Manager – B2B Insurance Lead Generation

Job Description

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

• Hiring & training : Hire, onboard and train SDRs on prospecting, pitch, objection handling and Employee Benefits products (e.g., Group Health, Group Personal Accident, Group Term Life).
• Targets & reviews : Set clear daily, weekly and monthly activity and outcome targets for each team member, and review progress through huddles and dashboards.
• Coaching & culture : Coach the team through call audits, role-plays and one-on-ones; drive a high-energy, performance-oriented culture.

Individual Contribution

• Personal target : Carry a personal monthly target for outreach, calls and meetings set.
• CXO outreach : Personally call and engage senior decision-makers (CHROs, CFOs, founders) at priority and large accounts, and set up meetings for the sales team.
• Lead from the front : Take the lead on strategic accounts and new segments to build playbooks the team can replicate.

Tools, Reporting & Analytics

• Lead management stack : Own the CRM, dialers and sales engagement tools, and ensure full and disciplined adoption by the team.
• Dashboards & MIS : Build dashboards and share weekly and monthly MIS with the Business Head on activity, pipeline, conversion and target achievement.
• Data-led allocation : Use data to identify what is working by channel, segment and message, and reallocate team effort accordingly.

Cross-Functional Collaboration

• Collaboration : Work with Marketing on campaigns, content and inbound lead flow; with Sales on smooth handovers; and with Product and Operations to bring market feedback back into the EB offering.

How Success Is Measured

• Qualified leads delivered : Sales-qualified leads / meetings handed over to the B2B sales team each month vs. target.
• Meetings held : Share of scheduled meetings that take place with the right decision-maker.
• Funnel conversion : Lead meeting proposal conversion rates, tracked by industry, company size and channel.
• Team productivity : Calls, connects, emails and LinkedIn touches per SDR per day/week.
• Self-outreach target : The Manager’s personal monthly target for outreach, calls and meetings set.
• Data quality : Accuracy and completeness of the target account list and CRM records.

Who You Are

• 5+ years of experience leading a B2B SDR / lead generation team, with a proven track record of delivering monthly pipeline targets.
• Strong understanding of lead management: ICP definition, list building, qualification frameworks, lead scoring and sales handover.
• Hands-on with lead management and sales engagement tools — CRM, dialers, LinkedIn Sales Navigator and data platforms.
• Excellent cold calling and outreach skills, with the confidence to engage CXO and HR leadership directly.
• Demonstrated ability to hire, coach, motivate and retain a high-performing team.
• Data-driven, with comfort in building and reading dashboards and MIS.
• Excellent communication skills.
• Willing to work on-site from Bengaluru.

Good to have

• Experience in insurance, Employee Benefits or group health, or B2B selling to HR and Finance teams (e.g., HR-tech, payroll, fintech, SaaS).
• Familiarity with insurance distribution and the IRDAI regulatory environment.
• Graduate degree; MBA preferred.

Why This Role Rocks

• You’ll build the top of the funnel for a brand-new B2B Employee Benefits business at one of India’s fastest-growing fintech platforms.
• You’ll have high ownership and visibility — your pipeline directly drives the revenue of the B2B insurance business.
• You’ll be a true player-coach, building a high-performing SDR team while leading from the front with CXOs.
• You’ll work with a passionate, fast-moving team across insurance, sales, marketing and product.
• Every corporate you bring in helps protect thousands of employees and their families.

By applying for this position, you acknowledge that you have reviewed our Prospective Employee Privacy Notice , which outlines how Upstox collects, uses, and protects your Personal Information ("PI"). I accept Upstox's Prospective Employee Privacy Notice.