---
title: "Sanjeev Ranjan - Chief Operating Officer in Bengaluru | Tal"
description: "Meet Sanjeev Ranjan, 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 based in Bengaluru. AI stack includes claude, deepseek, an..."
image: "https://tal.club/meet/sanjeev-ranjan-1/share-image"
---

# Sanjeev Ranjan on Tal

## 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

[View the original profile](https://tal.club/meet/sanjeev-ranjan-1)

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