Category Head – Marketing Suite (F&B POS) (AVP)

The opportunity

Petpooja powers billing and operations for tens of thousands of F&B outlets in India. We sell our customers two things: an ops manager that runs their restaurant — billing, menu, inventory, reports—and a marketing manager that grows it.

Marketing Manager is the newer, faster, and less-built of the two. Today it spans influencer marketing, Meta & Google ads, and WhatsApp CRM. Loyalty is next, and the roadmap after that is open. The demand signal is already strong; almost nothing about how we sell it, price it, or operate it is settled.

The line is at ₹10 Cr ARR today. The mandate is ₹25 Cr in 18 months. We are hiring the person who will get it there — and build the business that keeps compounding after.

What you own

The P&L, revenue, margin, pricing, and growth for the entire Marketing Automation line. You set the plan, you make the number.

Marketing craft—the heart of this role. This is not a business you can run from a dashboard. You need genuine depth across the disciplines we sell and understand the same from the customer’s end:

• Influencer—creator selection, brief quality, what separates a campaign that fills tables from one that buys views
• Meta & Google—audiences, creative, budget allocation, and what good ROAS actually looks like for a single-outlet restaurant
• WhatsApp CRM—segmentation, lifecycle journeys, template strategy, deliverability, and the cost-per-message maths
• Loyalty—program design, earn/burn economics, and what drives genuine repeat rather than discount addiction

You will be the person merchants, agencies, and internal teams turn to when a campaign underperforms — and you should be able to say why, specifically.

Sales. You own the number and the motion behind it. Inside sales sits with you. ₹10 Cr → ₹25 Cr will not come from today's channels alone — finding and building the next ones (self-serve, partner-led, agency, in-product) is core to the job, not a side project. You'll own the pitch, the pricing, and the enablement that makes every channel effective.

Pricing and packaging. Subscription, usage-based, performance-linked, or a mix. Yours to design and defend on unit economics.

Product direction. What we build next, and what we don't. Loyalty is the immediate one. You'll define the roadmap with Product & Tech and prioritise against merchant demand, margin, and competitive pressure.

Operations. Campaigns have to ship — briefed, launched, tracked, reported — at rising volumes. You'll build the operating model, the SLAs, and the automation that stops headcount from scaling linearly with campaigns.

Partnerships. Influencer networks, Meta/Google, WhatsApp BSPs, loyalty and martech players. Petpooja's durable advantage is its ecosystem — every partnership you sign should make that moat harder to cross, not just add a line item.

What success looks like

• ₹10 Cr → ₹25 Cr ARR in 18 months, at healthy contribution margin
• Merchant penetration — % of the base on at least one Marketing Manager product
• Revenue per merchant, and repeat campaign rate — the honest test of whether it worked
• At least one new sales channel built and contributing meaningfully to the run rate
• Campaign ROI/ROAS delivered to merchants, and campaign TAT
• Cost per campaign and % of operational steps automated
• Loyalty launched and monetised

Who we're looking for

• Real marketing depth. Hands-on experience running or owning performance marketing, CRM/lifecycle, influencer, or loyalty — ideally more than one. You should be able to challenge an agency on ROAS and a merchant on their creative.
• Up to 15 years of experience, with a real stretch running a business, P&L, or 0→1 line — not just a function inside one.
• Has built and run a sales motion, not only supported one.
• Comfortable owning operations at volume — SOPs, SLAs, throughput, cost per unit.
• Strong commercial instinct: pricing, margins, unit economics.
• SaaS, martech, adtech, or merchant-tech background preferred; B2B SMB experience strongly preferred.

What this role is not

This is not a role where the strategy is handed to you. There is no playbook for selling marketing services to an Indian restaurant SMB — you will write it, get it wrong a few times, and fix it fast. We're looking for a go-getter: someone who moves without waiting for permission, gets into the field with merchants, and would rather ship an imperfect motion this month than a perfect one next quarter.

Band: AVP | Stakeholders: Sales, Product & Tech, Finance, Legal/Compliance, merchants, influencers, external partners