Revenue generated across teams I led over five years at Codeyoung.
SALES LEADERSHIP · REVENUE STRATEGY · BUSINESS GROWTH
Sumalika
Dande
Commercial Growth & Revenue Leader
Forté Fellow · Full-time Ivey MBA, January 2027
I build and scale commercial teams, drive revenue growth, and translate customer insights into business strategy. Over five years at a high-growth startup, I helped scale the North American business and develop sales leaders. My experience spans go-to-market execution, P&L management, customer retention, upselling, and cross-selling, with a focus on sustainable growth and long-term customer value.
Organisation-wide revenue impacted, including business units led by sales leaders I coached.
Sales in the first month after the 2021 North American launch
Average order value; bundles reach $2.4K–$3.5K+
01 / THE NEXT CHAPTER
Why an MBA
I aim to broaden my commercial experience across finance, strategy, and general management, building on my background in sales leadership and business growth. I am interested in opportunities spanning revenue leadership, go-to-market strategy, and general management across Canada, the United States, and global markets. I am also open to consulting roles that offer exposure to diverse industries and complex business challenges.
I have been admitted to Ivey Business School’s full-time MBA programme beginning in January 2027 and awarded the C$70,000 Forté Fellowship. I chose Ivey for its case-based learning approach, which aligns with how I learn best: by tackling real business decisions, challenging assumptions, and learning collaboratively.
I look forward to bringing my experience selling across six markets and scaling a team from four to 50 to the classroom, while learning from the diverse perspectives and experiences of my peers.
02 / CAREER JOURNEY
Experience
JUL 2024 — PRESENT
Associate Director of Sales
- Commercial Leadership & P&L: Lead the North American coding business, overseeing P&L, commercial strategy, and execution as a founding team member who helped scale the business from launch.
- Market Expansion & Growth Strategy: Helped pivot the coding business towards North America, leveraging stronger purchasing power and higher average order values to expand revenue opportunities and accelerate growth.
- Revenue Generation & Sales Performance: Lead sales execution across 350+ successful demos and 2,000+ sales calls monthly, with average order values of $1.2K–$1.8K and bundled offerings reaching $2.4K–$3.5K+; generated $13.2M+ across teams led and influenced $23.5M+ in organisation-wide revenue.
- Customer Lifecycle & Revenue Expansion: Drive customer retention, upselling, cross-selling, and referrals to deepen customer relationships, increase customer lifetime value, and build sustainable revenue streams.
- Team Scaling & Leadership Development: Scale commercial capabilities through talent acquisition, sales leadership development, and hiring and onboarding frameworks adopted across the organisation.
- Strategic Execution & Cross-Functional Leadership: Translate customer insights and competitive intelligence into product and sales improvements, partnering with CRM, payments, marketing, and operations teams to streamline processes and strengthen commercial performance.
FEB 2022 — AUG 2024
Senior Business Development Manager
- Grew from leading one team to multi-team leadership as the company expanded globally.
- Introduced structured sales execution practices, strengthened forecasting and pipeline reviews, and coached leaders across teams.
AUG 2020 — FEB 2022
Frontline Sales to Team Leadership
- Joined the founding sales team as an individual contributor, beat targets by 200% within six months and became Team Lead in five months—the fastest promotion in the organisation at the time.
- Built and led an 8–10 person team from scratch, delivering $60K–$96K in monthly revenue across India, UAE, UK, Australia, Singapore and Malaysia.
03 / THE NUMBERS
Growth by year
Quarterly revenue
USD · illustrative quarterly rangesTeam size
PeopleQuarterly revenue ranges are illustrative estimates for portfolio presentation, not audited historical figures. Replace them with verified quarterly business-unit revenue before using them as reported results.
04 / SELECTED WORK
Decisions that moved the business
Launching the North American market
4-person launch team2021 · Coding business unit
Challenge. Establish a foothold in North America and deliver against company sales targets.
Action. Helped launch the market, contributed to team development, adapted the sales pitch to customer needs, and focused on disciplined execution.
Outcome. Exceeded company sales targets and crossed approximately $60K in sales in the first month of launch. The business continued to scale over the following years.
Increasing deal value through value selling
$120–$240 → $1.2K–$1.8K+Average order value
Challenge. The early sales model relied on lower-ticket purchases.
Action. Improved the sales pitch, adapted value selling, and helped teams communicate the value of higher-value course options and bundles.
Outcome. Average order values grew to $1.2K–$1.8K or more, with bundled orders often crossing $2.4K–$3.6K.
Making on-the-spot closure repeatable
15% → 30%Demo-to-sale conversion
Challenge. Separate follow-up calls created a gap between the demo and the purchase decision.
Action. Introduced a structured closure and follow-up framework, improved the pitch, adapted value selling, and coached teams to close during the demo when appropriate.
Outcome. Demo-to-sale conversion increased from 15% to 30%.
Growing existing customer relationships
Retention · Upsell · Cross-sellFocus. Growth does not stop after the first purchase.
Action. Handled retention and helped identify opportunities to upsell and cross-sell existing clients, while coaching teams on customer conversations and follow-through.
Outcome. Supported customer continuity and additional value from existing relationships alongside new customer acquisition.
06 / TRUST & ACCOUNTABILITY
Governance
Presiding Officer, POSH Internal Committee
I lead the committee under the Sexual Harassment of Women at Workplace Act, 2013: conducting statutory inquiries, ensuring compliance and driving awareness across the organisation.
07 / FOUNDATIONS
Education & learning
B.Tech, Automobile Engineering
SRM Institute of Science and Technology, Chennai · 2019 · First class with distinction
Competitive Test Score
GRE · Total score: 337
LET'S CONNECT
Let's talk about
scaling commercial teams.
Book a call, email me, or find me on LinkedIn.