Manager – B2B Insurance Lead Generation

Manager –
B2B Insurance Lead Generation
Company: Upstox
Location: Bengaluru
Work arrangement: 5 days in the office
Function: Insurance – B2B Sales (SDR / Lead Generation
team)
About Upstox
At
Upstox, we’re building the future of investing — simple, powerful, and for
everyone. We're one of India’s fastest-growing fintech platforms, backed by the
best in the business, including Mr. Ratan Tata and Tiger Global, and on a
mission to make wealth creation accessible to every Indian. From first-time
investors to seasoned traders, millions trust us to power their financial
journeys. We're not just moving fast — we’re moving with purpose. If you thrive
in a high-energy, high-impact environment, you're in the right place.
The Role: Manager – B2B Insurance Lead Generation
Upstox
Insurance is building a B2B Employee Benefits (EB) business that helps
corporates protect their employees through group insurance. As Manager – B2B
Insurance Lead Generation, you’ll own the top of this funnel — building the
lead management strategy, defining and building the list of target corporates,
and leading a team of SDRs that consistently delivers the number and quality of
leads the B2B sales team needs, month on month.
This
is a player-coach role. Alongside managing the team, you’ll carry your own
outreach target and personally call and engage decision-makers at target
corporates. If you love building pipeline from scratch and leading from the
front, this role is for you.
What You’ll Own
Lead Generation Strategy & Lead Management
●
Lead
management framework: Design
and own the end-to-end framework — sourcing, qualification criteria, lead
scoring, handover to sales, follow-up cadences and recycling of cold leads.
●
Ideal
customer profile: Define the
ICP by industry, employee strength, geography and current benefits set-up, and
refine it based on conversion data.
●
Outreach
playbooks: Build
multi-channel playbooks across cold calling, email, LinkedIn, referrals,
partner channels and events.
●
Renewal-cycle
planning: Plan outreach
around corporate policy renewal cycles so prospects are engaged well ahead of
their group insurance renewal dates.
Target Account List Building
●
Target
list: Build, segment and
continuously enrich a target list of suitable corporates, with mapped
decision-makers across HR, Finance, Admin and leadership.
●
Research
& data tools: Use tools
such as LinkedIn Sales Navigator, Apollo and ZoomInfo to identify accounts and
verify contact data.
●
Data
hygiene & prioritisation:
Maintain data hygiene and prioritise accounts by size, fit and likelihood to
convert.
Pipeline Delivery to the Sales Team
●
Qualified
pipeline: Ensure the B2B
sales team receives the agreed number of qualified leads and meetings every
month.
●
Monthly
targets: Agree monthly lead
and meeting targets with B2B sales leadership, aligned to sales capacity and
revenue goals.
●
Feedback
loop: Run a regular feedback
loop with sales on lead quality and conversion, and adjust targeting, messaging
and qualification accordingly.
Team Leadership & Motivation

Experience
5 - 12 Years

Employment type
Permanent

Work arrangement
No