About the Role
We are hiring a Business Development & Product Manager who can win institutional customers and shape the product they buy. You will own the school and college sales pipeline from first conversation to onboarding, run pre-sales and product demos, and carry what you hear from institutions back into the product roadmap.
Key Responsibilities
Business Development
- Identify, pitch and close deals with schools, colleges, universities and education groups.
- Build and manage a pipeline of leads through outreach, referrals, education events and partnerships.
- Handle the full sales cycle: discovery, proposal, pricing, negotiation, contract and handover.
- Work with decision-makers such as principals, directors, trustees, deans, HODs, IT heads and admin teams.
- Meet quarterly and annual revenue targets and report pipeline health to leadership.
Pre-Sales & Demos
- Run discovery calls to understand each institution's workflows, pain points and budget.
- Deliver tailored product demos, onsite and online, that map features to the institution's needs.
- Lead pilots and proofs of concept, and respond to RFPs and tenders.
- Prepare proposals, ROI cases, comparison decks and demo environments.
Product Management
- Convert customer feedback and market insights into product requirements, user stories and roadmap priorities.
- Work with engineering, design and customer success on feature releases.
- Track competitors and education trends such as NEP, accreditation requirements and digital learning.
- Define product positioning, packaging and pricing with leadership.
- Write product collateral, user guides and sales enablement material.
Customer Success & Growth
- Support smooth onboarding and adoption after the sale.
- Drive renewals, upsells and referrals from existing institutions.
- Gather case studies and testimonials from successful implementations.
Required Qualifications
- Bachelor's degree in any discipline. MBA or a technology/business postgraduate degree is preferred.
- 4-8 years in business development, pre-sales, product management or a mix of these.
- Proven experience selling to schools and colleges, with a track record of closing institutional deals.
- Hands-on experience in pre-sales and product demos for education and SaaS products.
- Strong understanding of the SaaS model: subscriptions, onboarding, churn, renewals and ARR.
- Familiarity with education products such as LMS, ERP, admissions, assessment or learning platforms.
- Strong skills in presentation, negotiation and stakeholder management.
- Ability to write PRDs, user stories and prioritised roadmaps.
- Comfort with CRM tools (HubSpot, Zoho, Salesforce) and product tools (Jira, Figma, Notion).
Preferred Qualifications
- An existing network among school chains, colleges or education groups.
- Experience with government or institutional procurement, RFPs and tenders.
- Knowledge of regional education boards (CBSE, ICSE, state boards) and higher-education norms (UGC, AICTE, NAAC/NBA).
- Experience with data and analytics for sales and product decisions.
- Willingness to travel for institution visits and education events.
Key Skills
Institutional sales, pre-sales, demo delivery, product management, roadmap planning, SaaS metrics, solution selling, negotiation, communication, CRM, analytical thinking.
What We Offer
- Competitive fixed salary plus performance-based incentives
- Ownership across sales and product, with a direct line to leadership
- Growth path toward Head of Growth or Head of Product
Pay: ₹1,400,000.00 - ₹1,500,000.00 per year
Benefits:
- Health insurance
- Paid sick time
- Provident Fund
Application Question(s):
- Do you have hands-on experience selling SaaS/technology products to schools, colleges, universities, or other educational institutions?
- Have you independently handled the complete B2B/institutional sales cycle—from lead generation and discovery through proposal, negotiation, closure, and onboarding/handover?
- Do you have hands-on experience conducting product demos or pre-sales presentations for SaaS/EdTech/technology products?
Work Location: In person
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