Location: Bengaluru
Reporting to: Founder
Function: Growth | Sales | Revenue
Experience: 8 - 12 years
Type: Full-time | Leadership role
Role Overview
At Lane, we are redefining the landscape of driving education with India's first online platform that connects certified instructors with learners using digital solutions.
Our vision is bold and clear: driving towards a world with zero road fatalities. Lane isn't just teaching people to drive, we're guiding them towards a safer, more confident, and connected automotive future (from learning driving to buying a car, getting insurance and financing). We are looking for an Associate Director Growth & Revenue to own the entire growth funnel from demand generation to sales conversion to revenue outcomes.
This is a high-accountability leadership position with end-to-end ownership, not limited to a single channel or function.
Key Responsibilities
1. Revenue Ownership (Primary Responsibility)
- Own and deliver annual and quarterly revenue targets
- Drive predictable and sustainable revenue growth through funnel optimization
- Develop and maintain revenue forecasts and pipeline visibility
- Ensure quarter-on-quarter growth with improving unit economics
- Establish structured revenue reporting and tracking mechanisms
2. Sales Leadership
- Design and execute the overall sales strategy and funnel architecture
- Hire, onboard, and lead the sales team
- Develop sales playbooks, scripts, and standard operating procedures (SOPs)
- Improve lead-to-paid conversion ratios
- Ensure CRM discipline, timely follow-ups, and performance reporting
- Coach and mentor the sales team to drive consistent closures
3. Performance Marketing & Demand Generation
- Own paid acquisition channels (Meta, Google, and future platforms)
- Manage CAC, CPL, lead quality, and scale efficiency
- Allocate and optimize marketing budgets
- Build dashboards and reporting for growth metrics
- Manage agencies and vendors if applicable
4. Growth Engine & Systems Building
- Build repeatable GTM playbooks
- Create scalable sales + marketing processes
- Hire and develop second-line leaders
- Ensure growth systems are process-driven and not individual-dependent
5. Scope Clarification Not Directly Owned
- Product roadmap decisions (input expected)
- Final pricing authority (input expected)
- Customer success and retention ops (unless added later)
6. Success Metrics
- Product roadmap decisions (strategic input expected)
- Final pricing authority (recommendations expected)
- Customer success and retention operations (unless expanded scope)
7. Growth Path
- Promotion to Head of Growth / Revenue based on scale and performance
- ESOP refresh consideration at role expansion or major milestones
