Job Locations: Chennai/Bangalore/Hyderabad/Pune

About the Role
We are hiring a Business Development & Product Manager who can win institutional customers and shape the product they buy. You will own the school and college sales pipeline from first conversation to onboarding, run pre-sales and product demos, and carry what you hear from institutions back into the product roadmap.

Key Responsibilities
Business Development
• Identify, pitch and close deals with schools, colleges, universities and education groups.
• Build and manage a pipeline of leads through outreach, referrals, education events and partnerships.
• Handle the full sales cycle: discovery, proposal, pricing, negotiation, contract and handover.
• Work with decision-makers such as principals, directors, trustees, deans, HODs, IT heads and admin teams.
• Meet quarterly and annual revenue targets and report pipeline health to leadership. Pre-Sales & Demos
• Run discovery calls to understand each institution's workflows, pain points and budget.
• Deliver tailored product demos, onsite and online, that map features to the institution's needs.
• Lead pilots and proofs of concept, and respond to RFPs and tenders.
• Prepare proposals, ROI cases, comparison decks and demo environments. Product Management
• Convert customer feedback and market insights into product requirements, user stories and roadmap priorities.
• Work with engineering, design and customer success on feature releases.
• Track competitors and education trends such as NEP, accreditation requirements and digital learning.
• Define product positioning, packaging and pricing with leadership.
• Write product collateral, user guides and sales enablement material. Customer Success & Growth
• Support smooth onboarding and adoption after the sale.
• Drive renewals, upsells and referrals from existing institutions.
• Gather case studies and testimonials from successful implementations.



Required Qualifications
• Bachelor's degree in any discipline. MBA or a technology/business postgraduate degree is preferred.
• 4-8 years in business development, pre-sales, product management or a mix of these.
• Proven experience selling to schools and colleges, with a track record of closing institutional deals.
• Hands-on experience in pre-sales and product demos for education and SaaS products.
• Robust understanding of the SaaS model: subscriptions, onboarding, churn, renewals and ARR.
• Familiarity with education products such as LMS, ERP, admissions, assessment or learning platforms.
• Strong skills in presentation, negotiation and stakeholder management.
• Ability to write PRDs, user stories and prioritised roadmaps.
• Comfort with CRM tools (HubSpot, Zoho, Salesforce) and product tools (Jira, Figma, Notion). Preferred Qualifications
• An existing network among school chains, colleges or education groups.
• Experience with government or institutional procurement, RFPs and tenders.
• Knowledge of regional education boards (CBSE, ICSE, state boards) and higher-education norms (UGC, AICTE, NAAC/NBA).
• Experience with data and analytics for sales and product decisions.
• Willingness to travel for institution visits and education events. Key Skills Institutional sales, pre-sales, demo delivery, product management, roadmap planning, SaaS metrics, solution selling, negotiation, communication, CRM, analytical thinking. What Success Looks Like (First 12 Months)
• Closed a target number of institutional accounts and met the revenue quota.
• Built a repeatable demo and pilot process with a strong demo-to-close rate.
• Shipped features driven directly by institution feedback.
• Improved renewal and upsell rates in existing accounts.

What We Offer
• Competitive fixed salary plus performance-based incentives
• Ownership across sales and product, with a direct line to leadership
• Growth path toward Head of Growth or Head of Product

📌 Business Development Manager (Chennai)
🏢 Makerspace Masters
📍 Chennai