Manager – Sales, Global Pathways & AI Licensing
Posted Updated
Description
About iDreamCareer
iDreamCareer is India’s leading EdTech venture, recognised among the World’s top 200 EdTech companies by the ASU+GSV Summit 2020 and the top 100 EdTech companies in South Asia by HolonIQ 2020. It works with high school and undergraduate students through its full-stack career guidance product, which includes content on careers, colleges, exams and scholarships, psychometric assessment tools and one-on-one live counselling.
Life at iDC:
BlueSpring is our human-delivered, AI-assisted career counseling program for private schools. It currently reaches about 20,000 students and is set to double to about 40,000 next year.
What we are looking for
We are building a second revenue engine on top of BlueSpring, and we need a hands-on seller to bring in that revenue. This is an individual-contributor-first sales role with clear monthly and quarterly targets. You will own the number yourself, not manage people who do.
You will sell across two lines:
- B2C – Global Pathways: study abroad guidance, summer school programs and other experiential offerings, sold to parents and students in our BlueSpring schools.
- B2B – AI Counseling Licensing: our AI-powered career counseling platform as a white-label licence, sold to organisations (schools, coaching institutes, colleges, edtech companies, NGOs, corporates) and independent career counselors who want to run counseling under their own brand.
You will report to the Senior Manager – Global Pathways & Experiential Programs and be a core member of the founding team for this business line.
Responsibilities
1. B2C sales – Global Pathways
- Own and close the B2C revenue target for study abroad guidance and summer school programs.
- Convert leads from BlueSpring counseling sessions, career assessments, webinars and school info sessions into paid enrolments.
- Run consultative sales conversations with parents and students: understand goals, budget and timelines, and recommend the right program.
- Present at parent webinars, school info sessions and orientation events, and follow up to close.
- Manage the full cycle from first call to payment and handover to the delivery team.
2. B2B sales – AI Counseling Licensing
- Own and close the B2B licence revenue target for our white-label AI career counseling product.
- Build your own pipeline through outbound prospecting, referrals, events and partner networks.
- Sell to schools, school chains, coaching institutes, colleges, edtech companies, NGOs, CSR teams and independent counselors.
- Run product demos, build proposals and negotiate pricing, licence volumes and contract terms.
- Drive renewals and upsells (more seats, add-on modules) with existing licensees, working with the onboarding team.
3. Pipeline, CRM and reporting
- Keep the CRM accurate and up to date for every lead, deal and stage.
- Track and improve conversion at each stage (lead → qualified → proposal → closed).
- Share weekly pipeline and forecast updates with your manager and flag risks early.
- Feed market insights, objections and pricing feedback back into the offering.
4. Collaboration
- Work with BlueSpring counselors and the school sales team to source warm leads without disrupting the core school relationship.
- Work with product and onboarding teams so B2B clients go live smoothly.
5. Trust and ethics
- Sell student-first: recommend what is right for the student, not just what pays.
- Be transparent with parents about programs, costs and partner relationships.
- Follow compliance, data privacy and ethical counseling standards in every sale.
What Success Looks Like
- A healthy pipeline built in both B2C and B2B within the first 90 days.
- First B2C enrolments and B2B licence deals closed within 6 months.
- Monthly and quarterly revenue targets met consistently.
- A repeatable sales playbook for both lines, ready for the scale-up.
First 90 days: a working pipeline in both lines, first B2C enrolments closed and at least [X] qualified B2B licence prospects in active conversation.
Skills
- Target-driven closer who is comfortable being measured on revenue every month
- Consultative seller who listens first and builds trust with parents and decision-makers
- Confident presenter in front of parents, school leaders and business buyers
- Strong negotiator on pricing, volumes and contract terms
- Disciplined with CRM, follow-ups and forecasting
- Student-first and ethical in how you sell
- Self-starter who can build pipeline from scratch in a new business line
What We Offer
- A founding sales role in a new, fast-growing business line
- Warm lead access through a fast-scaling network of private schools
- An AI-powered product with real differentiation to sell in the B2B market
- A clear path to Senior Manager as the line scales and the sales team grows
Must have
- 3–6 years of hands-on, quota-carrying sales experience, with a consistent record of meeting or beating targets (numbers to show for it).
- Proven B2C education sales experience (study abroad, admissions, test prep, summer programs or K-12) is mandatory.
- Ability to sell both to parents and to institutional buyers (longer, multi-stakeholder cycles).
- Experience running the full sales cycle yourself: prospecting, demos or counseling calls, proposals, negotiation and closing.
- Daily working comfort with a CRM (HubSpot, Zoho, Salesforce, LeadSquared or similar) and with pipeline reporting.
- Excellent spoken and written English; Hindi or another regional language is a strong plus.
- Willingness to travel to schools and client sites as needed.
Good to have
- Experience selling white-label, SaaS or AI products.
- Existing network among schools, coaching institutes, independent counselors or education organisations.
- Understanding of international admissions, study abroad or summer school programs.
- Experience in an early-stage or new business line where the playbook was still being built.