About upGrad Enterprise:
At upGrad Enterprise we partner with institutions and businesses for capability building, skilling and workforce development. We have worked with 3000+ enterprises globally to transform their talent and drive business outcomes.
Role Summary:
We are seeking a senior leader to Head Revenue Operations and Strategy for upGrad Enterprise. This leader will be responsible for building and scaling the backbone of the enterprise revenue engine across strategy, planning, forecasting, analytics, sales processes and systems.
You will report directly to the CEO and work closely with cross-functional stakeholders across Sales, Solutioning, Delivery, Finance, Marketing and Product to improve revenue productivity and build predictable, scalable revenue growth. The role will drive revenue planning, pipeline governance, sales performance analytics and operational excellence across the enterprise organization.
This is a high-impact, high-visibility leadership role that sits at the intersection of strategy and execution. The ideal candidate brings sharp analytical thinking, a strong commercial orientation and the ability to translate data into actionable growth strategies, while also building the operating infrastructure that makes that growth repeatable and scalable.
Key Responsibilities:
- Own and lead the Revenue Operations and Strategy function for upGrad Enterprise, driving revenue planning, pipeline governance, forecasting and overall sales performance management.
- Partner with business leadership to shape enterprise growth strategy by leveraging revenue insights, customer data and unit economics to inform decisions around offerings, pricing models, commercial structures and market expansion.
- Define and operationalize the go-to-market strategy including market segmentation, account prioritization, territory design and sales coverage models across the enterprise business.
- Lead annual and quarterly revenue planning in partnership with Finance and Sales leadership including target setting, revenue modelling, sales capacity planning and forecasting.
- Build robust pipeline governance and forecasting frameworks to provide leadership with clear, real-time visibility into revenue performance, deal progression and growth risks.
- Drive sales productivity and operational efficiency through structured performance tracking, funnel diagnostics and optimization of the enterprise sales motion.
- Own and evolve the enterprise sales operating infrastructure including CRM systems, analytics frameworks, reporting dashboards and sales enablement tools.
- Establish structured operating cadences including pipeline reviews, revenue reviews and business performance reviews with leadership.
- Lead cross-functional initiatives with cross-functional teams to align go-to-market execution, improve revenue outcomes and scale enterprise sales operations.
- Track competitive landscape, industry dynamics and macro trends to proactively shape go-to-market strategy and ensure upGrad Enterprise remains ahead of the curve.
Preferred Qualifications:
- 10–15 years of experience in Revenue Operations, Sales Strategy, Business Strategy or Management Consulting, with a minimum of 3–5 years in a senior leadership role
- Demonstrated ability to drive revenue growth and operational scale in a fast-growing organization - with hands-on experience in building forecasting models, designing GTM strategies and leading cross-functional transformation initiatives.
- High proficiency in data analytics, CRM systems and BI tools; ability to synthesize complex data into clear strategic insights and present confidently to C-suite and board-level stakeholders
- Education from a top-tier institute (IIM, IIT, XLRI, FMS, MDI, or equivalent) with strong academic credentials
Why upGrad Enterprise:
Work with a leading provider of end-to-end workforce solutions and skilling with a deep focus on tech-led and AI-led skilling. This role offers an opportunity to build and scale the revenue operations function for a fast-growing enterprise business and directly influence revenue growth, sales productivity and go-to-market strategy
For more information visit: https://www.upgrad-enterprise.com
