Head of Sales
About Academy of the Digital Industries
ADI was born out of a simple need: we couldn’t find enough professionals with the right digital skills, so we decided to train them ourselves.
What started in 2018 as a grassroots initiative in Tbilisi has evolved into a global Edtech platform with over 30,000 alumni.
Our programs are built by experts, designed around real world demands, and delivered in an environment of collaboration, curiosity, and growth.
In 2023, we partnered with Tether to take our mission global, expanding access to practical, career-boosting education for learners everywhere. Today, we’re building the next generation of digital professionals: marketers, designers, coders, and creators who don’t just want a job, they want to make an impact.
We’re guided by values we truly live by: putting people first, staying curious, doing excellent work, and taking ownership.
And we’re just getting started.
Role Overview
At ADI, sales isn’t about scripts, it’s about real conversations, clear value, and human connection.
The Sales Manager will be responsible for leading a team of Sales Development Representatives (SDRs) to achieve enrolment targets for ADI’s portfolio of short courses. This role combines direct sales execution with team management, tactical leadership, CRM discipline, and operational rigour. The Sales Manager is accountable for the overall performance, structure, and conversion success of the local sales function.
Responsibilities
Serve as the “eyes and ears” of Sales in Czechia, sharing real-time insights from the market. Act as a local sales lead for the Czech market, working in close partnership with the CSO.
Identify what resonates with prospects and what doesn’t, and proactively suggest improvements to messaging, approach, and even the product.
Help shape how ADI grows in this region by contributing ideas and feedback during this early, discovery phase.
Embrace the challenge of building a market from the ground up in an environment that is still being defined.
Proactively engage with warm leads in the Czech market through outbound calls and follow-ups to understand their needs and guide them through our offerings.
Consistently achieve daily and monthly sales targets by effectively managing a high volume of outreach and conversations.
Collaborate closely with the Sales and Marketing teams to ensure smooth lead handover and alignment on campaign goals for the Czech region.
Use our CRM system to accurately track all interactions, update lead statuses, and maintain an organized sales pipeline.
Guide potential customers through our courses and the ADI system, clearly communicating value and addressing questions or objections.
Deliver outstanding customer service and uphold a professional, friendly tone in every interaction, following company best practices.
Requirements
3+ years of experience in sales or business development, ideally in an EdTech, startup, or service-oriented environment.
Excellent spoken and written English and Czech (required).
Proven experience leading or mentoring a small sales team.
People skills to lead a growing team in a startup environment of “organized chaos”.
Strong communication and interpersonal skills — ability to inspire, guide, and motivate others.
Solid understanding of the full sales funnel and conversion process, from lead qualification to closing.
Hands-on experience using CRM systems (Zoho or similar) and managing structured pipelines.
Comfortable with outbound sales (calls, follow-ups, WhatsApp, email) and achieving measurable KPIs.
Data-driven mindset — able to analyze conversion rates, identify bottlenecks, and suggest improvements.
Strong ownership attitude — reliable, proactive, and organized in daily operations.
What do we offer?
Friendly working environment (We're dead serious!)
Work self-reliantly
Remote work
Unlimited access to our platform's courses (and discounts for family members)
Referral Program
Paid Time Off
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