The Role:

We are looking for a Business Head (Sales) - Employee Benefits to own and scale Mid-Market and Enterprise sales business. This is a high-impact leadership role responsible for building a predictable, high-performing revenue engine across accounts with annual premiums ranging from INR 50 lakh to INR 10 crore.

You will be responsible for executing and running a predictable sales motion, driving a team of 8 to 15 business development managers. We are looking for someone who values process orientation, CRM hygiene, and deep domain knowledge of employee benefits insurance.

The role requires a strong understanding of Employee Benefits, deep insurer and enterprise relationships, and the ability to combine strategic leadership with strong execution. You should be meticulous in excel, CRM, running team stand-ups, and being organized with work.

You will work closely with Marketing, Placement, Product, Client Success, and Revenue Operations to build a scalable sales organisation and strengthen Nova's position in the enterprise market.

Success in this role is measured by revenue growth, target achievement, ensuring input metrics that drive revenue, team performance, and the ability to consistently win high-value mid-market (30L - 3Cr GWP) and enterprise accounts (3Cr - 10Cr GWP).

What You'll Own:

- Revenue and Business Growth: Own the Mid-Market and Enterprise Employee Benefits revenue charter and drive consistent, profitable growth.

- Sales Strategy: Define and execute the go-to-market strategy, target account approach, sales processes, and revenue plans for the segment.

- Enterprise Sales: Lead strategic and high-value opportunities, from solutioning and placement strategy through commercial negotiations and closure.

- Sales Organisation: Build, lead, and scale a high-performing team of SDRs and AEs with clear goals, accountability, and performance rhythms.

- Sales Engine: Build a predictable sales engine across prospecting, pipeline management, forecasting, conversion, and closure, with strong CRM discipline.

- Team Coaching: Coach the team on consultative selling, enterprise deal strategy, negotiation, stakeholder management, and account planning.

- Strategic Relationships: Build strong relationships with CHROs, HR Heads, CFOs, insurers, and other key stakeholders across the ecosystem.

- Cross-functional Leadership: Work closely with Marketing, Placement, Product, Client Success, and Revenue Operations to improve deal outcomes, customer experience, and revenue growth.

- Market and Expansion: Identify market opportunities, competitive insights, and cross-sell opportunities across Employee Benefits and relevant commercial insurance lines.

What We're Looking For:

- 5 - 10+ years of experience in the insurance broking industry, with at least 2+ years in sales leadership or enterprise sales.

- Strong experience in Employee Benefits, particularly in acquiring and closing Mid-Market and Enterprise accounts.

- Demonstrated experience independently closing multiple large Employee Benefits accounts with annual premiums in the INR 5 - 20 crore+ range.