To build and scale Executive Education and Digital Learning – ISB Online Enterprise Vertical by expanding the enterprise client base, driving sustainable revenue growth, and institutionalizing a repeatable go-to-market model that integrates digital, blended, and customized executive education solutions.
This is a strategic revenue leadership role with direct accountability for growth, market expansion, and cross-functional orchestration.
- Scale the portfolio from 10+ to 50+ active enterprise clients
- Deliver annual revenue bookings and revenue recognition targets
- Achieve 60% revenue from net new client acquisition and 40% from account expansion
- Architect and operationalize ISB Online GTM model
- Establish predictable pipeline coverage (3–4x revenue target)
Key Responsibilities
1. Revenue & Portfolio Expansion
- Acquire and close new enterprise partnerships
- Drive multi-year institutional relationships
- Increase average deal size and lifetime value
- Develop structured account expansion roadmaps
2. Hybrid GTM Architecture
- Co-create Blended offerings with Product
- Align Marketing for targeted enterprise demand generation (ABM-led approach)
- Partner with Delivery to ensure execution excellence and retention
- Institutionalize pricing, contracting, and solution frameworks
3. Cross-Functional Leadership
- Lead without formal authority across Product, Marketing, Delivery, and Finance
- Translate market demand into product roadmap inputs
- Build internal governance rhythms for enterprise growth
4. Revenue Predictability & Governance
- Drive forecasting discipline and revenue recognition visibility
- Monitor pipeline health, conversion ratios, and margin quality
- Build scalable sales processes and performance dashboards
Success Metrics
- 15+ new active enterprise accounts
- Revenue mix: 60% new account acquisition / 40% new revenue in existing accounts
- Year-on-year growth in average deal size
- Enterprise retention and expansion rate
- Established ISB Online Enterprise playbook
Skills & Knowledge Required
- 10–15+ years in Enterprise Sales leadership (SaaS / PaaS / EdTech / HRTech / Digital Solutions)
- Proven track record closing complex, multi-stakeholder enterprise deals
- Experience engaging CXO / CHRO-level decision-makers
- Strong commercial acumen and long-cycle deal management capability
- Demonstrated ability to build and scale new verticals or GTM models