Category Growth Head

About Physics Wallah Physics Wallah is one of Indias fastest-growing education platforms, committed to democratizing quality education at scale. With a strong presence across online, offline, and hybrid models, Physics Wallah serves millions of learners across competitive exams, higher education, and professional upskilling categories.

Role Overview

This is a senior leadership role responsible for owning and scaling a Rs 100 Cr+ annual revenue online category. The person will have full P&L ownership and will lead Go-ToMarket strategy, sales enablement, marketing growth, pricing, and execution across the customer lifecycle. The role requires balancing strategic planning with hands-on execution.

Key Responsibilities

Category & P&L Ownership

Own end-to-end revenue, margin, cost, and growth performance for the category.

Drive sustainable annual revenue with strong unit economics.

Define annual operating plans (AOPs), quarterly OKRs, and long-term category roadmap.

Go-To-Market (GTM) Strategy

Design and execute GTM strategies for new product launches, academic cycles, pricing, and packaging.

Identify new growth levers across paid, organic, partnerships, and assisted sales channels.

Ensure launch excellence during peak admission cycles. Sales, Marketing & Growth Leadership

Work closely with inside sales, performance marketing, brand

Sales, Marketing & Growth Leadership

Work closely with inside sales, performance marketing, brand, content, and growth teams.

Improve funnel conversion, lead quality, CAC, LTV, and revenue per lead.

Drive sales enablement through scripts, offers, training, and incentive alignment.

Execution & Program Management

Translate strategy into scalable execution plans, SOPs, and operating rhythms.

Drive cross-functional execution with speed, quality, and accountability.

Lead high-impact programs across tech enablement and process optimization.

Data & Business Analytics

Own category dashboards covering revenue, costs, funnel metrics, cohorts, and ROI.

Drive experimentation culture through pilots, A/B testing, and rapid iteration.

Use insights to proactively course-correct business performance.

Stakeholder & Cross-Functional Leadership

Act as a strategic partner to senior leadership with regular business reviews.

Align product, tech, academics, operations, finance, and support teams.

Drive change management initiatives required for scale.

People & Team Leadership

Build, mentor, and lead high-performing category and growth teams.

Set clear OKRs, performance metrics, and accountability frameworks.

Create a culture of ownership, execution excellence, and learning.

Budgeting & Cost Management

Own category budgets, marketing spends, and investment decisions.

Ensure ROI discipline and margin improvement initiatives.

Partner with finance for forecasting, planning, and variance analysis.

Candidate Profile & Requirements

10+ years of experience in category management, GTM, business growth, or revenue leadership roles.

Proven experience scaling Rs 100200 Cr+ digital or consumer internet businesses.

Strong exposure to sales, marketing, growth funnels, and P&L ownership. Experience in EdTech or education-led consumer platforms preferred.

MBA from a reputed institute is strongly preferred.