Headline

Building Spotlyte | Ex - Head of RevOps & Business Excellence @ PhysicsWallah ($4.4B) | Scaling Revenue Engines - SalesOps · Analytics · Product & AI · QA · Strategy | Ex-Delhivery · Stanza · Udaan · Gartner | BIT Mesra

About

I build scalable revenue engines. Over 9+ years, I've scaled businesses from 0→1 and 1→n across EdTech, Supply Chain, and E-commerce - building the systems, teams, and processes that turn ambiguity into outcomes. At PhysicsWallah ($4.4B), I lead Revenue Operations & Business Excellence - a function I built from scratch that now supports 1200+ reps across 230+ centers, manages a funnel of 1.2 Cr+ leads, and has helped scale revenue from ₹100 Cr to ~₹1350 Cr. I own 5 verticals: SalesOps, Analytics, ProductOps, QA, and Cost Saving & Vendor Management. Some things I've built in the last 3 years, at PW: → A SalesOps engine delivering 98% dial prioritization and 65% connectivity across 6 business lines, and 10+ lead sources with the right prioritization → A QA system that improved audit adherence 65% → 85%+, now transitioning to AI-led audits (targeting 30–35% cost savings) → 50+ Power BI dashboards driving 15%+ rep productivity gains as team scaled 750% → Enterprise tech migrations: QLIK → Power BI, Merrito → Leadsquared, Redshift → Trino (~83% infra cost reduction) → An AI roadmap targeting reactivation of 1.5M dormant leads and ₹50 Cr incremental revenue Before PW, I held progressive roles across three high-growth companies - driving Process & Supply Chain Excellence at Udaan ($1.7B), Ops & P&L transformation at Stanza Living ($577M), and Sales Analytics & Product Innovation at Delhivery (₹24K Cr market cap) - each building a new layer of my operational and analytical depth. My edge is building from first principles - whether that's a zero-to-one function, a data centralization charter, or an AI pilot. I work best in fast-moving environments where the playbook doesn't yet exist. Passionate about the intersection of Revenue Operations, AI, and Scalable Systems - and always keen to connect with builders, operators, and leaders solving hard problems at scale. Outside of work, I'm energised by sports (especially cricket and football), people-first cultures, and the occasional startup rabbit hole.

Location

Bengaluru

AI stack

claude

deepseek

gemini

grok

lovable

ChatGPT

Work experience

Chief Operating Officer at Spotlyte, Jun 2026 - Present · 5 mos, Bangalore Urban

Associate Director at PW (PhysicsWallah), Apr 2025 - Jun 2026 · 1 yr 3 mos, Noida, Leading Revenue Operations & Business Excellence at PhysicsWallah ($4.4B) - 60+ member team, 6 verticals, 1200+ reps across 230+ centers, driving revenue at ₹1200+ Cr. A) Sales Operations - Manages 1.1 Cr+ leads across 5 pods (Outbound, Inbound, City Sales, QA, Vendor) and 6 business lines: Vidyapeeth, Pathshaala, Tuition Centre, Residential, Power Batch, and Shorter Courses - Source-level lead filtration, cohort-based routing, and real-time issue management; 98% dial prioritization, 65% connectivity, contributing ~70% to overall VP Sales B) QA & Governance - Transformed QA from a compliance checkpoint into a revenue-aligned governance layer - Introduced binary sub-parameter audit scoring; eliminated evaluator bias, improved adherence ~65% → 85%+ across 800+ counselling reps - Launched centralized info portal, source-specific pitch frameworks, and structured refresher programs Piloting AI-led audits (Convin) - QA team reducing 60 → 35 → Further reduction by Mar '26 | Net 30–35% cost savings with higher throughput C) Analytics & BI - 50+ Power BI + SQL/Python dashboards across funnel health and rep efficiency - Enabled 15%+ productivity gains as team scaled 750%; shifting org from reactive reporting to predictive funnel intelligence D) AI Products & Strategy - Scoped and initiated 4 AI pilots: QA automation (Convin), lead scoring & prioritization (LIM), voicebot-based lead filtration, app nudges (Plotline) for CX-led rewarming - Targeting reactivation of 1.5M dormant leads — projected 100–200K conversions and ₹50 Cr incremental revenue E) Cost Saving & Vendor Management - Dialer cost optimization and consolidation: Target of ~20% license cost reduction with full functional parity - Ongoing vendor contract renegotiations across tech and ops - building on ₹2.2 Cr+ annual savings established in prior role

