About the Role
This role is the business owner for WorkIndia's Human & AI Acquisition Engine — a high-impact P&L responsible for driving employer acquisition through a blend of technology-led and people-led motions.
The Category Manager is accountable for growing the acquisition funnel end-to-end: setting growth strategy, managing a 150-member operations team, and steering a dedicated product & engineering pod to deliver measurable business outcomes. This leader owns a ₹50 Crore P&L and operates at the intersection of operational rigor, data-driven decision-making and product intuition.
What You Will Be Doing
P&L Ownership, Growth Strategy and Execution
- Own the ₹50 Crore P&L for the Human & AI Acquisition Engine — define revenue targets, cost structures and payback expectations.
- Design and execute the end-to-end acquisition growth strategy across paid channels, AI-led nudges, partnerships and telesales.
- Translate annual revenue ambitions into quarterly and monthly OKRs; secure budgets and headcount to meet them.
- Establish operating rhythms — weekly funnel reviews, monthly growth reviews — that tightly connect top-of-funnel activity to revenue recognition.
Operations Management
- Lead, manage and optimise a 150-member operations team spanning acquisition specialists, quality analysts, telesales reps and support functions.
- Build and enforce robust SOPs, quality frameworks and productivity benchmarks across the team.
- Right-size headcount dynamically to match demand fluctuations; retire legacy processes and minimise idle time.
- Monitor team health, attrition risk and performance distribution; act swiftly on outliers.
Team Leadership and Productivity
- Hire, mentor and develop a high-performing team of operations leads, team managers, analysts and individual contributors.
- Instil a culture of accountability, continuous improvement and data-driven thinking across all functions.
- Create clear career pathways and development plans to retain top talent and grow capability in-house.
Product & Engineering Pod Leadership
- Own and prioritise the roadmap for a dedicated product and engineering pod focused on the acquisition engine.
- Translate business outcomes into crisp product requirements; partner with PMs and engineers on sprint planning and delivery.
- Lead checkout revamp, onboarding optimisation and AI-powered nudges to improve conversion and ARPU.
- Integrate self-serve, AI-assisted and telesales acquisition paths to maximise overall funnel conversion.
What You Will Need
- 4–6 years of experience with demonstrated P&L ownership (₹50 Crore+) in a high-velocity marketplace, SaaS or consumer-tech environment.
- Proven ability to manage large operations teams (100+ members) with strong command on productivity, quality and cost efficiency.
- Experience partnering with or directly leading a product and/or engineering pod to drive business outcomes.
- Strong analytical mindset; comfortable owning dashboards and running experiments independently.
- Excellent communication and stakeholder management skills; ability to operate effectively across functions.
- Engineering degree (B.Tech/B.E.) with an MBA from a reputed institution preferred.
Location: HSR Layout, Bengaluru (Onsite)
