Chi tiết công việc Head of Sale tại SCHOLA LIMITED COMPANY
Responsibilities:
Own profitability for Vietnam; support profitability discipline across SEA markets (Indonesia, Thailand).
Drive monthly gross collections to contribute to regional targets.
Manage the full cost structure — sales cost, marketing spend, academy cost, operating expenses — with a clear view of contribution margin at every level.
Track and optimize unit economics weekly: RoAS, CVR, AOV, renewal rate, churn, and cost per acquisition.
Make resource allocation decisions that balance revenue growth with margin discipline — and defend those decisions with data.
Lead and develop the sales organization across new sales, URI (renewals), and pre-sales.
Build systems for referral generation and cross-sales to reduce dependence on paid acquisition.
Set and monitor conversion funnel targets (lead → call → booking → completion).
Introduce and manage performance incentive structures that drive the right behaviors.
Collaborate with the marketing team to ensure marketing investment delivers measurable RoAS.
Guide channel strategy — paid, organic, KOL, community — with ROI as the primary filter.
Ensure marketing and sales operate as one integrated funnel, not separate functions.
Partner with the academic team to maintain class quality, student satisfaction, and teacher performance.
Use PTM attendance rates, issue resolution rates, and NPS as leading indicators of renewal health.
Ensure academic costs are tracked and managed as part of the overall margin structure.
Lead a cross-functional team across sales, pre-sales, marketing, academic, and operations.
Hire, develop, and performance-manage team leads across functions.
Build a culture of accountability, data discipline, and continuous improvement.
Design career paths and compensation structures that attract and retain high performers.
Develop quarterly business plans with clear targets, resource requirements, and risk flags.
Communicate performance — wins, misses, and forward-looking actions — to the Group CEO with clarity and honesty.
Identify market opportunities and structural improvements across SEA with a view to replication.
Requirements:
8–12 years of experience in commercial or business leadership roles, with at least 3 years owning a P&L.
Proven track record in a consumer-facing business with subscription or recurring revenue (edtech, SaaS, consumer services, or similar).
Hands-on experience leading sales and marketing functions.
Regional exposure to Indonesia or Thailand is a strong advantage.
Experience building teams from the early stage or rebuilding underperforming teams.
Edtech or education sector background is preferred.
Fluent in unit economics. Can read and interpret a P&L and identify the right lever to pull in a given situation.
Makes resource allocation decisions based on data, not instinct alone.
Has managed marketing budgets and held agencies or internal teams accountable to ROI.
Has led cross-functional teams.
Builds trust quickly, delegates meaningfully, and holds people accountable without micromanaging.
Can operate between the strategic and the operational — writes the plan and monitors daily execution.
Data-driven and process-oriented — builds systems.
Communicates clearly and directly.
Can navigate ambiguity and make decisions without perfect information.
Vietnamese (native) is required.
English (business fluent) is required.
Bahasa Indonesia or Thai is an advantage.
Benefits:
Competitive base salary benchmarked to senior leadership roles in the SEA market.
Performance bonus tied directly to profitability and revenue targets.
Employee Stock Options (ESOP) — participation in BrightChamps' equity program, giving you a stake in the company's long-term growth.
A genuine path to regional GM or VP level as the SEA business scales.
Opportunity to shape how BrightChamps operates across one of the world's fastest-growing edtech regions.
Direct influence on hiring, structure, and strategy.
Direct mentorship and strategic exposure working with Group CEO and global leadership.
Working Time:
Monday to Friday: 9:00 AM - 6:00 PM
Saturday: 9:00 AM - 12:00 PM
Work location: Flexible
