Business Development Manager - SMB

This role requires a consultative sales approach, strong relationship management, and the ability to navigate complex buying processes involving multiple stakeholders across business, HR, Finance and leadership teams.

You'll work closely with internal teams to understand customer requirements, develop relevant solutions, negotiate commercials and deliver a seamless client experience.

Success in this role will be measured by revenue generation, new customer acquisition, pipeline quality and the ability to consistently close high-value opportunities.

• Revenue: Own new business revenue by identifying, acquiring and closing B2B accounts across SMB and mid-market segments.
  
• Sales Pipeline: Build and manage a healthy sales pipeline through outbound prospecting, referrals, existing relationships, networking and strategic opportunities.
  
• Sales Cycle: Lead the complete sales process, including prospect identification, discovery, solution positioning, proposal development, commercial negotiations and contract closure.
  
• Client Relationships: Develop and maintain relationships with CXOs, Founders, Business Heads, HR Heads, Finance leaders and other key decision-makers throughout the buying journey.
  
• Cross-functional Collaboration: Partner with internal teams across Product, Operations, Solutions and Client Success to develop competitive proposals and ensure seamless client onboarding.
  

• Market Intelligence: Continuously gather market feedback, competitor insights, pricing trends and customer requirements to strengthen the company's go-to-market strategy.
  

• Minimum 6 months of experience in business development, B2B sales or consultative selling.
  
• Demonstrated track record of consistently achieving revenue targets, including generating revenue equivalent to at least 2.5x your annual fixed compensation over the last 12 months.
  
• Experience independently managing and closing B2B deals with annual contract values ranging from ₹5 lakh to ₹30 lakh.
  
• Established professional relationships with decision-makers such as Founders, CXOs, Business Heads, HR Heads and Finance leaders that can be converted into business opportunities.
  
• Strong consultative selling, negotiation, stakeholder management and executive communication skills, with the ability to manage multi-stakeholder sales cycles.
  
• Ability to understand customer business requirements, position relevant solutions and articulate business value.
  
• Strong commercial acumen, pricing and negotiation skills, with the ability to structure competitive proposals and drive mutually beneficial business outcomes.
  

• Ability to work independently, manage a sales pipeline and consistently deliver against revenue targets.
  

• Own a high-impact revenue portfolio with significant growth potential.
  
• Work directly with experienced leaders in one of India's fastest-growing insurance brokers.
  
• Build relationships with leading enterprises and decision-makers across industries.
  
• Join a performance-driven culture where growth is based on impact and results.
  
• Earn industry-leading performance incentives with significant upside beyond fixed compensation.
  
• Be part of a modern, technology-first insurance brokerage transforming how businesses buy and manage employee benefits.
  

• New business revenue generated.
  
• Achievement of sales targets and quota attainment.
  
• Number and value of new SMB accounts acquired.
  
• Sales pipeline quality and conversion rates across each stage.
  
• Average deal size and sales cycle efficiency.
  
• Client retention during the initial engagement period.
  
• Contribution to overall business growth through strategic account acquisition.