Position: Director of Sales
Company: ElevateMe
Location: Ahmedabad, Gujarat (On-Site)
Shift Time: 7:30 PM to 4:30 AM IST.
Reports to: CEO
Leads: Sales Manager(s), AEs/SDRs (as applicable); partners closely with Marketing, Delivery/Ops, and Finance
Role Overview
We’re hiring a Director of Sales to lead and scale the sales function by building a repeatable sales operating system and coaching our current Sales Manager and team. This is a hands-on leader who brings structure (process, pipeline governance, CRM, incentives, forecasting) and develops people—without politics or confusion.
Key Responsibilities
- GTM & Strategy: Define/refresh ICP, positioning, capacity plan, and quarterly execution plan.
- Sales Operating System: Implement weekly cadence (pipeline, forecast, deal reviews), stage definitions, exit criteria, and measurable standards.
- Forecasting & Executive Communication: Deliver accurate forecasts, clear weekly exec updates, and proactive risk management (no surprises).
- CRM & Lead Governance: Own CRM adoption and data integrity; enforce lead-to-opportunity process, SLAs, and reporting dashboards.
- Deal Excellence (Deal Desk): Standardize proposals/SOWs, pricing/discount guardrails, approvals, and clean handoffs to delivery; protect margin and reduce cycle time.
- Incentives & Performance: Design and run comp/incentives aligned to revenue/margin (and collections if needed); build scorecards and accountability.
- People Leadership & Coaching: Coach Sales Manager(s) and reps via 1:1s, deal coaching, call reviews, and training playbooks; improve leadership maturity and execution.
- Hurdle Removal: Maintain a “Sales Hurdles Log” and drive cross-functional fixes (marketing, delivery, tooling, messaging).
- Referral Growth: Own and scale our referral program by activating partners and clients, tracking referral pipeline in the CRM, and improving conversion from referral to closed-won.
- Hiring & Enablement: Hire, onboard, and ramp sales roles; build a repeatable enablement program and standards.
Success Measures
- Revenue and predictable growth; pipeline coverage and quality
- Forecast accuracy; reduced churn in pipeline and fewer surprises
- Win rate, cycle time, and conversion rates across the funnel
- CRM hygiene and reporting reliability
- Team performance: ramp time, consistency, retention, coaching maturity
- Margin/quality of deals and smooth delivery handoffs
Qualifications
- 8+ years B2C sales experience; 3+ years leading teams/managers
- Proven track record building sales process, pipeline governance, and forecasting discipline
- Strong CRM experience (HubSpot/Salesforce or similar) with dashboard/reporting capability
- Experience with incentive design and performance management
- Excellent executive communication; high integrity; calm, structured leadership
Preferred
- Experience selling B2C education/training offerings (career coaching, upskilling, test prep, or similar) with a strong understanding of high-intent consumer decision journeys.
- Proven success in high-volume online + phone sales (inbound/outbound), including consultative discovery, objection handling, and closing over calls/virtual meetings.
- Proven experience running sales team of 50+ members.
- Has scaled a sales function (0→1 or 1→10) and coached frontline managers successfully.
