Sr. Growth Manager - B2B

**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 new 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