General Manager at PW (PhysicsWallah), Apr 2024 - May 2025 · 1 yr 2 mos, Noida, Uttar Pradesh, India, Scaled revenue operations from ~₹500 Cr to ~₹900 Cr - leading 4 core functions across 26 PODs and 16 direct reports: Sales Operations (8 pods), Sales Product & Vendor Management (3), Sales Analytics (4), and Growth Analytics (1). A) Technology Transformation Orchestrated 3 simultaneous enterprise-wide migrations with zero disruption to live sales operations: - QLIK → Power BI: Benchmarked and implemented Power BI (CBA-driven) - cut database query concurrency by 20% via optimized view/matview architecture; reduced infra costs by ~83% - Merrito → Leadsquared: Led end-to-end CRM migration - user journeys, integrations, reporting, negotiation and procurement; streamlined workflows across 1100+ reps - Redshift → Trino: Led this for VP - 83% cost reduction while maintaining scalability - Data Centralization POD: Unified 30+ sources (GA, Meta/Google Ads, CRM, comms) into AWS warehouse - ~85% integration success B) Growth Analytics - Built dedicated ROI and CPT visibility layer across 100+ paid campaigns on Google and Meta - Delivered structured insights and optimisation recommendations to Paid Marketing - improving lead quality and funnel conversion across a ₹20 Cr digital budget C) New Vertical - VP Live (now Power Batch) - Built the business case, led full GTM - product vision, team setup, SalesOps, QA and Counselling from scratch - ₹2.4 Cr revenue in 60 days (AOV: ₹22K) - validated category before scale D) AI Adoption (0→1) - Pioneered AI tooling at PW - QA automation, voicebot lead qualification, AI-driven creatives - Benchmarked vendors, led negotiation, defined product vision and implementation roadmap Foundation for reactivating 1.5M dormant leads - projected 100–200K conversions, ₹50 Cr incremental revenue E) Vendor & Product Management - Directed vendor contracts across offline sales vertical: ₹2 Cr+ annual savings via SLA redesign and competitive benchmarking - Drove enhancements across all SaaS products : CRM, Telephony, ERP, and Audit tools

Associate General Manager, Sales Ops & Analytics & Product, Offline Counseling at PW (PhysicsWallah), Mar 2023 - Apr 2024 · 1 yr 2 mos, Noida, Uttar Pradesh, India, 🚀 The 0→1 role. Built the entire Sales Operations, Analytics, and ProductOps infrastructure for PW's offline counselling business - taking the business from ₹100 Cr -> ~₹500 Cr and laying the foundation for everything that followed. A.) Sales Operations - Started from a blank slate - established Central Sales Ops, Category Sales Ops, Sales Intelligence POD, and dedicated Issue Resolution & Tech Troubleshooting teams - Designed the funnel architecture, pod structure, and lead routing logic that the business still runs on today - Launched RnR framework - Incentives & Contest programs across 1000+ reps, institutionalising performance culture from day one B) Analytics Leadership - Built the Sales Analytics function end-to-end - from data pipelines and dashboards to predictive models and strategic reporting for leadership - Centralized 10+ critical data streams across functions - breaking silos and enabling cross-functional decision-making for the first time; This further enabled a lot of reporting & insighting requests - Pioneered Drip Management as a retention and rewarming lever - later scaled into a core revenue recovery strategy C) Product & Procurement - Owned the product roadmap for CRM, Telephony, ERP, and IVR - defining enhancement priorities based on rep feedback and funnel data - Spearheaded CLM Drip and IVR Blast - two product innovations that became foundational to the lead engagement stack - Built vendor and product partnership relationships that anchored the procurement strategy for the years ahead

Senior Manager, Sales Ops Product at Delhivery, Feb 2022 - Mar 2023 · 1 yr 2 mos, Gurugram, Haryana, India, Built and led Central Sales Analytics and SalesOps from scratch at India's largest logistics unicorn — covering B2B, B2C, SME, D2C, and Aggregator segments. Also, led the VAS Product Ops function. A) Sales Analytics - Defined KPIs and built 12+ leadership BI dashboards across all express sales segments - Built AOP + adherence tracking engine, giving leadership real-time visibility into sales performance for the first time - Structured and visualized Sales Performance metrics for CXO-level stakeholder reporting B) SalesOps - SME Inside Sales - Established SalesOps for SME Inside Sales vertical (50 reps, 3 TLs): deployed Salesforce HVS and cadence rituals - Improved rep efficiency and daily lead adherence by ~40% C) QA (0→1) - Built the QA function from scratch: defined 15+ evaluation parameters, launched cohort-level pitches and refresher playbooks Improved QA scores 3.5x and boosted conversions by +1.2% D) VAS Products - Led end-to-end ownership of 4 VAS products: RTO Predictor, REPL, PLOD, and Location Intelligence - Scaled adoption across 5 business units; drove 6–8% volume and revenue uptick in pilot accounts E) NDR Innovation - Spearheaded WhatsApp-based delivery verification for NDR management - Reduced address errors by ~43%, improved overall delivery rate by +2%, recovered ₹1.3 Cr annually from failed deliveries

