Senior Manager / Associate Director Institutional Sales & Partnerships

About Kitaboo ONE

Kitaboo ONE is a digital content distribution and institutional access platform enabling publishers to reach universities, colleges, libraries, and government institutions at scale. The platform brings together academic, STEM, education, regional, and global content through a unified licensing and access framework.

Role Objective

senior, revenue-owning role

direct institutional sales

Key Responsibilities

• Identify, engage, and close institutional customers including universities, colleges, research bodies, and libraries.
• Build and manage a strong institutional sales pipeline across higher-education, academic, and STEM segments.
• Own regional institutional revenue targets with end-to-end accountability.
• Lead direct sales engagements including discovery, solutioning, pricing, and closure.
• Manage contract negotiations, renewals, and multi-year access agreements.
• Provide structured insights on institutional content demand and influence acquisition priorities.
• Engage with government bodies, academic consortia, and public institutions; track tenders and opportunities.
• Prepare proposals, pricing frameworks, and documentation; coordinate internal onboarding for activation.

KPIs

• Minimum 

  3 new institutional sign-ups per quarter

• Annual revenue responsibility of ₹6–9 Cr

   per role
• Pipeline coverage of 

  3× quarterly targets

• Multi-year renewals and account expansion

• Monthly institutional demand and market intelligence reporting

Ideal Candidate Profile

• 10+ years

   of experience in institutional / enterprise B2B sales
• Proven track record of closing large-ticket institutional deals
• Prior responsibility for 

  ₹5 Cr+ annual business

• Experience in academic/STM publishing, EdTech, SaaS, or institutional content solutions

• Strong understanding of institutional procurement, licensing models, and buying cycles

• Comfortable operating independently in a high-ownership, growth-stage environment

Remuneration

• Competitive fixed + performance-linked variable compensation

  , aligned with experience and industry standards
• Clear, transparent incentive structure with strong upside for high performers

Why Join Kitaboo ONE

• Opportunity to build and scale institutional business at a national level
• Clear ownership of revenue, accounts, and outcomes
• Platform backed by strong content partnerships and global distribution vision
• Performance-driven culture with defined growth and leadership pathways

📩 Interested candidates may DM, apply via LinkedIn, or connect with HR.