Lead Generation Specialist – Outbound, Publishers, B2B EdTech, B2I Non-Hardware

This is a fully remote position, open to applicants in India.

📋 Description

• Initiate discussions with individuals shaping India's institutional content and software ecosystem, including BD leaders at S. Chand, Navneet, Pearson, Oxford, MTG, as well as a range of national and regional publishers; partnership and product executives at B2B edtech firms that cater to schools and institutions (such as LEAD, Teachmint, Classplus, Schoolnet, and the wider school-software sector); and BD heads at B2I non-hardware solutions providers (like LMS, ERP, school-management platforms, assessment platforms, spelling-bee operators, and language-lab software).

• Assess potential partners according to our publisher partnership frameworks (Content licensing, Tech-in-Print, Tech-via-Channel, Distribution) and our B2B/B2I institutional partnership models (Licensing, Integration, Co-Sell, White-Label), subsequently transferring framework-aligned meetings to the LSM team.

• Keep three categorized lists: Indian Publishers (~3,500), Indian B2B EdTech companies (~250), and B2I non-hardware solutions providers (~150) — updated and tiered on a monthly basis.

• Execute multi-channel outbound strategies (primarily email and LinkedIn, with phone as a secondary tool) targeting BD heads, product heads, and senior executives.

• Engage with 60–90 decision-makers monthly through either live dialogues or significant written communications.

• Utilize a lane-specific questionnaire that emphasizes content/tech posture, integration interest, and the relevant publisher or B2B/B2I institutional partnership models.

• Collaborate with the Marketing team on partnership-positioning materials; this lane requires tailored one-pagers instead of generic flyers.

• Maintain a quarterly outreach to inactive contacts, as publisher, B2B edtech, and B2I sales cycles tend to be lengthy.

• Organize follow-ups based on key events such as the Frankfurt Book Fair, London Book Fair, BETT India, ASU+GSV, and events within the Indian publishing industry.

• Contribute insights on publisher, B2B edtech, and B2I market trends to the Marketing revision log — including leadership changes, content/product gaps, and partnership indicators.

⛳️ Requirements

• 4–6 years of experience in B2B inside sales or business development, particularly within publishing, B2B edtech, institutional software, or content licensing.

• Excellent written communication skills in English — outreach to BD heads should convey a peer-to-peer tone, rather than a vendor-to-buyer approach.

• Familiarity with the Indian publishing landscape, the B2B edtech sector, and B2I institutional software providers.

• Confidence in engaging in senior B2B conversations with BD heads, product heads, and occasionally founders.

• Proficiency with LinkedIn Sales Navigator and the implementation of structured outbound sequences.

• Previous experience in publisher business development, B2B edtech partnerships, school-software business development, or partnerships with LMS/ERP/assessment platforms.

• Understanding of B2B/B2I commercial models, including revenue-sharing, licensing fees, per-seat pricing, white-label agreements, and API/integration arrangements.

• Awareness of recent developments in the Indian B2B edtech and school-software markets, including funding, exits, and leadership changes.

🏝️ Benefits

• Competitive base salary along with performance-based incentives, paid monthly.

• Direct access to senior leaders in publishing, B2B edtech, and institutional software throughout India.

• Opportunity for cohort learning with an extended 90-day onboarding period due to the complexities of this role.

• Clear advancement path to Senior ISM, Cohort Lead, or roles in partnerships vertical LSM/strategy.