Inside Sales Manager (ISM) – Outbound (Institution)

This is a remote position.

About India Market Entry (IME)

• India Market Entry (IME) is a boutique market-entry consultancy helping international
• education companies establish and scale their presence in India. We represent 35+ global
• education brands across K-12, Higher Education, Publishing, Teacher Training,
• Assessment, and EdTech.

About the Role

• As an ISM – Outbound (Institutional), you will be responsible for proactively identifying and
• engaging potential institutional customers across India.
• You will build your own prospect pipeline through cold calling, database outreach,
• LinkedIn, email, WhatsApp and other outbound channels, connect with relevant
• decision-makers, understand their requirements, qualify opportunities and schedule sales
• meetings for the Institutional Area Sales Manager (ASM) / GTM Marketing / Co-Founder
• / GTM Sales Enablement team.
• This is a high-activity, target-driven sales role with strong performance-linked incentives.
• You will own the outbound lead-generation funnel from prospect identification to qualified
• meeting.

Key Responsibilities

• Outbound Prospecting & Lead Generation
• Proactively identify potential institutional customers through:

• ○ Cold calling
• ○ Existing databases
• ○ LinkedIn and other professional networks
• ○ Email outreach
• ○ WhatsApp outreach
• ○ Industry directories
• ○ Referrals and networking
• ○ Market research

• Build and maintain a targeted database of schools and other education institutions.
• Make 100+ quality outbound calls per day to institutional prospects.
• Identify relevant institutions based on product, geography, curriculum and customer

profile.

• Consistently generate new institutional opportunities for the sales team.
• Institutional Outreach

Engage with

• International Schools
• IB & Cambridge Schools
• CBSE & ICSE Schools
• Colleges & Universities
• Government Education Bodies
• Educational Institutions
• Distributors
• Retailers
• Teachers and Academic Professionals

Build conversations with key decision-makers such as

• Principals
• School Directors
• Trustees
• Academic Heads
• Coordinators
• Procurement Heads
• School Management
• University/College Decision-Makers
• Lead Qualification
• Understand the institution's current requirements, challenges and potential need.
• Identify the appropriate decision-maker and buying authority.
• Qualify prospects based on need, authority, potential, timeline and fit.
• Understand current solutions/products being used by the institution.
• Identify potential opportunities across relevant IME products.
• Convert cold prospects into sales-qualified opportunities.
• Schedule qualified meetings for the relevant sales/leadership team.
• Meeting Generation
• Achieve defined qualified meeting/demo targets every month.
• Schedule meetings with decision-makers rather than merely generating contact lists.
• Ensure the prospect understands the purpose and value of the meeting before

scheduling.

• Confirm meetings and follow up to minimise no-shows.
• Maintain a healthy pipeline of upcoming qualified institutional meetings.
• CRM Management
• Record 100% of outbound activities and outcomes in the CRM.
• Maintain accurate prospect information, contact details, lead status and follow-up

dates.

• Update call outcomes, qualification notes and meeting details.
• Ensure timely follow-up on prospects who require additional engagement.
• Maintain 100% CRM hygiene and timely reporting.
• Follow-Up & Conversion Support
• Follow up systematically with interested prospects.
• Nurture prospects who are not immediately ready to meet.
• Re-engage dormant or previously contacted prospects.
• Coordinate with the sales team to ensure smooth handover of qualified opportunities.
• Track meeting outcomes and ensure feedback is captured in the CRM.
• Market Intelligence
• Identify emerging institutional opportunities and new markets.
• Gather information on institutional requirements, competitors and existing solutions.
• Share relevant market insights with the GTM Marketing and Sales teams.
• Continuously improve prospecting lists and outbound messaging based on market

response.

Requirements

Candidate Profile

Experience

• 2–5 years of experience in B2B Inside Sales, Outbound Sales, Institutional Sales,

Lead Generation or EdTech Sales.

• Experience in outbound prospecting and cold calling is mandatory.
• Experience selling to or prospecting schools, colleges, universities, educational

institutions, distributors or retailers will be preferred.

• Candidates from EdTech, Educational Publishing, School ERP/LMS,

Assessment, Teacher Training or Education Services will be preferred.

Preferred Industry

• EdTech
• Educational Publishing
• Assessment
• LMS / School ERP
• Teacher Training
• School Technology
• Higher Education
• Education Services

Skills Required

• Excellent communication skills in English and Hindi.
• Strong cold-calling and telephone-based prospecting skills.
• Ability to initiate conversations with senior institutional decision-makers.
• Strong qualification and consultative selling skills.
• CRM experience – Zoho CRM, Salesforce, HubSpot, LeadSquared or equivalent.
• Ability to make 100+ outbound calls per day while maintaining call quality.
• Strong follow-up discipline and time management.
• Ability to handle rejection and maintain high outbound activity.
• Comfortable working in a target-driven and incentive-oriented environment.
• Strong ownership of lead generation and meeting targets.

Preferred Market Exposure

Preference will be given to candidates with experience prospecting institutions in:

• Delhi NCR
• Mumbai
• Noida
• Gurugram
• Bengaluru
• Hyderabad

Candidates with an existing network or database of institutional contacts will have an

added advantage.