Category Manager

Masai; Bengaluru; On-site; INR 4,500,000 - 7,500,000; Full time

Job summary

Masai is seeking a Category Head to drive category growth and P&L ownership. You will shape sales strategy, own direct sales and partnerships, and align with Academic, Product, Marketing, and other teams to accelerate revenue and learner outcomes.

You will lead a category-focused sales team, define GTM plans, and partner with institutions and training organizations to scale enrollment and revenue.

Qualifications

• Experience in category management or sales strategy roles.
• Strong background in direct sales and partnerships.
• Proven track record of meeting revenue targets.

Responsibilities

• Own and grow the category P&L and drive profitability.
• Define and execute a sales-led growth roadmap with measurable targets.
• Identify new course opportunities aligned with market demand.
• Partner with sales to design outreach and conversion strategies.
• Build and mentor a category-focused sales team.
• Collaborate with Marketing and Growth for campaigns and GTM plans.
• Drive accounts with institutes, franchises, and training orgs.

Skills

strategy

revenue growth

sales

business development

business head

p&l analysis

stakeholder manager

Job description

About The Role

This role is critical for driving category growth and sales in close partnership with Sales, Academic, Product, Marketing, and other functional teams. As a Category Head at Masai, you will own the P&L of your category, shape sales strategy, influence conversion funnels, and build partnerships that directly contribute to business growth.

Key Responsibilities

Category Strategy & Growth

• Own and grow the category P&L, driving both scale and profitability.
• Define and execute the sales-led growth roadmap for the category, with measurable targets across revenue, enrollments, and learner outcomes.
• Identify and launch new course opportunities aligned with market demand, ensuring revenue scalability.

Go-to-Market & Sales Leadership

• Partner closely with the sales team to co-design outreach strategies, conversion funnels, and objection-handling frameworks that improve enrollment outcomes.
• Build, lead, and mentor a category-focused sales team, ensuring they consistently achieve and exceed performance targets.
• Collaborate with Marketing and Growth teams to design sales-driven campaigns and innovative go-to-market strategies.
• Own direct sales, account management, and partner acquisition, engaging with decision-makers at institutes, franchise owners, and training organizations.
• Demonstrate a proven ability to consistently achieve and exceed sales and revenue targets.

Stakeholder & Partner Collaboration

• Work closely with Academic, Product, Career Services, Marketing, and Sales teams to ensure category success.
• Build and maintain strong relationships with institutional and strategic partners.
• Drive cross-functional alignment to ensure smooth execution of category initiatives.

Learner Experience & Revenue Optimization

• Ensure category sales efforts are designed to maximize enrollments while staying aligned with Masai’s learner-first mission.
• Identify monetization opportunities within the category and execute initiatives to improve revenue per learner.
• Track category performance, analyze campaign impact, and provide actionable insights to leadership.
• Use data and market insights to identify opportunities for growth, optimization, and improved learner outcomes.

What We’re Looking For

• 5-8 years of experience in category management, sales strategy, business development, or revenue growth roles, preferably in Consumer Tech, Digital Services, EdTech, or other fast-scaling Series C or growth-stage organizations.
• Strong background in direct sales, institutional partnerships, business development, and account management.
• Proven track record of meeting or exceeding revenue and sales targets.
• Strong experience in designing and executing go-to-market strategies and working closely with sales teams to maximize business outcomes.
• Strong commercial acumen with hands-on experience in P&L ownership and revenue management.
• Data-driven mindset with the ability to translate business and customer insights into actionable strategies.
• Strong people skills with excellent communication, negotiation, resilience, strategic thinking, and stakeholder management capabilities.
• Ability to work effectively in a fast-paced, high-growth environment with significant ownership and accountability.
• A passion for education, impact, and scaling high-growth initiatives.

Skills: strategy,revenue growth,sales,business development,business head,p&l analysis,stakeholder manager