Business Development Manager

Job Description: Business Development Manager - SchoolExl

Position: Business Development Manager

Location: Mumbai & Delhi (with extensive field work required) 2 Positions

Company: Sumeru EduTech Pvt Ltd

Department: SchoolExl Division

About SchoolExl

SchoolExl is a cutting-edge AI-powered Learning Management System (LMS) that revolutionises K-12 education through innovative technology solutions. As part of Sumeru EduTech's educational technology portfolio, SchoolExl delivers comprehensive digital learning experiences to schools across India and the world, focusing on interactive content, personalised learning paths, and robust assessment tools. Backed by Harvard and Open AI, it is the most advanced LMS system in the world. A portion of the proceeds go to the Art of Living Foundation.

Position Overview

We are seeking a highly experienced and well-connected Business Development Manager to drive aggressive revenue growth for SchoolExl in Mumbai and Delhi territories. This is a field-intensive role requiring extensive travel, networking, and hands-on sales execution. The successful candidate will be responsible for achieving ambitious revenue targets of ₹50-100 crores per city annually while building and managing a team of Business Development Executives.

Revenue Targets & Territory Management

• Primary Responsibility: Achieve ₹30-50 crores annual revenue per city (Mumbai / Delhi)
• Target Achievement Timeline: Ramp up to full target within 18-24 months
• Market Coverage: Complete territory ownership with quarterly business reviews
• Team Building: Recruit, train, and manage a team of 5-8 Business Development Executives per city

Key Responsibilities

Strategic Business Development & Revenue Generation

• Drive aggressive revenue growth targeting ₹30-50 crores annually per assigned city territory.
• Leverage existing school networks and personal connections to accelerate market penetration.
• Develop comprehensive territory strategies for Mumbai and Delhi K-12 education markets.
• Manage complete sales funnel from lead generation to contract closure and renewal management.

Network Utilization & Relationship Management

• Activate existing school connections – your established network will be a key deciding factor for selection.
• Build strategic relationships with school principals, academic directors, education department officials, and district collectors.
• Maintain active engagement with CBSE/ICSE coordinators, state board officials, and private school management committees.
• Develop partnership channels through educational consultants, system integrators, and regional distributors.

Field Work & Market Penetration

• Extensive field work required – minimum 4 days per week on-ground meeting prospects and clients.
• Conduct face-to-face meetings with decision makers across schools, coaching institutes, and educational chains.
• Attend educational conferences, exhibitions, and networking events to generate leads and build brand presence.
• Perform regular territory mapping and competitive intelligence gathering through field visits.

Team Leadership & Management

• Recruit and train 5-8 Business Development Executives per city within first 12 months.
• Set individual and team targets aligned with overall revenue objectives of ₹50-100 crores per city.
• Conduct weekly performance reviews and provide coaching to ensure team target achievement.
• Design territory allocation and lead distribution systems for maximum market coverage.
• Implement CRM systems and ensure accurate sales tracking and pipeline management across the team.

Government Projects & Liaison Work

• Manage government education project opportunities including state education department initiatives.
• Handle liaison activities with education departments, district collectors, and block education officers.
• Follow up on government tenders and RFP responses for large-scale school digitization projects.
• Build relationships with SIEMAT, SCERT, and other government education bodies for policy-level partnerships.
• Navigate compliance requirements for government contracts and maintain regulatory relationships.

Required Qualifications

Network & Connections (Critical Requirement)

- Proven extensive network within Mumbai and Delhi K-12 school ecosystems – this will be a key deciding factor.

- Established relationships with minimum 100+ school principals, academic coordinators, and education officials.

- Active connections with private school chains, CBSE/ICSE schools, and state board institutions.

- Government education network including relationships with education department officials and district administrators.

Professional Experience

- 8-12 years of proven B2B sales experience, preferably within EdTech, K-12 education, or education services sector.

- Demonstrated track record of achieving revenue targets of ₹20+ crores annually in previous roles.

- Team management experience leading 5-10 sales professionals with proven ability to scale teams.

- Government project experience in education sector with understanding of tender processes and compliance requirements.

Educational Background

- MBA in Sales/Marketing from reputable institution preferred.

- Bachelor's degree in Business, Education, Engineering, or related field (minimum requirement).

- Government relations training or certification in public affairs management preferred.

Core Competencies

- Exceptional networking and relationship building capabilities with C-level education leaders.

- Strong field sales orientation with comfort in extensive travel and on-ground execution.

- Team leadership and scaling experience with ability to build high-performing sales teams.

- Government liaison expertise including understanding of education policies, tender processes, and bureaucratic navigation.

- CRM proficiency and data-driven sales management approach.

Compensation & Benefits Package

Market-Aligned Salary Structure

- Base Salary: (aligned with Mumbai/Delhi BDM market standards for this revenue target).

- Performance Commission: 2-3% margin on successful sales closures with no cap on earnings potential.

- Variable Pay Component: Subject to Target Achievement

• Travel Expences reimbursable in line with company policy

Performance Expectations & Success Metrics

Year 1 Targets

- Revenue Achievement: ₹50-100 crores per city (50-65% of full target) with clear growth trajectory.

- Team Building: Recruit and train 5 BDEs per city with established territory coverage.

- Network Activation: Convert existing relationships into ₹25-50 crores pipeline within 6 months.

- Government Projects: Secure 2-3 government education contracts worth ₹2+ crores each.

Year 2-3 Targets

- Full Revenue Target: Achieve ₹ crores annually per city with sustained growth.

- Market Leadership: Establish SchoolExl as top 3 LMS provider in assigned territories.

- Team Excellence: Build high-performing teams with 85%+ target achievement rates.

- Strategic Partnerships: Develop 5+ channel partnerships generating 30% of total revenue.

Key Performance Indicators

- Monthly revenue closure and pipeline progression tracking.

- Team productivity metrics including individual BDE performance management.

- Market penetration rates across different school categories (private, government, chain schools).

- Customer satisfaction scores and renewal rates for existing clients.

- Government project success rate and liaison effectiveness metrics.

Career Growth & Leadership Opportunities

This position offers exceptional growth potential within Sumeru EduTech's expanding portfolio. Successful candidates can advance to Regional Sales Director roles covering multiple states, VP Business Development positions overseeing national expansion, or GM roles leading entire product verticals within our growing EdTech ecosystem.

Selection Process & Network Evaluation

Critical Note: Your existing school network and connections will be thoroughly evaluated during the selection process. Please be prepared to provide:

- Detailed network mapping of your school connections in Mumbai and Delhi.

- Reference contacts from education leaders who can vouch for your relationships.

- Portfolio of past achievements leveraging educational institution networks.

- Government project experience with specific examples of successful liaison work.

Application Requirements

Submit your application with:

1. Comprehensive resume highlighting network depth and revenue achievements.

2. Network portfolio documenting school connections and relationship strength.

3. Government project case studies demonstrating liaison and compliance expertise.

4. Revenue achievement certificates from previous roles with verification contacts.

5. References from education sector leaders who can validate your network and performance.

Contact Information

Sumeru EduTech Pvt Ltd

Email:

Phone: +91-XXXX-XXXXXX

This is a senior leadership role requiring immediate impact through existing networks. Only candidates with proven school connections in Mumbai and Delhi, government liaison experience, and track record of ₹20+ crore revenue achievement should apply. Sumeru EduTech is an equal opportunity employer committed to building diverse leadership teams.

Job Type: Full-time

Pay: ₹30, ₹60,000.00 per month

Benefits:

• Commuter assistance

Work Location: In person