ALLEN Career Institute - Senior Manager - Sales Strategy/Operations & Expansion

About ALLEN Digital :

Allen Digital is the outcome of a strategic partnership between Allen Careers Institute and Bodhi Tree Systems, which aims to ensure tech enablement for millions of students. Allen Digital seeks to build an EdTech platform that provides students everything a classroom cannot, with backing from some of the best names in business, education, and technology. With 36+ years of industry leadership, Allen is poised to revolutionise education through its enhanced technology platform. We help students prepare for medical and engineering entrance exams (NEET, JEE Mains & Advanced), school/board exams, Olympiads, NTSE, and more.

Job Summary:

We are looking for a Sales Strategy, Operations & Expansion Manager to play a strategic role in scaling Allen Digital's sales engine - across both new go-to-market channels and existing operations. This is a hybrid charter spanning field/school expansion strategy, sales operations excellence, and CRM/systems enablement. You'll work directly with the Head of Sales Strategy & Operations and Sales Heads, present to the CEO, and partner with Product & Tech to translate sales requirements into Salesforce capabilities. This role is for someone who can move fluidly between the boardroom and the build - strategy on Monday, process redesign on Wednesday, CRM requirements on Friday.

Key Responsibilities :

Field & School Sales Expansion - Strategic (~40%) :

• Conceptualise the field/school sales expansion plan in partnership with Sales Heads - sizing, channel design, segmentation, and rollout sequencing.
• Build the operating model for the new channel: org structure, role definition, hiring plan, ramp-up curves, and incentive design.
• Drive execution of team build-out - partner with TA, onboard the new function, and ensure go-live readiness.
• Present strategy, progress, and recommendations to the CEO and leadership; own the narrative.
• Build playbooks and SOPs for the new sales motion; benchmark against industry best practices.

Sales Strategy & Operations Execution (~40%) :

• Provide strategic inputs to sales processes, aligning them with business goals across lead management, segmentation, and funnel design.
• Identify and resolve bottlenecks in sales workflows; implement standardised procedures across teams.
• Design and execute strategy to unify lead management, optimise calling efficiency, and improve overall sales team effectiveness.
• Performance analytics: build reporting and dashboards on sales activity, trends, and outcomes to track KPIs and drive strategic decisions.
• Surface insights and best practices across the sales function; drive sales excellence initiatives.
• Collaborate with Business, Marketing, and Product to identify sales initiatives and feature priorities.

Sales Systems & CRM (~20%) :

• Translate sales requirements into Product/Tech deliverables for Salesforce.com - write requirement docs, prioritise, and shepherd them through to launch.
• Partner with the CRM/Salesforce team to drive automation, lead enrichment, lead scoring, and process efficiency.
• Audit CRM data quality and ensure systems support actionable insights for the sales team.
• Ensure the system stays user-centric for sales reps; partner with training on rollout and adoption.

Key Requirements :

• Bachelor's/Master's degree in Business, Engineering, Data Analytics, or a related field; MBA preferred.
• 5-8 years of experience across one or more of: management consulting, sales strategy & operations, business operations, or strategy/chief-of-staff roles. Experience in edtech, consumer internet, or D2C is a strong plus.
• Has owned at least one zero-to-one build - a new channel, new geography, new function, or new GTM motion.
• Comfort presenting to and influencing C-level stakeholders.
• Strong analytical foundation; able to structure ambiguous problems and pressure-test hypotheses with data.
• Working knowledge of CRM systems (Salesforce.com strongly preferred); able to write clear requirements for Product/Tech even if not building configurations themselves.
• Excellent stakeholder management - has worked cross-functionally with sales leaders, product, and tech.
• Proactive, hands-on, ownership mindset; comfortable with unstructured problems in fast-paced environments.