Senior Business Associate, Customer Excellence, Founder’s Team at Stanza Living, May 2021 - Feb 2022 · 10 mos, Delhi, India, Part of the Founder's Team, driving Ops Excellence and P&L strategy across pan-India operations at one of India's largest co-living startups ($577M). A) P&L & Financial Planning - Led Capex/Opex underwriting before every new property launch - built cost models, forecasted revenue, and assessed delta between planned vs actuals - Enabled data-backed decisions for network expansion, unit economics, and asset feasibility across 10+ cities B) R&M Operations - Designed and scaled the Repair & Maintenance model from scratch across 150+ properties - Built beat plans, SLA workflows, and WMS-linked complaint management systems - Developed the FE (Field Executive) app; led end-to-end piloting and drove Pan-India rollout - Reduced repeat issues by ~28% and improved resolution TAT by 35% C) CX Transformation - Built SOPs tied directly to CSAT metrics, deployed pan-India dashboards tracking KPIs across 5+ verticals - Improved overall CSAT score by ~6% through structured PKTs and SOP adherence programs - Worked on NPS improvement with focused interventions on low-score detractors (0–2 band) D) Tech & Product - Led cross-functional initiative across Ops, Product, and Tech to build a custom digital R&M tool in-house - Eliminated key execution bottlenecks — reduced ops escalations by ~40%

Senior Business Analyst, Process Excellence, Operations and Supply chain at udaan.com, Oct 2019 - May 2021 · 1 yr 8 mos, New Delhi, Led Process Excellence and Operations Analytics for the Food & Fresh category at India's largest B2B e-commerce platform ($1.7B), driving supply chain efficiency across hubs, warehouses, and last-mile operations. A) Process Excellence & Governance - Built 20+ dashboards tracking Performance and Hygiene metrics across Hubs and Warehouses; Led weekly governance meetings with Hub Managers, Cluster Managers, and City Heads to ensure accountability - Improved adherence to performance metrics from 40% → 95%+ through structured action plans and escalation loops - Designed and enforced performance scorecards for last-mile touchpoints - institutionalised hygiene KPIs pan-region B) OTP Verification (0→1) - Conceptualised and deployed OTP-based delivery confirmation across North & East Zone - Reduced fake delivery attempts from ~40% → 2%; built monitoring dashboards and compliance governance to sustain it C) Customer Communication & RTO Reduction - Led a 54-member CS team: designed a customer-centric communication model focused on buyer education around location accuracy, cash readiness, and delivery timelines - Built a performance scorecard to monitor CS adherence and reduce RTO - Implemented Zonal CS office pilot in NCR - replaced hub CS model to reduce driver dependency and further drive down RTO D) Supply Chain & Inventory Visibility - Spearheaded PSV Liquidation visibility process; created system-wide awareness around liquidated items and live inventory - Coordinated cross-functionally with BD, Tech, Hub Managers, and Cluster Managers to close process gaps

Associate Data Scientist at Gartner, Jul 2018 - Aug 2019 · 1 y 1 mo, Gurugram, Early career role at the world's leading research and advisory firm - spanning two teams across Data Science and Business Intelligence. - Owned end-to-end management of GLMS (Global Labor Market Survey): budget planning, survey coding, vendor coordination, data extraction, and automated report generation - Built interactive Power BI dashboards for SMLE (Social Media Listening Engine): extracted live Twitter data via hashtags, pushed into SQL database, and visualised for leadership - Designed complex surveys using Verint and JavaScript for global client data collection - Statistically analyzed client performance against global benchmarks using SPSS - formulated automated reports (AER, GLMS, Turnover) with actionable recommendations - Built high-visualisation demographic charts across multiple cuts to update Gartner's Unified Benchmarking Platform - Created Excel and PowerPoint automations via VBA - significantly reducing manual reporting effort Tools: Verint · SPSS · SQL · JavaScript · Power BI Pro · Excel · Python (Basic) · MS Office Achievements: - Ranked top 5% of all employees in FY 2018-19 performance cycle - Awarded GEM of the Month on debut (2018)

Education

Bachelor of Engineering (B.E.), Biotechnology, Birla Institute of Technology, Mesra

ICSE and ISC (10th and 12th), Computer Science, Rajendra Vidyalaya