Business Sales Head - Employee Benefits

Our Client: A leading insurtech startup specializing in providing innovative and comprehensive employee benefits solutions, offering a range of customizable packages tailored to meet the unique needs of businesses through their tech-first platform. They are backed by leading global investors and are on their scale up stage.

Title: Business Sales Head - Employee Benefits

Location: Bangalore (Work from Office)

Education: Any Graduate/Post Graduate

Experience: 5 - 10+ years in insurance broking

Working Days: Mon - Friday

About 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 business development managers. We are looking for someone who values process orientation, CRM hygiene, and deep domain knowledge of employee benefits insurance.

Roles & Responsibilities:

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

Requirement:

- 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.

- Proven track record of consistently achieving and exceeding annual revenue targets and building a high-performing sales organisation.

- Experience managing and developing a sales team of 10 - 20+ members, with the ability to establish strong performance and accountability mechanisms.

- Deep relationships with private and public sector insurers, along with a strong understanding of placement, pricing, underwriting, claims, and portfolio dynamics.

- Strong network among CHROs, HR Heads, CFOs, Finance leaders, and other enterprise decision-makers.

- Strong understanding of modern CRM systems, sales technology, sales analytics, and marketing automation, with the ability to use data to drive sales decisions.

- Excellent consultative selling, negotiation, executive communication, stakeholder management, and strategic account management skills.

- Experience across Non-EB insurance lines such as Liability and Property is a plus, particularly for driving cross-sell opportunities.

- Strong bias for action, operational rigour, ownership, and the ability to operate effectively in a high-growth environment.