Role Overview:The Senior Manager - Growth (B2B) will be responsible for driving the end-to-end B2B growth engine across the University's business verticals and include industry outreach and acquisition strategy. The role will own Go-to-Market (GTM) strategy, demand generation, lead acquisition, funnel management, marketing automation, CRM operations, analytics, and marketing-driven pipeline creation. The objective is to create a scalable and predictable pipeline of qualified opportunities through digital marketing, account-based marketing (ABM), outbound programs, market research, content marketing, events, database marketing, and automation initiatives.

Key Responsibilities:

1. Go-to-Market (GTM) Strategy

- Develop and execute GTM strategies for new business verticals, and market segments.
- Define target markets, Ideal Customer Profiles (ICPs), buyer personas, and acquisition strategies.
- Build annual and quarterly growth plans aligned with business objectives.
- Identify growth opportunities across channels, geographies, and customer segments.
- Support business leaders with market intelligence and competitive insights.

2. Demand Generation & Lead Acquisition

- Own the complete B2B demand generation engine.
- Develop multi-channel lead generation programs.
- Improve lead quality and acquisition efficiency.
- Optimize channel-wise performance and ROI.

3. Funnel Management (TOFU MOFU BOFU)

- Lead-to-MQL Conversion
- MQL-to-SQL Conversion
- Opportunity Creation Rate
- Funnel Efficiency Metrics

Top of Funnel (TOFU)

- Audience acquisition
- Awareness campaigns
- Content distribution
- Lead generation initiatives

Middle of Funnel (MOFU) o Lead nurturing

- Marketing automation journeys
- Webinar engagement programs
- Retargeting campaigns




- Content-driven engagement

Bottom of Funnel (BOFU)

- Sales enablement
- Opportunity acceleration programs
- Conversion optimization
- Pipeline support initiatives

4. CRM & Marketing Automation

- Own CRM strategy, governance, and utilization.
- Design lead scoring and segmentation frameworks.
- Develop automated lead nurturing workflows.
- Ensure lead routing, assignment, and tracking processes are effective.
- Maintain CRM hygiene and reporting accuracy.
- Improve lead response and follow-up effectiveness.

5. Performance Marketing & Campaign Management

- Plan and execute B2B digital marketing campaigns.
- Manage internal and external agency partners.
- Optimize campaign performance and ROI.
- Monitor attribution and conversion performance.
- Drive continuous testing and optimization.

6. Analytics & Growth Operations

- Establish a data-driven growth framework.
- Build and maintain growth dashboards.
- Analyze funnel performance and identify bottlenecks.
- Provide actionable insights to business stakeholders.
- Drive operational efficiency through automation and process improvement.

7. Cross-Functional Collaboration

- Ensure alignment between marketing and business objectives.
- Improve lead quality and conversion outcomes.
- Support business growth initiatives through data and insights.

8. Market Intelligence & Prospect Research





- Identify and prioritize target accounts based on ICP, industry, geography, organization size, and business relevance.
- Conduct company research and enrich prospect databases with organizational, market, and business intelligence.
- Assess business challenges, market opportunities, and product-solution fitment for target accounts.
- Execute outbound email campaigns and identify engaged prospects based on predefined engagement criteria.
- Conduct stakeholder mapping and identify key decision-makers, influencers, and budget owners.
- Perform BANT qualification through market research, stakeholder intelligence, and AI-assisted research methodologies.
- Enrich stakeholder records with verified contact information, organizational hierarchy, and decision-making structures.
- Maintain CRM data quality and ensure seamless handover of qualified prospects to Business Development and Presales teams.
- Track industry trends, competitive intelligence, and market developments to uncover recent growth opportunities.
- Build account intelligence reports and actionable insights to support GTM and business development initiatives.

Qualifications & Skills Required:

- Bachelors degree in Business, Marketing, Education, or a related field.
- Master degree preferred.
- Proven experience in scaling digital channels and optimizing acquisition funnels
- Strong analytical and quantitative skills; ability to interpret data and make data-led decisions
- Must be proficient in CRM Systems (Zoho or equivalent), Marketing Automation Tools, Email Automation Platforms, Analytics & Reporting Tools
- Excellent communication skills and comfort working in a fast-paced, evolving environment

📌 Sr. Growth ManagerB (Gurugram)
🏢 Medhavi Skills University
📍 Gurugram