Sales & Revenue Associate at UstackSchool

About the Role

• The Sales & Revenue Associate is a revenue-focused role responsible for driving new business acquisition, enterprise sales, and strategic partnerships for the Business and Technology School.
• This role sits at the frontline of growth—owning outbound sales, cold calling, enterprise prospecting, deal execution, and partnership development across startups, SMEs, corporates, and institutions. The Associate will actively source leads, pitch training solutions, close deals, and expand long-term partnerships for onsite and virtual training at team, departmental, and executive levels.
• You will work closely with leadership, marketing, product, academic, and operations teams to convert opportunities into revenue, scale enterprise programs, and grow recurring partnerships.
• Convert demand into monthly cashflow with speed and predictability.

Key Responsibility

Business Development & Market Expansion

• Actively identify and develop new revenue opportunities across startups, SMEs, corporates, enterprises, and institutions.
• Pitch onsite and virtual corporate training programs to founders, HR leaders, L&D managers, department heads, and executives.
• Develop tailored value propositions for team-level, departmental, and executive-level training needs.
• Expand the organization’s footprint into new industries, sectors, and enterprise segments.
• Build long-term relationships with decision-makers and ecosystem stakeholders.
• Monitor competitor activity, pricing, and market trends, sharing insights with relevant teams to support strategic decision-making and maintain competitive positioning.
• Continuously research market trends, competitor offerings, and pricing to inform sales strategy.

Lead Qualification, Clarity Calls & Appointment Setting

• Conduct initial qualification and clarity calls with prospective learners and enterprise clients.
• Clearly articulate program value, outcomes, timelines, and ROI.
• Advise prospects on suitable programs and pricing options.
• Book follow-up demos, strategy sessions, or leadership calls.
• Maintain timely follow-ups, reminders, and call documentation.

Outbound Sales, Cold Calls & Sales Targets

• Execute high-volume outbound sales activities, including:
• Cold calls
• Cold emails
• LinkedIn outreach
• Enterprise prospecting
• Source and qualify enterprise leads using tools such as Apollo, LinkedIn Sales Navigator, CRM platforms, and internal databases.
• Weekly performance targets (minimum expectations):X outbound touches per week (calls, emails, LinkedIn combined)
• X cold calls per week
• X qualified sales conversations per week
• X enterprise demos / pitch meetings per week
• X closed deals or partnership commitments per month (individual or enterprise)
• Revenue Target thresholds
• Maintain disciplined follow-ups, objection handling, and deal progression.
• Consistently meet or exceed weekly, monthly, and quarterly revenue targets.

Sales Planning, Pipeline Management & Revenue Execution

• Own the end-to-end sales cycle from prospecting to closing.
• Conduct discovery calls, needs assessments, demos, and proposal presentations.
• Build and manage a clean, high-converting sales pipeline in the CRM.
• Track deal stages, conversion rates, deal values, and close timelines.
• Execute consultative selling—matching customer needs to the right programs and enterprise solutions.
• Drive predictable revenue through structured sales execution and forecasting.
• Drive monthly, quarterly, and annual revenue targets through strategic execution.
• Track, analyze, and report on revenue performance, sales velocity, and conversion metrics.

Enterprise Sales & Account Management

• Identify, onboard, and manage enterprise and corporate accounts.
• Pitch customized training solutions for:
• Employee upskilling & reskilling
• Leadership & executive training
• Departmental capability building
• Lead pricing discussions, contract negotiations, renewals, and upsells.
• Maintain strong post-sale relationships to ensure satisfaction, retention, and expansion.
• Identify cross-sell and upsell opportunities across multiple programs and cohorts.

Revenue Growth & Commercial Sales

• Identify, target, and close high-value revenue opportunities with:
• Corporations
• Startups
• Universities and institutions (as paying clients)
• Industry bodies
• Communities
• Government organisations (e.g. NYSC)
• Drive direct revenue generation through:
• Enterprise sales
• Corporate training and upskilling contracts
• Bulk licensing and subscription deals
• Sponsorship and commercial placements
• Design and execute monetised offerings such as:
• Paid enterprise solutions
• Revenue-generating events, workshops, and masterclasses
• Branded commercial activations and demand-generation campaigns
• Own the full sales lifecycle:
• Lead generation
• Deal structuring and pricing
• Contract negotiation and closing.

Cross-Functional Collaboration

• Work closely with product, marketing, academic, and program teams to align growth initiatives.
• Provide market insights, customer feedback, and sales data to influence product and curriculum decisions.
• Ensure all departments have the sales materials, creatives, and information required to meet goals.
• Coordinate with operations to ensure seamless onboarding and learner experience.
• Provide sales feedback and market intelligence to influence curriculum, product decisions, and GTM strategies.
• Ensure teams have the necessary sales materials, creatives, and insights to drive conversions.

Marketing & Sales Enablement

• Collaborate with marketing to improve lead quality and conversion.
• Provide frontline insights, objections, and customer feedback.
• Co-host webinars, info sessions, and enterprise briefings.
• Support creation of pitch decks, proposals, case studies, and enterprise sales materials.

Reporting, Performance Management & Analytics

• Track and report weekly KPIs including:
• Outbound activity
• Calls completed
• Meetings booked
• Deals closed
• Revenue generated
• Maintain accurate CRM data and pipeline hygiene.
• Submit weekly sales reports and forecasts.
• Use data to improve messaging, targeting, and conversion rates.

Key KPIs

• Weekly calls target
• Weekly sales target
• Converted Predictable backlog
• Lead-to-close time
• Win rate
• Collection rate, Cash collected vs billed
• Weekly Recurring Revenue (WRR), Monthly Recurring Revenue (MRR)
• Revenue closed
• Deal size and pipeline value
• Customer acquisition cost (CAC)
• Customer lifetime value (LTV)
• Gross margin and profitability

Who you are

• Highly driven, target-oriented, and comfortable with cold outreach and rejection.
• Confident communicator who can sell to founders, managers, and executives.
• Self-starter who thrives in fast-paced, performance-driven environments.
• Strong at relationship building, persuasion, and negotiation.
• Organized, disciplined, and accountable for results.
• Comfortable selling training, education, SaaS, or professional services.

Core Competencies

• Business development & enterprise sales
• Cold calling & outbound prospecting
• Consultative & solution selling
• CRM & pipeline management
• Partnership development
• Revenue forecasting & reporting
• Cross-functional collaboration

Qualifications

• Bachelor’s degree in Business, Marketing, Sales, or related field.
• 2–5 years experience in sales, business development, enterprise sales, or partnerships.
• Proven experience with cold calls, outbound sales, and deal closing.
• Experience selling B2B services, training, SaaS, or digital products is a strong advantage.
• Hands-on experience with CRM and prospecting tools (Apollo, HubSpot, Salesforce, Zoho, etc.).
• Strong communication, negotiation, and presentation skills.