Senior Program Manager - Revenue

Designation - Senior Manager - Revenue Management / Category Manager

Business Unit - Higher Education

Department - Revenue

Experience Range - 6-10 years

Location - Bengaluru, Karnataka

About upGrad:

Founded in 2015, upGrad is Asia's largest integrated Learning, Skilling, Workforce Development, and Placement company. Its offerings include online and hybrid degrees, study abroad programs, certifications, bootcamps, and doctorates for working professionals. Through its B2B arm, upGrad also provides enterprise training, recruitment, and staffing services. With 10M+ learners across 100+ countries, 300+ global university partners, 2500+ pathway connections, and 20,000+ recruitment partners, upGrad continues to empower careers worldwide.

Roles & Responsibilities:

1. Revenue Strategy & Growth

• Identify new revenue opportunities across products, channels, pricing, and customer segments.
• Partner with leadership on annual operating plans and quarterly business reviews.
• Drive initiatives to improve revenue predictability and scalability.
• Conduct market research to identify opportunities for expansion and growth.
• Stay updated on industry trends, competitor activities, and customer preferences.
• Work closely with the marketing team to create compelling promotional campaigns and initiatives.
• Identify ways to grow through No cost / low cost marketing channels like Referral/ Repeat

2. Revenue Operations

• Own revenue planning, forecasting, and target-setting processes.
• Monitor daily, weekly, and monthly business performance.
• Improve funnel conversion across Lead → Contact → Counselling → Enrolment.
• Drive improvements in revenue per counsellor, revenue per lead, and overall sales efficiency.

3. Sales Excellence

• Partner with Sales leaders to improve productivity.
• Identify bottlenecks across the sales funnel.
• Design incentive structures aligned with business goals.
• Standardize sales processes and governance.
• Drive adoption of CRM best practices.

4. Business Analytics

• Build dashboards and management reports.
• Conduct deep-dive analyses on:
• Lead quality
• Conversion trends
• Sales productivity
• Cohort performance
• Pricing effectiveness
• Discounting trends
• Revenue leakage
• Translate data into actionable business recommendations.

5. Cross-functional Collaboration

Partner closely with:

• Marketing to improve lead quality and CAC
• Product teams for new offerings
• Finance on budgeting and forecasting
• Customer Success to improve retention and upsell
• HR on sales hiring and productivity
• Technology teams for CRM and automation initiatives

Desired Experience

• 6–10 years of experience in Revenue Operations, Business Strategy, Sales Strategy, Consulting, or Commercial Excellence.
• Experience in EdTech, SaaS, Consumer Internet, or high-growth startups preferred.
• Proven experience managing revenue planning and forecasting.
• Strong exposure to inside sales environments.
• Experience working with senior leadership teams.