I’m Sachit Malik.

Usually the first one in.

  1. Delhibuilding partner businesses at Quikr and Zomato
  2. Dubaia soft launch nomination
  3. Tokyoexpansion for OYO
  4. Scalerbuilding the commercial engine
  5. NowAI systems used by 280 people
Sachit Malik
Sachit Malik
Feb 2020 · Scaler’s sales team
One of eight.
↑ me

The road to Scaler

2017 to 2020: real estate analytics, restaurants, hotels.

JUN 2017 – AUG 2018 · DELHI NCR

Quikr

Engagement Manager

Analytics for institutional real estate clients. Campaign results in, client recommendations out.

NominationQuikr · Delhi
Assignment
Soft launch of properties in Dubai
Nominees from the Delhi team
Just one
Name
Sachit Malik
Nominated
AUG 2018 – JUL 2019 · DELHI

Zomato

Area Manager

Launched Zomato Gold in the market. Founding member of All You Can Eat, a program built from scratch.

ALPHATop performer across the Delhi region, Q3 and Q4 2018
JUL 2019 – FEB 2020 · TOKYO

OYO Japan

Business Development & Expansion

Led a 14-person team in Japan without speaking Japanese. Named BD Rockstar for beating target in his first month.

377 / 802rooms acquired in one month across 11 regions, 47% of the national total. Sendai finished as the top zone.
FEB 2020 – PRESENT · BENGALURU

Scaler

BDM → Senior BDM → AVP

Joins as Business Development Manager. Now count the sales team.

8 founding members of the sales team
8

Eight chairs

Chapter 1. Before the team could grow, the work had to repeat.

Who gets which lead

The lead allocation model, designed with operations
Lead typeRulesSales pod
Type AType BType C
Routing rulesset weekly
Pod 1 Pod 2 Pod 3

Types and pods shown are illustrative.

DecisionFix which pods get which leadsby lead type, with routing rules reset every week.
Standing review · with marketing
  • Cost per lead, source by source
  • Which sources convert
  • Scale some, cut others
  • Rebuild the lead mix

The aim: lift conversion and lower CAC.

₹60 Cr delivered in nine months as Senior BDM. The promotion that followed was one of the fastest in the sales organization.
AVP within 10 months
2

Building the bench

A bigger team only works if hiring, coaching and promotion keep up.

Final round
2,000+

candidates interviewed in final rounds.

Then the coaching: technical training, and AI agents for call practice so counsellors can rehearse sales calls.

Pilot · tier 2 markets

Go remote, nationwide

A remote engagement model for tier 2 markets moved the revenue mix.

Tier 1 · 40Tier 2 · 60

Revenue mix, tier 1 to tier 2

and 47 promotions

The team, to scale

Sales headcount as Scaler grew from one online program to a multi-program portfolio
8
247
110
Day onePeak, two sales officesToday, after realignment across verticals
₹480 Cr+cumulative revenue led, owning the sales P&L, CAC and annual operating plan
₹6.3 Cr+monthly run rate today
8.7%month-on-month growth through the scaling phase
When I joined
$20M Scaler
Series B
$710M Scaler valuation
Profitable

From the month he joined to Scaler’s Series B. His part: helping build the commercial engine behind that growth.$710M: Series B valuation, as reported by Inc42.

3

Commercial discipline

As Scaler moved toward profitability, the work turned to cost, refunds and retention.

Memo · operating rhythmFrom: S. Malik

Decision: one rhythm, every week. Each pod reviews:

  1. Capacity and backfill plans
  2. Conversion
  3. Payment and financing completion
  4. Refundssee days 13–15
  5. Manager productivity

The same lines feed weekly pod reviews and the monthly business review with the CEO and SVP.

Weekly

Why days 13 to 15?

The 15-day refund window
123456789101112 131415

Refunds bunched up at the end of the window. He traced them to specific early classes and instructors, and worked with the delivery team to replace them.

−21.4%pod refund rate
Retention

Mentors who speak the language

Regional language mentor support for learners.

85.7%

customer retention

Financing

Nine lenders, better terms

Onboarded nine NBFC lending partners, then renegotiated terms at comparable approval rates.

−19.8%

subvention cost, saving ₹69.4 lakh in 2026

Forward Deployed Engineering

Go-to-market for a new program
1,000prospects researched first
Masterclassa dedicated funnel for the program
174enrollments by month three
4

The dashboard

The weekly rhythm needed one sheet everyone could read. He built it on top of Scaler's CRM.

Sales performance · weeklySource: Scaler CRM
used by Scaler's SVP
Conversion
Payment completion
Financing completion
Refunds
Manager productivity
Capacity & backfills

Hatched bars are illustrative. The live figures stay in the CRM.

Live CRM link
5

The agents

First, small agents for single steps. Then one voice agent for the whole journey.

The lead journey

From first contact to enrollment
GenerateAllocateConsultConvert
Step 1 · stage agents
agent agent agent agent
Step 3 · end to end
One voice agent, start to finish

Basic agents first assisted single stages. The end-to-end voice agent came next, built with help from Sarvam.

Step 2 · reactivation

Call the leads that went quiet

AI calling on dormant InterviewBit leads built new pipeline with zero new lead acquisition spend.

3.8x

average monthly ROI

The voice agent, today
280 people use it.
Now · work in progress
Fine-tuning LLMs Ongoing. Nothing shipped yet to report.

Open a door

ProfileLinkedInlinkedin.com/in/sachit-malik-b99339108
WriteEmailsachitmalik01@gmail.com
CallPhone+91 84478 89669Bengaluru, India
Go-to-Market StrategyRevenue StrategyP&L ManagementCAC & Unit EconomicsAnnual Operating PlanningSales ForecastingCapacity PlanningLead Allocation DesignPerformance MarketingSales TransformationAI Sales ToolsPartner NegotiationDashboards & AnalysisCross-functional LeadershipTeam Leadership & Hiring

MBA, Lal Bahadur Shastri Institute of Management, 2017 · B.B.E., SGGSCC, University of Delhi, 2013