Job Title : Director / Senior Associate Director - Growth, Analytics & Performance (B2C / In-House Digital Media Only)

Location : ISB Hyderabad

Department : Executive Education & Digital Learning (EEDL)

Reports To : Executive Director - EEDL

About ISB:

The Indian School of Business (ISB) is a globally recognized B-school, fostering future leaders through its cutting-edge research, world-class faculty, and dynamic learning environment. The Executive Education & Digital Learning (EEDL) division at ISB is dedicated to empowering professionals and organizations through high-impact executive programs and digital learning solutions.

EEDL is a key growth engine for ISB, with a strong focus on scaling enrolments, revenues, and digital reach while maintaining academic rigor and brand credibility.

Position Overview:

The Director - Growth, Analytics & Performance will lead ISB EEDL's growth agenda, with end-to-end ownership of demand generation, funnel performance, and revenue outcomes across executive education and digital learning programmes.

This role moves beyond traditional performance marketing to focus on growth strategy, analytics-led decision making, conversion optimisation, and scalable acquisition. The incumbent will lead ISB's in-house growth and performance function, translating business objectives into measurable growth outcomes across paid acquisition channels and the enrolment funnel.

This role operates entirely in-house and does not rely on agencies for execution.

Why Join ISB - EEDL?

- Be part of a globally recognised institution shaping the future of executive and digital learning.

- Own meaningful growth outcomes with leadership visibility and strategic influence.

- Collaborate with world-class faculty, senior executives, and global organisations.

- Build and lead a high-impact growth and performance function within a complex, high-value learning ecosystem.

Key Responsibilities:

Strategy & Leadership:

- Define and execute the growth and performance strategy for ISB's Executive Education & Digital Learning portfolio.

- Own enrolment growth, revenue contribution, and funnel efficiency across programmes.

- Partner closely with the Executive Director - EEDL, programme teams, admissions, and sales to align growth initiatives with business priorities.

- Translate institutional goals into growth hypotheses, investment plans, and measurable outcomes.

- Build, mentor, and lead a high-performing in-house team spanning growth, performance marketing, and analytics.

Paid Media & Performance Management:

- Own end-to-end performance acquisition across paid digital channels including Google, LinkedIn, Meta (Facebook/Instagram), programmatic platforms, retargeting, and performance-led email.

- Lead channel strategy, budget allocation, and scaling decisions across programmes and audiences.

- Drive continuous optimisation across audience targeting, creatives, landing pages, and bidding strategies.

- Balance growth and efficiency by actively managing CPL, CPA, conversion rates, and incremental returns.

Note: SEO is currently excluded from the scope of this role.

Analytics & Reporting:

- Establish robust analytics and measurement frameworks across the full demand funnel-from lead generation to enrolment and revenue.

- Develop dashboards, scorecards, and performance reviews to enable leadership-level decision making.

- Diagnose funnel bottlenecks, identify growth levers, and prioritise investments using data.

- Drive attribution, incrementality, and cohort-based analysis to improve ROI and predictability.

Marketing Automation & CRM Integration:

- Leverage marketing automation platforms (e.g., Salesforce Marketing Cloud, HubSpot) for lead nurturing, segmentation, and personalised journeys.

- Ensure seamless integration between acquisition channels, CRM systems, and admissions workflows.

- Improve lead quality, engagement, and enrolment conversion through lifecycle-based communication strategies.

Innovation & Optimisation:

- Lead structured experimentation across channels and funnel stages, including A/B testing and conversion rate optimisation (CRO).

- Continuously test and optimise creatives, messaging, landing experiences, and funnel flows.

- Stay current on digital growth trends, analytics methodologies, and platform updates to keep ISB at the forefront of data-driven growth.

KPIs (Key Performance Indicators):

- Enrolment and revenue growth for executive and digital learning programmes

- Cost per lead (CPL) and cost per acquisition (CPA)

- Conversion rates and funnel efficiency across stages

- Return on ad spend (ROAS) and marketing ROI

- Funnel velocity and lead-to-enrolment cycle time

- Lead generation volume and quality (for executive and digital learning programs)

Qualifications & Experience:

- Minimum 15 years of experience in growth, performance marketing, or digital acquisition roles with clear ownership of revenue outcomes.

- Proven success in scaling customer acquisition in-house; agency-only experience will not be considered.

- Demonstrated experience owning full-funnel growth, including paid acquisition, analytics, and conversion optimisation.

- Prior P&L responsibility or ownership of large acquisition budgets with measurable ROI.

- Strong analytical orientation with hands-on experience in tools such as Google Analytics, dashboards, CRM systems (e.g., Salesforce), and marketing automation platforms.

- Deep understanding of experimentation, attribution, and data-driven growth frameworks.

- Prior experience in education, edtech, or high-value B2C/B2B services is strongly preferred.

- Strong leadership, stakeholder management, and communication skills.