Incentives**
Compensation will be aligned with the candidate's experience, existing CTC, demonstrated revenue achievements, and leadership capability.
---
# Why Join Us?
- Opportunity to build and scale an emerging education and professional-skilling business.
- Direct exposure to leadership and business strategy.
- Opportunity to build sales processes and teams from the ground up.
- Performance-driven growth environment.
- Significant ownership across **Business Development, Revenue, Partnerships, and Market Expansion**.
## Ideal Hiring Profile
**5–10 years | EdTech / Upskilling | B2C Sales | Business Development | Team Leadership | Revenue Ownership | Bangalore**
**Preferred companies:** Hero Vired | GrowthSchool | NextLeap | MyCaptain | Scaler | upGrad | Great Learning | Simplilearn | Emeritus | Similar EdTech companies
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