Summary
Overview
Work History
Education
Skills
Timeline
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Saurabh Nayak

Thane

Summary

Hi, I'm Saurabh, an entrepreneur passionate about technology and business. I currently lead the Beard Category at Man Matters (Mosaic Wellness), where I've driven 137% growth in new customers and scaled to ₹3 cr MRR. Previously, I founded UnSugar, a chronic disease management platform. Before that, I led the development of multiple marketplaces (including India's largest agri-commerce platform) and fintech products at Ninjacart, scaling them across 80 markets in India. Earlier, I founded Annaaj, an agri-tech social commerce platform. I began my career as a core team member at Amberstudent, a crossborder student accommodation marketplace, where our 7 member team built the platform from a single geography in the U.S. to 3 countries and grew to over 200 employees.

Overview

7
7
years of professional experience

Work History

Program Manager - Leading Beard Category

Man Matters(Mosaic Wellness)
09.2024 - Current
  • Drove significant growth in new customer orders (137%) and repeat customer orders (72.5%). Increased Beard category MRR to ₹3 Cr, with new and repeat customer MRR each contributing ₹1.5 Cr.
  • Own the P&L for the entire category across multiple channels (Meta Ads, Google Ads, Amazon, Flipkart), turning around CM2 from -13% to breakeven.
  • Defined the ICP, which directly fueled the development of multi-channel marketing strategies.
  • Managed end-to-end website funnel from page viewed to checkout, including landing page narratives and creative elements.
  • Optimized discounts and pricing to achieve target ATC, CVR, and AOV, resulting in a ₹11% improvement in new customer AOV.
  • Set up post-purchase journeys on clevertap (WhatsApp, PN, SMS, Email) to drive customer habit, consistent product usage, reordering, and improve NPS & retention.
  • Collaborated cross-functionally (Marketing, Sales, Product, Finance) to align strategies, informed by deep consumer insights derived from surveys, customer calls and continuous monitoring of key metrics (NPS, RTO, AOV, LTV, STR).

Founder

UnSugar
07.2023 - 05.2024
  • Company Overview: A digital health platform aimed at reversing metabolic diseases through lifestyle intervention. We sought to overcome the limitations of traditional, transactional healthcare.
  • Conducted extensive user research, interviewing 100+ doctors, trainers, nutritionists, and mental health professionals to create a holistic program for diabetes reversal.
  • Managed end-to-end product development of comprehensive platform integrating diet, exercise, and stress management services, delivering a holistic solution.
  • Developed a superior diet algorithm (even better than HealthifyMe!) focusing on glycemic load reduction, enabling easier healthy eating and reducing service costs compared to competitors.
  • Led the entire acquisition and sales funnel, from customer acquisition via Meta and Google Ads to establishing and managing an inside sales team for lead conversion.
  • Acquired ₹220 paid customers with an AOV of ₹12,000, successfully helping 50 people reverse diabetes.
  • A digital health platform aimed at reversing metabolic diseases through lifestyle intervention.

Senior Manager - Strategy (COO’s Office)

Ninjacart
05.2022 - 06.2023
  • Company Overview: India's largest Agri-commerce & fintech platform.
  • To develop seamless tech-driven solutions for trade, I led extensive fieldwork over 3 months, interviewing 500+ traders across 10+ regions to deeply understand existing pain points related to trust, credit, and market access.
  • Joined a small, four-member strategy team to build India's largest Agri-commerce & fintech platform from 0 to 1.
  • Spent 3 months traveling to over 10 regions across the country and interviewed more than 500 traders to build solutions that seamlessly fit into their current trade practices.
  • Led product development from 0 to 1 for Ninjacart’s key Products: Commerce, Payment Assurance, Ninja Mandi, and BNPL.
  • Established POCs in a single region and continuously improved our solutions based on customer feedback and scaled the platform to 21 markets, and ultimately, to 80 markets.
  • Led GTM for Commerce & Payment Assurance across 80 markets, training the ground team on product workflows, sales pitches, and market intelligence.
  • Setting monthly & quarterly GMV, trade volume, and revenue targets across categories and SKUs, factoring in seasonality and market forecasts.

Founder

Annaaj
07.2021 - 02.2022
  • Company Overview: Agri-tech social commerce platform that sourced fresh produce directly from farmers or APMCs.
  • Disrupted traditional supply chains by eliminating intermediaries, holding costs, and last mile deliveries, resulting in lower prices for end-customers and lower CAC via social commerce.
  • Achieved significant market penetration and engagement, growing from a single room to 30 active Annaaj Leaders (resellers) and surpassing BigBasket's daily orders in Bhopal, with over 60% repeat end-users.
  • Built a sustainable economic model, maintaining a 23% gross margin while paying Annaaj Leaders an average of ₹6,000 commission per active leader.
  • Achieved PMF by solving for trust deficits and technology adoption in Tier 2-4 geographies, offering an economically superior alternative to existing grocery marketplaces.
  • Agri-tech D2C platform that sourced fresh produce directly from farmers.
  • Raised funds from marquee angels: Mr. Akshay Shankar (CPO Cartrade), Mr. Ravi Mehra (Founder & CEO Sheerdrive), Mr. Saurabh Goel (Founder & CEO Amberstudent)

Head of Growth (Core team)

Amberstudent
04.2018 - 11.2021
  • Company Overview: Long-term accommodation booking platform for international students.
  • Was part of the initial 7 people team, scaling it to 3 countries (UK, US, and Australia), 200+ employees, and scaled GBV to $150MM/annum, revenue to $5MM/annum, and made it profitable.
  • Led all growth initiatives for Amber (acquisition, activation, retention), building and managing a 30-person team across Business & Analytics, Marketing Automation, PPC, Social Media, and SEO.
  • Scaled monthly web traffic from 20k to 1 MM+, with a conversion rate of 10% (lead generation).
  • Built and led the entire paid acquisition charter from scratch, scaling spending from ~5L to ~3Cr monthly while maintaining a 1:5 CAC:LTV ratio.
  • Developed a lead-scoring algorithm, to prioritize high-intent leads for sales, boosting conversion rates.
  • Built the entire SEO function from scratch, taking the organic ranking from 100 to 1st(for ~80% keywords) on Google, from zero revenue from organic search to 50%(~$2.5MM) in revenue contribution.

Education

BTech - Chemical Engineering

Rajiv Gandhi Institute of Petroleum Technology
01.2017

Skills

  • SQL
  • Google Analytics (Universal & GA4)
  • Mixpanel
  • Data Studio
  • Zoho Analytics
  • Tableau
  • Webflow
  • Figma
  • Premier Pro
  • Canva
  • Google Ads
  • Meta Ads
  • Moengage
  • Clevertap

Timeline

Program Manager - Leading Beard Category

Man Matters(Mosaic Wellness)
09.2024 - Current

Founder

UnSugar
07.2023 - 05.2024

Senior Manager - Strategy (COO’s Office)

Ninjacart
05.2022 - 06.2023

Founder

Annaaj
07.2021 - 02.2022

Head of Growth (Core team)

Amberstudent
04.2018 - 11.2021

BTech - Chemical Engineering

Rajiv Gandhi Institute of Petroleum Technology

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Saurabh Nayak