Category Manager

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)