We are seeking a high-caliber Program Manager (Business and Growth) to architect and optimize our end-to-end sales funnels. In this role, you will be the custodian of the customer journey for parents of students in Grades 8 to 12. Your mission is to build robust distribution channels, minimize lead leakage, and ensure a seamless transition from top-of-funnel (TOFU) awareness to bottom-of-funnel (BOFU) revenue generation.
This isn't just about managing a CRM; it's about understanding the psychology of an Indian parent planning their child's international future and building the technical and process-driven infrastructure to support that dream.
Key Responsibilities
- Funnel Architecture: Design and deploy distinct funnels for various acquisition channels (Direct-to-Consumer, School Partnerships, Referrals, and B2B2C)
- Leakage Management: Conduct deep-dive audits of the sales velocity and conversion rates at every stage. Identify where parents drop off and implement automated or process-driven interventions.
- Nurture Strategy: Develop long-term engagement programs for early-stage leads (Grades 8-10) to maintain mindshare over a 24 year sales cycle
- Cross-Functional Collaboration: Work closely with Marketing to improve lead quality and Sales/Counseling to ensure high lead-to-consultation conversion rates
- Data-Driven Optimization: Use cohorts and funnel analytics to forecast revenue and allocate resources toward the highest-performing distribution channels
- Process Automation: Leverage CRM tools (e.g., Salesforce, HubSpot, LeadSquared) to automate repetitive tasks and ensure no lead is left unaddressed
Required Experience & Skills
- EdTech Expertise: 25 years of experience in Program Management or Business Operations specifically within the EdTech sector (Study Abroad or High-Ticket K-12 experience is a massive plus
- Distribution Knowledge: Proven track record of building and scaling at least two distinct distribution channels (e.g., Organic Content Funnels, Webinar-driven Sales, Youtube Channel or Institutional Tie-ups)
- Analytical Rigor: Proficiency in SQL, Excel, or BI tools to visualize funnel health. You should be able to explain the why behind the numbers
- Stakeholder Management: Ability to influence sales teams and marketing creative teams to align with the overarching funnel strategy
- Parent-Centric Mindset: Deep understanding of the anxieties and motivations of parents with children in the 1318 age bracket.
Performance Indicators (KPI's)
- Funnel ConversionRate: Improvement in % conversion from Lead to Sale, Demo to sale
- CAC (Customer Acquisition Cost) Optimization: Reducing the cost per acquisition by improving funnel efficiency
- Lead Velocity: Reducing the time it takes for a lead to move from Interested to Consultation Scheduled
- Channel ROI: Profitability of individual distribution channels.
