Nov 2024 – Present · 1 yr 6 mos

• Built and led a 5-member team (4 CSMs + 1 Recruiter) to drive pilot-to-paid conversions for enterprise clients.
• Designed and implemented SOPs for CSMs, optimizing the pilot journey and ensuring seamless onboarding, training, and value realization.
• Spearheaded a 40% increase in closed-won pilots, even with a team of 1-2 years of experience, by creating a structured training and execution framework.
• Established a pilot tracking system to monitor client progress, enabling data-driven decisions and proactive interventions.
• Delivered weekly insights on industry trends and pilot performance to the COO, aligning stakeholders on key strategies.
• Successfully converted large enterprise accounts, many of whom had never used a platform solution before, by deeply understanding their hiring processes and tailoring engagement strategies.

Oct 2024 – Jul 2025 · 9 mos

• Led the Go-To-Market (GTM) strategy for Apna’s new product, transforming it from an early-stage idea into a scalable revenue-generating solution. Defined the pricing strategy, identified the right client segments, and built a strong sales pipeline. Conducted early sales meetings to refine the pitch, developed data-driven reporting analytics from the ground up, and packaged the offering into a fully operational product now being actively sold.
• Created a playbook for the sales team to drive it forward for scale.
• Product GTM & Commercialization:
• Spearheaded the Go-To-Market (GTM) strategy for Apna’s Banner product, transitioning it from concept to commercialization.
• Defined a scalable pricing strategy with multiple monetization models (CPM, days active).
• Conducted market research to identify key client segments & refine product positioning.
• Sales & Pipeline Development:
• Built a high-value client pipeline by identifying & engaging early adopters.
• Led early-stage client meetings to craft a compelling sales pitch & secure product adoption.
• Established competitive differentiation & negotiation playbooks to drive deal closures.
• Data & Analytics Implementation:
• Designed bottom-up reporting analytics, enabling performance tracking & ROI measurement.
• Created a conversion funnel analysis to optimize sales performance & identify bottlenecks.
• Product Packaging & Scaling:
• Developed the end-to-end sales enablement package, including pitch decks, pricing models, case studies, & ROI narratives.
• Enabled product scalability by aligning sales, marketing, & operations for sustained revenue growth.

Sep 2023 – May 2025 · 1 yr 8 mos

• 🚀 Scaling Enterprise Success | 3x Revenue Growth | Building High-Impact Teams
• I thrive at the intersection of strategy, operations, and revenue growth. Over the past year, I have been instrumental in setting up and scaling Apna’s Enterprise Customer Success function from the ground up—an industry-first move in our competitive landscape.
• Key Achievements:
• ✅ 3x YoY Revenue Growth – Spent a year deeply understanding the business, establishing systems, and habitualizing SOPs to drive predictable revenue outcomes.
• ✅ Team Leadership – Currently managing a team of 17 (3 Business Analysts, 4 Telecallers, 11 Key Account Managers) with Enterprise Revenue as the North-Star Metric.
• ✅ Scaling & Structuring – Grew the KAM team from 5 to 11 while introducing structured SOPs, Performance Indicators, and KAM Performance Models to optimize individual and team impact.
• ✅ Enterprise Product Expansion – Collaborated on product development and deployment to enhance Apna’s Enterprise offerings.
• ✅ Learning & Development – Led the creation and adoption of an onboarding module for new CSMs to accelerate learning and performance.
• Building from 0 → 1:
• Methodically tackled key challenges:
• 🔹 Focused on FF (Fulfiment) as the initial success metric, ensuring marquee accounts were well-managed.
• 🔹 Addressed relevancy and product-level issues, before shifting focus to client interactions as a competitive differentiator.
• 🔹 Drove physical client meetings to increase face time, enhancing retention and expansion.
• 🔹 Developed a CSM input-to-revenue output metric, linking effort to revenue achievement and optimizing team structure for maximum impact.
• Now, with strong foundations in place, my focus remains on scaling revenue, deepening enterprise relationships, and optimizing performance models for sustainable growth.

Apr 2023 – Dec 2024 · 1 yr 8 mos

• Part of the Revenue Operations team, where in the capacity of IC (Individual Contributor) I manage Fulfillment and Demand Supply Matching of all mature revenue generating businesses within apna.
• Such as Marketplace, Database and SHR (intentionally left abbreviated)
• Part of my work involves -
• 1. Data Champion (Data Analytics)
• 2. Dashboard Building for Daily Maintenance of relevant Metrics under me
• 3. Insight Generation via data and business model building
• 4. Working cross-functionally with Product, Sales and Tech team to create, operate and optimize business solutions
• 5. Creating, Maintaining and Executing levers for major metrics (such as Fulfilment in this case) to optimize for revenue generation

Sep 2021 – Mar 2023 · 1 yr 6 mos

• Currently Managing Demand Supply of the Marketplace, part of Revops team.
• Using & Cultivating skills (Analytics, Product/Project Management, Marketing) to get things done at apna
• Market Sizing & Research done to accelerate and identify new cities to launch apna in, launched to 30+ cities
• PR – Contributed to more than 20 articles for many publications and news channel (YourStory, CNBC TV18, Economic Times etc)
• Created and managed a new channel for user acquisition – low CAC, super-low Cost/Applicant
• Created and drove analytics of new user retention metrics, which helped identify less efficient channel of acquisition
• Created and drove setup of companywide MIS, which is currently consumed and loved by investors, CXOs and managers alike.
• Monetization of apna
• Data leader – Leading a team of analysts to drive analysis, dashboards creation to make process efficient
• Heading Marketing – Managing communications of new product features, discounts, new product line for Monetization
• Product Management – Constantly talking to users to gather input on what needs to change, and creating/suggesting new products ex., Custom actions feature for each job
• Project Management – Driving Employer Retention analytics
• Investor Relations -> Deck Building, Analytics
• and anything business