Headline

Head of Revenue Strategy & AI Led Growth at Wati · Building AI-native revenue systems and the org that runs them · Growth Advisor · Ex-InMobi · Ex-Freshworks

About

I architect AI-native revenue systems for B2B SaaS companies that are transforming from traditional SaaS to AI-native operators — the data architecture, the scoring frameworks, the agentic GTM motions, and the org that runs them. Most "AI in GTM" deployments fail the same way: the tooling ships before the foundation exists. Scoring is broken. Data is messy. The agent has nothing real to act on. Building the foundation alongside the AI layer — and the org accountability that makes both work — is what I spend my time on. Currently leading Global Revenue Strategy & Operations at Wati (the AI-powered business messaging platform — 17,000+ customers across developed and emerging markets). I founded the function from scratch by transforming the existing business operations team into a true Revenue Strategy & Operations organization — defined the charter, restructured into three verticals (Strategy & Planning, Revenue Technology, Strategic Initiatives), and stood up an automation layer that immediately cut tactical RevOps load. Selected work since: → Founded Wati's AI-Led Growth charter — an agent-driven GTM motion that closes inbound SMB on WhatsApp and email without AE touch. Architected the agent, owned the cross-functional rollout, and lead the team executing it. → Built the trial-based intent scoring framework (PQL) — lifted win rate from 35% to 56% on qualified leads and added ~$3K MRR/month in incremental conversion. → Built the demographic-based ICP scoring framework — adopted org-wide across sales, customer success, marketing, support, and product. → Led the GTM incentives overhaul (Project Apex) — restructured the global payout architecture, reduced India/RoW and LATAM payouts by ~20% while improving accountability and quota attainment. → Instituted cross-functional Rules of Engagement across the GTM org, including a refund optimization framework projected to save ~$30K with seven additional optimization streams in flight. Prior to this, I led Revenue strategy and operations across enterprises such as InMobi and Freshworks. I work across the GTM engineering, RevOps, and AI-led growth stack with a specific lens on emerging-markets expansion for US-HQ SaaS companies. Open to conversations with founders, CROs, and operators thinking through agentic GTM, RevOps modernization, or India/APAC GTM build-out. #gtmengineering #revops #aiagents #b2bsaas #revenuestrategy

Location

Bengaluru

AI stack

anthropic apis

claude code

codex

cursor

deepseek

hermes agent

Work experience

Head of Global Revenue Strategy & AI Led Growth at Wati, Aug 2025 - Present · 1 yr 1 mo, India, Heading global Revenue Strategy & AI Led Growth for Wati and Astra: FOUNDED THE FUNCTION FROM ZERO Transformed business operations into a Revenue Strategy & Operations org. Defined the charter, restructured into three verticals (Strategy & Planning, Revenue Technology, Strategic Initiatives), and stood up an automation layer — a Slack-based agent for tactical RevOps requests — that cuts team load by 40+ hours/week in the first two weeks. SELECTED OUTCOMES → AI-Led Growth Charter. Founded Wati's first agent-driven GTM motion — architected the Growth Plan Closure Agent, an AI agent closing inbound SMB across WhatsApp and email without AE intervention. Owned architecture, rollout, and the team executing it. → Trial-based Intent Scoring. Built the intent scoring framework for trial prospects. Lifted win rate from 35% to 56% on qualified leads; added ~$3K MRR/month in incremental conversion. → Demographic-based ICP Scoring. Built the framework pairing firmographic fit with intent signals — adopted org-wide across sales, CS, marketing, support, and product. → Project Apex (Incentive Overhaul). Led GTM incentive restructuring — drove clarity on function ownership and payout structure; reduced India/RoW and LATAM payouts by ~20% while improving accountability and quota attainment. → Rules of Engagement. Instituted cross-functional RoE across GTM, including a refund optimization framework projected to save ~$30K with seven additional streams in flight. → FY26 / FY27 Revenue Planning. Lead global revenue planning with regional cuts for India/RoW, LATAM, and GCR. Wati's very first bottoms-up planning. SCOPE OF FUNCTION: 1. Revenue Strategy & Planning — GTM strategy, AOP, forecasting, QBRs and WBRs 2. Revenue Technology — platform, tools, integrations, agentic AI solutions 3. AI-Led Growth — agent-driven GTM motion for self-serve long-tail closure across cohorts and regions 4. Strategic Initiatives — cross-functional transformation programs, deal desk, GTM enablement, EiR

Senior Manager - Revenue Strategy & Operations - InMobi Ads at InMobi Advertising, Jul 2025 - Aug 2025 · 2 mos, Bengaluru, Karnataka, India

