Head Business Sales

Business Sales Head - Employee Benefits

Our Client: Our client, a leading insurtech startup specializes 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+ yrs in insurance broking

Working Days: Mon - Friday

About the Role: We're 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'll 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.

About Hireginie: Hireginie is a prominent talent search company specializing in connecting top talent with leading organizations. We are committed to excellence and offer customized recruitment solutions across industries, ensuring a seamless and transparent hiring process. Our mission is to empower both clients and candidates by matching the right talent with the right opportunities, fostering growth and success for all.