Category Growth Head

About Physics Wallah Physics Wallah is one of India’s 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 100–200 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.