Kritika Rawat

• Lead Sales Talent, Performance, and Workforce Planning in close partnership with sales leadership.
• Develop succession planning frameworks and leadership development programs for critical roles
• Partner with functional leaders to identify skill gaps and create targeted learning interventions.
• Redefined Sales Performance Management, PIP, and R&R frameworks, strengthening accountability and performance culture.
• With the team, hired 25+ sales professionals, including 12 mid-senior hires, with a strong focus on quality, role fit, and leadership capability.
• Drive sales dashboards and performance reviews to enable data-driven decision-making.
• Coach sales leaders to build high-performing, engaged teams through structured feedback and capability building.
• Work closely with the Founder on Talent Acquisition, culture building, and leadership effectiveness initiatives.
• Manage and mentor 2 team members across sales hiring and HRBP delivery.

• HRBP for approximately 450 employees across Sales, Growth, Marketing, and Customer Experience in a B2B and B2C blended environment.
• Partner with business heads to drive people strategy aligned to revenue, headcount, and performance goals.
• Created and maintained Cohort Dashboards to track hiring trends, attrition risk, and team-level retention insights, enabling data-driven workforce planning.
• Improved employee retention by 80% (2024) through targeted hiring, onboarding redesign, and stronger performance support.
• Designed and scaled the 'Hum Honge Kamyab (HHK)' performance enablement program, replacing traditional PIP and reducing exits by 60%.
• Played a central role in restructuring the Sales team (100 to 60 people), driving 50 to 85% growth in revenue per employee.
• Sustained a People Experience Score of 9/10, reflecting consistent support and manager effectiveness.
• Managed and mentored 4-5 HRBPs/recruiters; currently leading 1 HRBP and 1 recruiter, aligned to business functions.
• Partnered with the CHRO and founders to launch and embed Greatness Principles, increasing cultural awareness from 12.5% to 62.5%.
• Led post-acquisition policy and engagement integration for approximately 1,200 employees at Testbook, including R&R, and internal mobility programs co-owned with the CHRO.
• Spearheaded employer branding on LinkedIn for Testbook, improving outreach and the quality of applications.

Business Initiative

• Took charge of a 6-member Inside Sales team to improve lead conversion and team performance.
• Achieved ₹25 lakhs in revenue over 3 months, with a 28% increase MoM despite low-skill and low-motivation challenges.

• Built HR systems from scratch during early-stage growth (scaled from 15 to 250 employees).
• Owned full-cycle HR: recruitment, onboarding, payroll (until June 2021), compliance, HRMS, and policy operations.
• Implemented HR tech stack (Darwinbox, Keka) to streamline attendance, insurance, and ESOP workflows.
• Partnered with founders on audit readiness, due diligence, and investor-facing HR documentation.
• Led hiring across engineering, sales, support, and leadership mandates via a small in-house TA team.