Hi, I’m
Durgesh Pandey
Sales Head
Bengaluru
Summary
Results-driven P&L leader with 8 years of experience specializing in revenue growth, B2B sales, inside sales, and GTM strategy. Demonstrated success in scaling businesses from 0 to 1, achieving up to 10X growth, optimizing EBITDA, and managing multi-million-dollar revenue portfolios. Proven track record of leading large B2C and B2B sales teams to drive high conversion rates and operational excellence.
Overview
8
years of professional experience
4
years of post-secondary education
Work History
Emeritus
Senior Manager – Head, India Degrees & Tech Certs
02.2024 - Current
Job overview
- Own P&L for India Degrees and Tech Certifications vertical ($16M+ annual revenue).
- Doubled topline revenue in 6 months by scaling new program launches and recurring revenue.
- Built and led a team of 2 Managers, 4 Team Leads, and 40 Sales Associates (1.5X productivity gain).
- Launched Tech Certs vertical from $0 to $2M in 6 months.
- Closed large B2B enterprise deals for workforce development, contributing 30% to overall revenue.
- Reduced EBITDA burn via process efficiency and cost optimization.
Unacademy (GraphyX)
Associate Director – Business
05.2023 - 01.2024
Job overview
- Scaled GraphyX, a creator monetization SaaS product, driving 5X YoY monthly GMV growth.
- Owned P&L, built teams across Sales, Marketing, and Key Accounts.
- Reduced EBITDA burn by 50% with operational improvements.
- Scaled cost-effective growth channels for educator acquisition.
UpGrad
Associate Director – Business
04.2022 - 05.2023
Job overview
- Led business growth across Data, MBA, Study Abroad, UGDx, and Offline, with ₹200 Cr (~$25M) targets.
- Managed a 200+ member sales team, including 20 managers and 3 senior managers.
- Implemented scalable processes, driving revenue and operational excellence.
- Led multiple 0 to 1 initiatives and pilots to scale conversion by 60%.
UpGrad
Senior Manager – Business
10.2020 - 03.2022
Job overview
- Owned revenue for Data, PM, Digital Marketing, and LLM verticals (~₹80 Cr).
- Tripled MBA lead-to-pay conversion (1.5% to 4.5%) while halving CAC.
- Increased referral share from 15% to 40%.
- Managed a 100-member sales team with 6 managers driving revenue growth.
UpGrad
City Head – Business
08.2019 - 10.2020
Job overview
- Founded and scaled Hyderabad to highest revenue city (₹30 Cr+).
- Shifted sales model from inside to direct, improving conversion 3X (2% to 6.5%).
- Led 25 Associates, boosted lead generation 3X via BTL campaigns.
Byju’s
Sr. Business Development Associate
08.2017 - 01.2019
Job overview
- Achieved and exceeded direct B2C revenue targets.
- Trained 6 to 10 junior sales associates to improve conversions.
Various Consultation Firms
Independent Consultant – Revenue, Sales, GTM Strategy
04.2021 - Current
Job overview
- Advised startups and mid-stage EdTechs across India and Southeast Asia on sales strategy, GTM planning, funnel optimization, and market entry.
- Provided a deep-dive consultation on pricing, conversion strategy, and sales org structuring.
- Supported clients with training frameworks and organizational alignment for revenue scale.
- Engaged via platforms like Guidepoint, Third Bridge, and other expert networks.
Education
Atharva College of Engineering
Bachelor of Engineering from Information Technology
01.2013 - 01.2017
Skills
Revenue management
Profit and loss management
Go-to-market strategy
Sales team development
B2B enterprise sales
Business-to-business growth initiatives
Sales lead conversion
Conversion funnel optimization
Cost analysis for CAC reduction
EBITDA optimization
Cross-team communication
Efficiency in process automation
Operational streamlining
Timeline
Senior Manager – Head, India Degrees & Tech Certs
Emeritus
02.2024 - Current
Associate Director – Business
Unacademy (GraphyX)
05.2023 - 01.2024
Associate Director – Business
UpGrad
04.2022 - 05.2023
Independent Consultant – Revenue, Sales, GTM Strategy
Various Consultation Firms
04.2021 - Current
Senior Manager – Business
UpGrad
10.2020 - 03.2022
City Head – Business
UpGrad
08.2019 - 10.2020
Sr. Business Development Associate
Byju’s
08.2017 - 01.2019
Atharva College of Engineering
Bachelor of Engineering from Information Technology
01.2013 - 01.2017