Category Manager

Role Overview

We are looking for a Category Manager who will operate as a business owner for a category, driving revenue, growth, user journey, user understanding and funnel efficiency end-to-end.

This is a high-impact, operator-first role that combines category ownership, growth strategy, and hands-on funnel optimization across TOFU, MOFU, and BOFU.

The ideal candidate is not just a strategist, but a sharp problem-solver with strong communication skills, high ownership, and the ability to independently diagnose issues, run experiments, and unlock growth in collaboration with cross-functional teams.

Key Responsibilities

1. Category Ownership & Revenue Accountability

• Own the end-to-end P&L, revenue targets, and growth roadmap for assigned categories
• Track and improve funnel conversion metrics across the user journey (TOFU → MOFU → BOFU)
• Lead weekly and monthly business reviews, identifying gaps and driving corrective actions
• Take full ownership of revenue outcomes, not just inputs2. Funnel Optimization Across the Customer Journey

Top of Funnel (TOFU) – Acquisition Quality & User Understanding

• Drive improvements in lead quality, user profiling, and audience segmentation
• Analyze and optimize the end-to-end user journey (ads → landing page → signup)
• Partner with Performance Marketing to:
• Influence campaign strategy and audience targeting
• Provide inputs on creative direction (performance ads, content, messaging)
• Lead & optimize building of landing pages, brochures, and conversion assets through continuous experimentation, with the relevant stakeholders.Middle of Funnel (MOFU) – Engagement & Nurturing
• Improve webinar effectiveness as a conversion lever (structure, positioning, content hooks)
• Work closely with CRM stakeholders to:
• Optimize lead nurturing journeys and engagement flows
• Improve conversion rates from lead → qualified opportunity
• Identify and implement engagement experiments to reduce drop-offsBottom of Funnel (BOFU) – Conversion & Revenue (Critical Focus)
• Own funnel movement and conversion efficiency from qualified lead to sale
• Diagnose and resolve funnel leakages and stuck leads through structured RCA
• Partner with Sales to:
• Improve lead allocation and prioritization
• Enable higher conversion through better insights and targeting
• Drive experimentation and innovations in conversion strategies
• Ensure consistent achievement of revenue targets for the category3. Performance Marketing Partnership & Growth Scaling
• Collaborate closely with the Performance Marketing Lead on the strategy & optimizations of paid channels (Meta, Google, LinkedIn, YouTube, Affiliates, etc.)
• Contribute to:
• Campaign structuring and optimization suggestions
• Creative and audience testing inputs
• Funnel diagnostics and scaling frameworks with the Performance Marketing Lead
• Act as an enabler of growth, not just a stakeholder4. Consumer Insights & Category Strategy
• Develop a deep understanding of customer needs, motivations, and objections
• Translate insights into:
• • GTM strategies and messaging frameworks
• Pricing and positioning improvements
• Identify market gaps, competitor moves, and new growth opportunities
• Contribute to new product ideas and enhancements5. Cross-Functional Leadership
• Work closely with Sales, Performance Marketing, CRM, Product/Tech, Curriculum, and Creative teams
• Drive alignment and execution to ensure end-to-end funnel efficiency and revenue delivery

What We’re Looking For

Core Requirements

• 4–6 years of experience in category management, growth, or performance marketing roles in consumer internet or EdTech (preferred)
• Proven track record of scaling a business line/category with revenue ownership
• Solid understanding of funnels, CAC, segmentation, and conversion optimization

Critical Success Traits

• Strong communication skills (written & verbal) – ability to clearly articulate insights, strategies, and recommendations
• High ownership & accountability – operates like a business owner
• Analytical problem-solver – independently conducts deep dives and RCAs
• Execution-oriented – moves from insight to action quickly
• Collaborative operator – effectively works across teams to unlock outcomes

Preferred Background

• MBA or B.Tech from a Tier 1 institution
• Experience in EdTech (preferred) or digital lead funnel-led businesses
• Familiarity with AI / upskilling / career transformation categories

What Makes This Role Exciting

• End-to-end ownership of a high-impact revenue line
• Opportunity to directly influence business growth and top-line outcomes
• Work with a high-caliber, execution-focused team
• Operate at the intersection of AI, education, and career transformation