Head of Growth & Institutional Alliances (GTM Lead)

Head of Growth & Institutional Alliances (GTM Lead)

Company: Ripple

Location: Bengaluru / Hybrid

Reports To:Chief Growth Officer

Type: Full-Time

Ripple empowers young minds to confidently navigate adversity. Through our technology platform, we enable educators to deliver research-informed interventions that build resilience and wellbeing to children and young adults.

We are at the intersection of mental health and education. We aren't a traditional nonprofit; we are a social impact for-profit designed to scale. We have the data and the vision: now we need a creative architect to unlock the institutional presence that will take us to the next level.

This is an entrepreneurial, "0 to 1" role designed for a strategic leader who wants to shape the future of mental health in Indian education. You won't just be managing a pipeline; you will be architecting the Go-To-Market (GTM) strategy and building a scalable distribution engine from scratch. This role has the potential to build and lead a full sales and marketing organization within a short span of time.

1. Strategic Pipeline Architecture (The "Architect")

• Design the Playbook: Develop and execute the GTM strategy for schools and universities, moving beyond traditional cold-calling to community-led and referral-driven growth.
• Market Mapping: Conduct deep market mapping to prioritize high-value prospects and regions, identifying influencer nodes that unlock entire school networks at once.

2. Consultative Institutional Alliances (The "Closer")

• High-Stakes Partnerships: Own the end-to-end sales cycle with institutional decision-makers (Trustees, Principals, Administrators).
• Value Alignment: Conduct needs-assessments that align Ripples resilience data with the institutions long-term academic and wellbeing goals.
• Negotiation & Scale: Drive closed-loop negotiations for presentations, pilots, and expansion contracts that ensure deep institutional integration.

3. Demand Generation & Positioning (The "Innovator")

• Authority Building: Design high-impact initiatives (workshops, roundtables, webinars) that position Ripple as a thought leader and trusted mental health partner.
• Inbound Engine: Generate and nurture leads through partnerships and ecosystem relationships to create a sustainable, high-intent demand pipeline.

4. Influencer & Network Expansion (The "Connector")

• Strategic Alliances: Build and nurture relationships with school networks, counselor associations, and university leaders to expand our reach.
• Referral-Led Growth: Develop relationships with key influencers: trustees, education consultants, and thought leaders: to strengthen credibility and unlock non-traditional growth paths.

Experience

• 5 to 8 years of B2B sales and marketing experience, specifically within the Education or EdTech sectors.
• Proven success in scaling an early-stage product or building a new market segment.
• Education: MBA in Sales & Marketing preferred but not mandatory for a candidate with a strong track record.

Skills & Competencies

• Consultative Selling: Ability to articulate impact-driven solutions (not just products).
• Strategic Executive Communication: Strong presentation skills suited for Principals and Vice-Chancellors.
• Entrepreneurial Grit: Comfort working in a fast-paced environment where you build the playbook as you go.

P.S. If the idea of hunting for non-obvious opportunities and then spending the afternoon crafting the perfect winning proposal excites you more than a 3-hour strategy meeting, youre exactly who were looking for.