Business Development Manager (EdTech)

Makerspace Masters; Chennai; On-site; INR 2,000,000 - 3,500,000; Full time

Benefits offered by this job

Competitive salary

Performance incentives

Ownership across sales and product

Growth path to leadership

Job summary

Makerspace Masters is seeking a Business Development & Product Manager to 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.

You will lead business development, product management and customer success, targeting schools, colleges and education groups while driving renewals and expansions.

Qualifications

• Bachelor's degree in any discipline; MBA or technology/business postgraduate degree 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).

Responsibilities

• 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.
• 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.
• 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.
• Support smooth onboarding and adoption after the sale.
• Drive renewals, upsells and referrals from existing institutions.
• Gather case studies and testimonials from successful implementations.

Skills

Solution selling

Negotiation

Communication

CRM tools

Analytical thinking

Education

Bachelor's degree in any discipline

MBA or related postgraduate degree

Tools

HubSpot

Zoho

Salesforce

Jira

Figma

Notion

Job description

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.
• 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

solution selling, negotiation, communication, CRM, analytical thinking.

What Success Looks Like (First 12 Months)

• Closed a target number of institutional accounts and met the revenue quota.
• Built a repeatable demo and pilot process with a strong demo-to-close rate.
• Shipped features driven directly by institution feedback.
• Improved renewal and upsell rates in existing accounts.

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