Revenue Strategy & Operations - InMobi Ads at InMobi Advertising, Dec 2023 - Jun 2025 · 1 yr 7 mos, Bangalore, Head global revenue strategy and operations (aka GTM Engineer) for InMobi’s Ads business (contributing to ~80% of group's revenue). ● Spearhead global ICP-based market segmentation program to systematize demand generation efforts; achieved 27% QoQ improvement in customer retention. ● Manage a team of RevOps leads across demand and supply BUs focused on improving supply-demand orchestration, sales enablement, revenue operations, and incentive compensation • Introduced data-backed revenue intelligence processes to move away from excel heavy, gut-feel based decision making - consolidated entire business’ analytics into 2 connected dashboards. • Led restructuring efforts for the global GTM function to align R&Rs with company strategy better • Moved away from misaligned qualitative OKRs to quantitative incentive and operational metrics for GTM teams. ● Manage global annual operating plan, quarterly business planning, and revenue governance: • Optimized an inefficient, 6-week quarterly planning process into a systematic fortnightly framework with accountability and transparency at its core - launched Rush48 - a hackathon-style quarterly planning program to bring efficiency in planning. • Quarterback monthly business reviews with the CEO across all GTM units to ensure revenue is pacing on track to targets and mount timely interventions. ● Launched the global sales enablement charter to empower GTM teams with tailored learning journeys across the buyer journey, sales process, sales efficiency tools, and the operating model. This was scaled globally using AI productivity tools like Gamma, Canva, and Murf AI. ● Revamped the current SFDC instance to capture sales efforts across all business channels and provide GTM teams a connected view of their business with updated hierarchies, account/opportunity ownership, market intel, and workflows. ● Collaborate with CEO, CBO, and the CFO to build GTM strategies that drive inorganic revenue growth.

Manager Strategic Initiatives at InMobi Advertising, May 2023 - Dec 2023 · 8 mos, Bangalore Urban, Karnataka, India, Lead global revenue growth strategy and revenue planning for InMobi's ads business: * Launched CATAList - a global NAL program to prioritize sales efforts and create tailored ICP-based target lists for regional sales. * Revamped the supply monthly business reviews with the CEO to structure the conversation around key metrics and org priorities. * Led global quarterly planning across product platforms (InMobi Exchange, iDSP, & Glance) and regional GTM teams (NA, EMEA, APAC) * Received a 'Rising Star' Emmy in recognition of impact created in the first few months of joining the firm.

Revenue and Marketing Operations Lead at Freshworks, Dec 2022 - May 2023 · 6 mos, On-site, Lead GTM Strategy, analytics, and change management efforts for a post-IPO global SaaS conglomerate undergoing major restructuring ● Spearhead the marketing analytics and product strategy efforts for Freshworks’ HR-suite - Freshteam • Work directly with the BU leadership and senior management to chart out alternate growth strategies to 10x the organic growth in the next 24 months ● Program manage cross-functional initiatives across marketing, sales, and CX to align functional and organizational strategy ● Built and operationalized OKRs for the CRO org. - connecting priorities across sales, solution engineering, customer success, and partnership engines ● Revamped revenue operations’ functional responsibilities from being mere tactical support for sales to becoming thought partners ● Won the EYG (elevate your game) challenge in the very first quarter of joining.

Lead - GTM Analytics at Freshworks, May 2022 - Nov 2022 · 7 mos, Chennai, Tamil Nadu, India, Lead analytics, digital marketing, and MarkOps for the HR-cloud business unit - Freshteam

Associate Manager - Founder’s Office at ZOOMRX, Apr 2021 - May 2022 · 1 yr 2 mos, Greater Chennai Area, • Formulate sales strategy and lead sales operations efforts. • Youngest team lead at the firm

Lead - Founder’s Office at ZOOMRX, May 2019 - Apr 2021 · 2 yrs, Chennai Area, India, • Spearhead financial and growth planning to triple the business of a US-based healthcare consulting startup in 3 years; build financial models and data-driven strategies to achieve this monumental revenue goal • Ferret new revenue streams to ameliorate any COVID-related setbacks to the business • Identify new target accounts from major (US, Europe, Canada, China) and emerging (India, SE Asia) healthcare markets; partnership with the top 10 biopharma companies in the US increased from 7/10 in FY19 to 10/10 in FY20 • Empower front-line sales teams to sell better through sales efficiency tools and processes • Revamped the entire sales process that transformed the CRM from being a rigid tool with insufficient information to making it a one-stop-shop for everything sales • Work in lockstep with marketing and other demand generation teams to ensure that business is growing at the desired pace • Directly collaborate with the VP of consulting and sales leadership on growth planning • Build and manage cross-geography sales development units to support our demand generation operations • Received the ‘ExOr’ award for going above and beyond the call of duty and delivering an ExtraOrdinary performance in this role.

Management Consultant at ZOOMRX, Aug 2016 - Apr 2019 · 2 y 8 mo, Greater Chennai Area, • Managed healthcare market research projects, from set-up and study design through analysis and presentation of the final report • Advised on key marketing and business decisions to multinational pharmaceutical and biotech clients; worked on planning a new brand’s go-to-market strategy in an already crowded neurology market • Utilize a range of methodologies for qualitative and quantitative research studies, including segmentation, patient journey mapping, and communication testing; worked with an established player in the respiratory space to alter their brand's messaging, in response to an unexpected competitor's entry • Maintained high levels of client satisfaction, leading to continued partnership and subsequent account expansion • Other key responsibilities included team management and mentoring, staffing and resource allocation, project management, recruitment, and training.

Biomedical Management Intern at SIMS Hospital (SRM Institutes For Medical Science), Aug 2016 - Sep 2016 · 2 mos, Greater Chennai Area, * Managed day-to-day operations of a multi-specialty hospital's Biomedical Department. * Worked closely with several stakeholders to understand their requirements for currently used medical devices.

Education

CORe Credential of Readiness, Harvard Business School

Bachelor of Engineering (B.E.), Biomedical Engineering, SSN college of engineering