The Class Of One - Global Online School
Website:
theclassofone.com
Company:
https://www.linkedin.com/company/theclassofone
Industries: Primary and Secondary Education
Job details:
About The Class Of One
The Class Of One (TCO1) is a Ministry of Education-recognised global online K-12 school serving 5,500+ students across 50+ countries through 187+ CENTA-certified teachers. TCO1 offers CBSE, NIOS, and UK Curriculum (Pearson Edexcel) programmes from Nursery to Grade 12, along with Special Education and Edu4All verticals.
Role Overview
The VP - Business Growth & Operations will be a senior cross-functional leader responsible for driving enrolment growth, revenue discipline, operational excellence, and parent/student lifecycle performance. The role will work closely with the founders and function heads to convert strategy into measurable execution across Sales, Marketing, Customer Success, Academic Operations, Technology, Finance, HR, and Logistics. It is a hands-on VP leadership position with strong ownership of growth outcomes, operating cadence, process discipline, dashboards, and execution governance. The ideal candidate understands the complete lead-to-enrolment-to-retention journey and can build systems that improve both commercial performance and parent/student experience.
Key Responsibilities
A. Business Growth, Revenue & Sales Operations
• Own the growth operating plan in partnership with Sales and Marketing leadership, including enrolment targets, revenue pipeline, and monthly/quarterly performance reviews.
• Define and monitor sales funnel KPIs: lead-to-demo conversion, demo-to-enrolment conversion, pipeline velocity, follow-up quality, forecast accuracy, talk-time/productivity metrics, and stage-wise conversion benchmarks.
• Build revenue dashboards and daily/weekly growth review mechanisms to improve visibility, accountability, and decision making.
• Identify growth gaps across channels, geographies, curriculum segments, grades, and parent cohorts; recommend corrective action plans.
• Support strategic B2B partnerships, referral programmes, school/community collaborations, and channel expansion initiatives to strengthen the enrolment funnel.
B. Marketing Performance & Funnel Quality
• Partner with the Marketing Head to align campaigns with business targets, target parent segments, curriculum positioning, and geography-wise growth goals.
• Track and challenge marketing KPIs such as lead volume, lead quality, cost per lead, CAC, ROAS, campaign-to-revenue attribution, channel ROI, and budget utilisation.
• Ensure closed-loop feedback between Sales and Marketing so that campaign quality, counselling inputs, and conversion results are reviewed systematically.
• Drive experiments around performance marketing, content-led acquisition, webinars, community outreach, partnerships, and parent advocacy-led growth.
C. Customer Success, Retention & Parent Experience
• Own the post-enrolment operating rhythm for onboarding, parent communication, student engagement, milestone tracking, renewals, and referrals.
• Build retention dashboards covering churn risk, renewal probability, parent concerns, student attendance, NPS/CSAT, and complaint resolution TAT.
• Create at-risk intervention playbooks with Customer Success and Academic teams to reduce churn and improve annual re enrolment rates.
• Act as the operational voice of parents and students, ensuring feedback is converted into process, academic, technology, and service improvements.
D. Academic Operations, ERP/LMS & Learning Technology
• Work with the Principal and Academic leadership to ensure academic operations are aligned with institutional benchmarks, parent commitments, and student outcomes.
• Oversee the operational use and optimisation of ERP/LMS platforms for timetabling, attendance, gradebooks, assessments, report cards, PTMs, and parent-teacher communication.
• Evaluate and recommend EdTech tools such as AI-driven learning support, adaptive assessments, virtual labs, gamified learning modules, and analytics systems where they create measurable value.
• Use data on attendance, session effectiveness, teacher utilisation, student performance, and parent feedback to improve operational and academic execution.
• Ensure CRM, ERP, LMS, communication channels, student portals, and reporting systems work as an integrated operating ecosystem. E. Process Excellence, Governance & Platform Operations
• Audit, redesign, and standardise cross-functional processes for scalability, including admission handover, onboarding, scheduling, examinations, certification, logistics, vendor coordination, and escalation management.
• Create SOPs, ownership matrices, SLAs, dashboards, and escalation paths to improve predictability and reduce founder dependency in day-to-day operations.
• Track platform reliability for live classes, including uptime, attendance capture, class continuity, vendor performance, and incident closure.
• Drive automation-first thinking across repetitive processes while ensuring proper user adoption, training, and compliance.
F. HR, Finance, Logistics & Cross-Functional Execution
• Coordinate with HR on manpower planning, hiring priorities, onboarding, performance review inputs, productivity metrics, and culture-building initiatives.
• Work with Finance on budgeting, expense control, MIS reporting, unit economics, revenue leakage prevention, and commercial decision support.
• Oversee logistics process governance for enrolled parent/student packages, vendor coordination, dispatch tracking, and issue resolution.
• Run weekly/monthly operating reviews with clear action owners, deadlines, risks, and follow-through across functions. Key Performance Indicators
• Revenue achievement, enrolment growth, pipeline health, forecast accuracy, and conversion improvements across the funnel.
• CAC, ROAS, lead quality, channel ROI, marketing budget efficiency, and campaign-to-revenue attribution accuracy.
• Student/parent onboarding completion, retention, renewal rate, churn reduction, NPS/CSAT, complaint resolution TAT, and referral contribution.
• Academic operations metrics such as attendance, class delivery continuity, teacher utilisation, report card/assessment TAT, and parent communication quality.
• Process SLA adherence, dashboard adoption, automation impact, vendor performance, and cross-functional closure rate.
Qualifications & Experience
• MBA or equivalent postgraduate degree in Business Administration, Operations Management, Marketing, or a related discipline from a reputed institution.
• 20+ years of progressive experience in business growth, revenue operations, sales operations, business operations, or customer lifecycle management; EdTech experience is strongly preferred.
• At least 4-5 years in a senior leadership role managing cross-functional execution in a high-growth organisation.
• Proven experience in managing enrolment/revenue funnels, sales and marketing KPIs, retention engines, operating dashboards, and performance review mechanisms.
• Exposure to ERP/LMS/CRM systems, online learning platforms, automation tools, and data-led operating models.
• Understanding of K-12 education, Indian school boards, NIOS/CBSE/international curriculum operations, or parent-facing education businesses will be an advantage.
• Experience managing distributed teams and operations across multiple geographies or parent/student cohorts.
Core Competencies
• Growth mindset with strong commercial, operational, and financial acumen.
• Full-funnel fluency: comfortable with CAC, ROAS, conversion rates, retention, learning outcomes, NPS, and operational SLAs.
• Hands-on execution ability with strategic thinking, prioritisation, and structured problem-solving.
• Strong people leadership across Sales, Marketing, Customer Success, Academics, HR, Finance, Logistics, and Technology stakeholders.
• Parent- and learner-centric approach with the ability to convert feedback into measurable improvements. • Process-first and automation-oriented mindset with strong comfort in dashboards, MIS, SOPs, and governance cadence.
• Excellent communication in English; proficiency in Hindi is an advantage.
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