Business Head (Sales) - Employee Benefits

Nova Benefits is building India's most loved employee health and wellness platform. We work with some of the country's best employers to give their teams access to high-quality healthcare, and we believe technology is the unlock that makes this possible at scale. We are not just another insurance broker. We think of ourselves as an HR tech company that happens to hold an IRDAI broking license. Our north star is employee happiness, not premium volume.

We are backed by Bessemer Venture Partners, SIG, Better Capital, Titan Capital, and Multiply Ventures, and we are a Series A company with a strong track record of building fast and building well.

Location: Bangalore (On-site)

The Role

We're looking for a Business Head (Sales) - Employee Benefits to own and scale Nova's 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 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'll 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) & enterprise accounts (3Cr - 10Cr GWP). 

What You'll Own

• 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.

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.
• 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.

Why This Role

• Own a business, not just a sales target, shape the strategy and scale Nova's Mid-Market and Enterprise Employee Benefits business.
• Build a high-performing sales organisation i.e hire, coach, and lead a team of some of the strongest sales talent in the industry.
• Work on high-value enterprise accounts and build relationships with leading companies and senior decision-makers across India.
• Partner directly with senior leadership and have a meaningful influence on Nova's growth strategy and go-to-market.
• Significant earning potential through a combination of fixed compensation, performance incentives, and ESOPs.
• Be part of a technology-first insurance brokerage transforming how businesses buy and manage Employee Benefits.

How We'll Measure Success (First 6-12 Months)

• Achievement of Mid-Market and Enterprise revenue targets.
• Growth in new business revenue and overall contribution from the Employee Benefits vertical.
• Number and value of new strategic enterprise and mid-market accounts acquired.
• Quality, size, and predictability of the sales pipeline.
• Improvement in pipeline-to-revenue conversion and sales cycle efficiency.
• Forecast accuracy and CRM discipline across the sales organisation.
• Productivity, performance, and ramp-up of the SDR and AE teams.
• Successful hiring, development, and retention of high-performing sales talent.
• Growth in average deal size and strategic account penetration.
• Contribution to cross-sell opportunities across Employee Benefits and other relevant insurance lines.
• Development of a scalable and repeatable sales engine that can support sustained growth beyond the first year.