Ahmed Palwala

As a Business Consultant at CIC — a firm specializing in GTM, RevOps, and cross-border expansion across Southeast Asia and the Middle East — I was brought on to build new revenue streams in the global EdTech vertical from the ground up.
GTM & Pipeline Development: Designed and executed a cold outreach strategy built around industry-specific use cases tailored to EdTech buyers. This generated over $200K in qualified pipeline and resulted in signed Proof of Concept (POC) contracts with global brands including Zebra, Digival, Zuoyebang, Creta Class, Oda Class, and VIPKid.

Account Targeting & ICP Definition: Conducted deep industry and regulatory analysis across target markets to define Tier 1 accounts aligned with specific use cases and data improvement budget cycles. Built a curated list of 17+ high-intent accounts, enabling focused outreach and faster conversion.

Sales Process & Conversion Optimization: Led A/B testing by user persona to develop customized demo flows for different buyer types. Collaborated closely with Product and Data Engineering teams to simplify demo use cases, resulting in $40K in new closed revenue and a faster sales cycle.

RevOps & Expansion Roadmaps: Developed comprehensive GTM and RevOps roadmaps for CICs expansion into SEA and Middle East markets. These roadmaps covered sales process structure, tooling, team scaling triggers, and market-specific acquisition strategies in partnership with clients like Zebra and Digival.

Government & Institutional GTM: Led CICs Saudi EdTech GTM initiative in coordination with the Ministry of Education, scoping a nationwide digital learning rollout — one of the most high-stakes market entry projects in the portfolio.

PMF & Localisation Research: Conducted Product-Market Fit (PMF) research and drove product localisation for digital learning solutions targeting Arabic-speaking and SEA markets, ensuring cultural and pedagogical relevance.
Key Achievement: Scaled the outbound sales function across SEA and ME, generating a new pipeline and $40K in net new revenue in the EdTech vertical.

AI-driven platform.

As Business Head for Yuanfudaos India operations (operating under the Creta Class brand), I was responsible for building the entire India market presence from zero — hiring, operations, GTM, partnerships, and P&L ownership

India Market Build-Out: Built India operations from scratch, scaling to 450+ employees within 12 months. This included establishing the organizational structure, hiring across sales, marketing, and operations, and setting up localized workflows for the Indian EdTech market

Enterprise Sales & Revenue: Achieved 140%+ revenue completion with $800K+ in enterprise revenue generated. Closed high-value institutional partnerships across the enterprise and education sectors by owning the full sales cycle from prospecting through negotiation and close

Sales Process Implementation: Implemented a structured outbound sales process — covering cold calls, email, and LinkedIn — spanning 15 touchpoints across a 21-day cadence. Tested and optimized approaches for different personas (CTO, CISO, Product Lead) to maximize outreach efficiency

Sales Target Achievement: Achieved 114% of Sales target for 2023 net new logo business by managing the entire sales process end-to-end and collaborating with Product and Sales Engineering teams to demonstrate clear ROI

Business Case Development: Created tailored business cases by stakeholder type — business, technical, and procurement — translating the platforms value into decision-maker language. This approach reduced the sales cycle by 25%

GTM & Market Research: Executed PMF research, localisation strategy development, and SEA market insights to adapt the product for non-Chinese markets. Launched nationwide brand presence through coordinated multi-channel GTM campaigns.
Key Achievement: Under my leadership, Creta Class won the Best Educational Award at the Indian Education Summit and EdTech Awards 2023 by Brand Honcos.

The top choice for LIVE online classes for K1 to K12, CBSE, ICSE, JEE & NEET exams, and the best offline
centers for JEE and NEET preparation.

Promoted from Sr. BDM (Aug 2019) to Center Head (Feb 2020).
At Vedantu — Indias top live online learning platform

I progressed rapidly from a senior individual contributor to a Center Head with full P&L ownership within 6 months.

Revenue & Quota Attainment: Overachieved quota by 130% through disciplined enterprise sales execution. Grew ARR year-over-year by closing 20+ enterprise clients across India.
Multi-Threading Strategy: Implemented a multi-threading sales approach to engage multiple decision-makers simultaneously within target accounts, dramatically improving win rates on complex deals.

RevOps Frameworks: Built and implemented RevOps frameworks that improved enterprise revenue by 30% across major accounts, including better pipeline visibility, forecasting accuracy, and handoff protocols between sales and delivery.

P&L & Account Ownership: As Center Head, took full ownership of center P&L, including revenue targets, cost management, team performance, and client retention. Managed Annual Maintenance Contracts (AMCs), improved customer satisfaction scores, and strengthened long-term enterprise relationships.

B2B Acquisition & Partnerships: Designed multi-channel B2B acquisition strategies that improved deal velocity and enabled partner-led growth motions.

Key Achievement:
Won the Vedantu V-Achievers Award twice for best-performing results, one of the top recognition programs across the company.

• Overachieved quota by 130% by closing Enterprise customers.
• By implementing multi-threading strategy to get sales from key decision makers.
• Implemented RevOps frameworks improving enterprise revenue by 30% across major
accounts.
• Designed multi-channel B2B acquisition strategies enhancing deal velocity and partner-led
growth.
• Strengthened enterprise relationships, improving AMCs, retention, and customer
satisfaction.
• Responsible for full P&L as well as growth of accounts.
• Grew ARR for the same period year-over-year by closing 20+ Enterprise clients across India.

Toppr is Indias leading after-school learning app on a mission to make learning personalised for
extremely passionate team of engineers, educators and designers.
Key Delivered rapid business growth by building a $12k pipeline in 3 months, driving a
23% annual revenue boost, and earning two promotions for exceptional sales and team leadership
performance.

Promoted twice: Sales Executive → Assistant Team Coach → BDM.

Toppr was Indias leading after-school learning app. Across my 2.5 years here, I grew from an individual sales contributor to a team leader and BDM through consistent performance and a track record of building pipeline.

Sales & Pipeline: Closed 15+ mid-market and enterprise deals, building a strong B2C pipeline. Delivered a $12K qualified pipeline in the first 3 months, contributing to a 23% annual revenue boost for the business unit.

Training & Cross-Functional Exposure: Trained across core business functions : Sales, Marketing, Finance, and Operations — gaining a clear understanding of how these functions interact to drive results. This foundation became central to how I later built GTM and RevOps motions.

Team Leadership: Led onboarding and training for 20+ team members across sales and delivery functions as Assistant Team Coach, developing coaching frameworks and performance tracking processes.

GTM & Partner Ecosystems: Created partner ecosystems and implemented data-driven GTM motions that improved conversion rates across the sales funnel.

Key Achievement:
Earned two promotions in 2.5 years for exceptional sales performance and team leadership. Delivered rapid business growth that directly contributed to measurable annual revenue improvement.