Pragra
Website:
pragra.io
Job details:
Head of Sales
Location: Remote – India
Employment Type: Full-Time
Company: PRAGRA Inc.
Reporting To: CEO / General Manager
About PRAGRA
PRAGRA is evolving from a leading technology training company into an AI-powered workforce transformation platform. We help organizations and individuals develop job-ready technology capabilities through corporate upskilling, professional certifications, bootcamps, career programs, and talent-development solutions.
Our mission is to become the primary workforce transformation and technology education partner for businesses and learners across North America and global markets.
The Role
PRAGRA is seeking a strategic, growth-focused Head of Sales to build, lead, and scale our complete B2B and B2C revenue organization.
In this dual-impact leadership role, you will drive revenue across two core engines:
- Enterprise B2B: Selling customized corporate upskilling, leadership development, tech certifications, and talent-development programs to CHROs, Heads of L&D, Engineering Executives, and Business Leaders.
- Consumer B2C: Driving learner enrollment growth across PRAGRA’s bootcamps, academies, certification programs, and career-transition pathways.
This is a hands-on leadership position. You will own multi-million-dollar revenue targets, build and mentor high-performing sales teams, define our go-to-market (GTM) playbook, and personally step in to anchor and close complex, multi-year enterprise deals.
What You’ll Own1. Revenue & Go-to-Market (GTM) Strategy
- Own end-to-end B2B and B2C revenue targets and align sales strategy with PRAGRA’s overarching growth goals.
- Define Ideal Customer Profiles (ICPs), target market segments, territories, channels, and priority accounts.
- Establish scalable pricing models, sales playbooks, quota structures, incentive plans (OTEs), and pipeline management protocols.
- Build a predictable, repeatable, and scalable revenue engine across global markets (focusing on North America).
2. Enterprise B2B Sales
- Architect and execute account-based selling (ABS) strategies targeting high-value enterprise accounts.
- Engage, present to, and negotiate with key executive stakeholders (CHROs, CTOs, VP of L&D, Chief People Officers).
- Build consultative, land-and-expand commercial opportunities that evolve into long-term, multi-year strategic partnerships.
- Oversee end-to-end enterprise deal cycles, including contract negotiations, proposals, and commercial terms.
3. Consumer B2C Sales & Enrollment Growth
- Direct a high-velocity admissions and inside-sales operation to drive consumer program enrollments.
- Map and optimize the complete learner journey—from initial inquiry and career counseling to payment, onboarding, and commencement.
- Improve core funnel metrics: speed-to-lead, conversion rates, counselor productivity, and learner acquisition costs (CAC).
- Collaborate with Marketing to improve lead quality, campaign targeting, and demand creation.
4. Team Building & Leadership
- Recruit, coach, and scale a multi-tier sales organization across Enterprise Sales, Inside Sales/Admissions, BDRs, Account Management, and Strategic Partnerships.
- Drive a high-performance culture grounded in clear KPIs, accountability, ownership, and continuous professional development.
- Conduct regular pipeline reviews, call coaching, deal-desk reviews, and consultative selling workshops.
5. Partnerships & Channel Development
- Build strategic alliances with universities, colleges, employer networks, recruitment partners, and government workforce agencies.
- Tap into government-funded workforce training initiatives and corporate learning subsidies.
- Establish employer hiring partnerships that enhance graduate outcomes and create recurring enterprise demand.
6. Revenue Operations & Analytics
- Enforce rigorous CRM hygiene (HubSpot/Salesforce), pipeline governance, and lead-tracking protocols.
- Deliver accurate weekly, monthly, and quarterly revenue forecasts to executive leadership.
- Monitor key performance metrics, including Pipeline Coverage, LTV:CAC, Sales Cycle Length, Average Order Value (AOV), and Conversion Rates.
7. Cross-Functional Collaboration
- Partner with Marketing on campaigns, lead quality, events, and brand positioning.
- Collaborate with Product & Academic teams to provide market feedback for curriculum enhancement and new program launches.
- Work alongside Customer Success to ensure seamless onboarding, high student retention, renewals, and client expansion.
What You Bring
- Experience: 10+ years of progressive sales experience, with at least 4+ years in a senior sales leadership role preferably in EdTech (Head of Sales, VP of Sales, or Sales Director).
- Dual Funnel Mastery: Proven track record of successfully driving both complex B2B enterprise deals and high-velocity B2C sales funnels.
- Domain Expertise: Strong background selling EdTech, Corporate Training, Workforce Development, SaaS, HR-Tech, or Professional Services.
- Track Record: Demonstrated history of consistently meeting or exceeding multi-million-dollar revenue targets.
- Team Builder: Hands-on experience recruiting, structuring, and mentoring high-volume inside sales teams as well as field/enterprise account executives.
- GTM & Strategy: Deep expertise in Account-Based Marketing/Selling, pipeline modeling, territory planning, and sales incentive design.
- Tech & Analytics: Highly proficient in modern CRM environments, sales automation stack, pipeline analytics, and data-driven forecasting.
- Executive Communication: Elite presentation, negotiation, and relationship-building skills with C-suite executives.
- Global Alignment: Comfort operating in a high-growth, fully remote environment with flexibility to collaborate seamlessly across India (IST) and North American (EST/PST) time zones.
Nice to Have
- Prior experience in AI-enabled learning solutions or technology bootcamps.
- An established network of CHROs, L&D executives, or enterprise engineering leads in North America (US/Canada).
- Familiarity with Canadian/US government workforce development grants and corporate training tax credits.
Your First 12–18 Months Roadmap
TimeframeMilestones & ExpectationsFirst 90 DaysAudit current pipelines, optimize CRM operations, establish clear ICPs, and launch refined GTM playbooks for B2B and B2C.Months 6–12Scale the sales team, drive $\ge$40% YoY revenue growth, close key flagship enterprise accounts, and lower B2C CAC via optimized funnels.Months 12–18Solidify PRAGRA’s predictable revenue engine across North America and launch scalable referral/partner network channels.
Why Join PRAGRA?
- Category Impact: Shape the revenue strategy of an ambitious, AI-driven workforce transformation platform.
- Executive Influence: Work closely with the CEO/GM to direct business strategy, product-market positioning, and expansion.
- Competitive Compensation: Attractive base salary accompanied by high-upside, performance-based incentive structures.
- Career Growth: Clear progression path toward Vice President of Sales or Chief Revenue Officer (CRO) as the company scales globally.
- Remote Flexibility: Work remotely from anywhere in India while driving global market impact.
Click on Apply to know more.