Shahrukh Usmani
Business Head
Delhi
Summary
Dynamic SaaS and Enterprise Sales Leader with 9+ years of global experience in scaling B2B and B2C businesses, driving multi-million-dollar ARR, and optimizing sales and marketing operations across North America, Europe, SEA, and MENA. Proven track record of building high-performing teams (2,000+ professionals), executing high-impact GTM strategies, and leveraging CRM automation and AI-driven sales funnels to enhance customer acquisition and retention.
Adept at P&L management, enterprise partnerships, and digital transformation, I have successfully launched global SaaS solutions, learning platforms, and AI-driven upskilling programs, partnering with Microsoft, Adobe, and Oracle. With expertise in data-driven decision-making, CAC optimization (reducing up to 60%), and sales automation, I have consistently scaled businesses from startup to $40M+ ARR while maintaining operational excellence.
An MBA graduate from IIM Kozhikode, I thrive at the intersection of technology, sales, and strategy, helping organizations expand globally, penetrate new markets, and build scalable revenue models.
Overview
9
9
years of professional experience
Work History
Head of Business Development
UpBuild Global Inc.
04.2024 - Current
- Launched UpBuild Academy, a global upskilling platform for AI & Project Management, onboarding 10,000+ mid-to-senior professionals from North America, Europe, and APAC.
- Secured strategic partnerships with Microsoft, Adobe, and Oracle, expanding enterprise training solutions worldwide.
- Led enterprise sales expansion, driving $6M ARR within the first six months through direct B2B engagements.
- Consulted for government and corporate clients to integrate SaaS-based digital learning ecosystems.
VP of Sales
Coding Ninjas (Naukri.com)
01.2023 - 04.2024
- Scaled B2B SaaS revenue 2x in three months, optimizing CRM and automation for a streamlined sales process.
- Developed GTM strategies that captured 2,000+ universities & enterprises across India, Southeast Asia, and the Middle East.
- Reduced Customer Acquisition Cost (CAC) from 80% to 25%, leading to $12M+ ARR growth.
- Implemented a multi-region digital marketing & sales funnel, improving lead conversion by 40% YoY.
Growth & Business Head
Bloombrain Learning Solutions
09.2020 - 01.2023
- Built a B2B2C SaaS model, onboarding 200+ schools & colleges for CRM & LMS solutions.
- Grew revenue 10x from $75K to $750K ARR within two years.
- Developed an AI-powered learning & assessment tool, penetrating K-12, corporate L&D, and higher education markets.
- Led organic acquisition strategies, generating 30% of revenue from inbound demand.
GM – Enterprise Sales
Extramarks (Reliance Industries Subsidiary)
01.2018 - 09.2020
- Established and scaled the B2B & SaaS vertical, growing ARR from $15K to $30M in Year 1, and further to $42M in Year 2.
- Closed 1,000+ enterprise deals, driving SaaS adoption of CRM, LMS, and smart classroom solutions.
- Managed 2,000-member global sales teams across 68 cities in India, UAE, Indonesia, and Africa.
- Developed automated sales & lead tracking systems, cutting operational inefficiencies by 30%.
Sr. Business Development Manager
Think & Learn (BYJU'S)
01.2016 - 01.2018
- Led 45-member sales teams, exceeding revenue targets and achieving 100% incentive benchmarks.
- Built structured L&D programs, enhancing sales team productivity and increasing conversion rates by 30%.
- Spearheaded partnerships with global institutions, paving the way for future expansion beyond India.
Education
MBA -
IIM - Kozhikode
04.2001 -
B.tech - Electrical, Electronics And Communications Engineering
Amity
Noida, India 04.2001 -
Skills
Relationship management
Pricing strategy
CRM management
Channel management
Business development and planning
Team building expertise
Marketing strategy
New business development
Timeline
Head of Business Development
UpBuild Global Inc.
04.2024 - Current
VP of Sales
Coding Ninjas (Naukri.com)
01.2023 - 04.2024
Growth & Business Head
Bloombrain Learning Solutions
09.2020 - 01.2023
GM – Enterprise Sales
Extramarks (Reliance Industries Subsidiary)
01.2018 - 09.2020
Sr. Business Development Manager
Think & Learn (BYJU'S)
01.2016 - 01.2018
MBA -
IIM - Kozhikode
04.2001 -
B.tech - Electrical, Electronics And Communications Engineering
Amity
04.2001 -