Business Development Manager

Role Overview

This is a business development position focused on driving corporate sales for a digital employee wellbeing proposition within a major financial services group. You will be responsible for building a qualified pipeline from scratch, closing annual B2B contracts, and establishing repeatable distribution channels through partners and referral networks. Your work directly supports the growth of the Thrive product line and helps shape how employers engage with wellbeing and benefits solutions.

Key Responsibilities

• Proactively identify and engage prospective corporate clients using a mix of outbound outreach, referrals, internal company networks, and attendance at relevant industry events and business communities.
• Own the complete sales cycle from initial discovery and product demonstration through proposal creation, pricing negotiation, contract signing, and successful renewal or expansion of existing accounts.
• Activate dormant corporate relationships and coach internal teams to spot and progress sales opportunities, ensuring a smooth handoff to onboarding after a deal is closed.
• Develop scalable distribution partnerships with wellbeing providers, HR networks, employer associations, and digitally forward organisations, including embedded or white-label arrangements that generate ongoing lead flow.
• Collaborate with marketing teams to design and run digital campaigns aimed at generating qualified corporate leads, and work with product teams to create self-service journeys for smaller employers.
• Translate buyer objections, customer feedback, and market intelligence into concrete recommendations for improving product packaging, pricing, contracting, and the overall sales experience.
• Maintain disciplined CRM hygiene, update weekly sales forecasts, track conversion and win/loss data, and prepare clear commercial updates for leadership and board reporting.
• Support the strategic priorities of the Head of Thrive and the wider digital business team by contributing to proposition development, customer experience improvements, and go-to-market innovation.

Requirements & Qualifications

• A bachelor’s degree in business, marketing, commerce, or a related discipline.
• At least four years of experience in B2B business development, enterprise sales, or commercial growth roles.
• Proven ability to generate qualified leads, manage complex sales cycles, and close corporate contracts with measurable results.
• Demonstrated experience in building new sales pipelines, testing different routes to market, and creating repeatable sales processes that scale.
• Comfortable engaging with corporate decision-makers, particularly those in human resources, people operations, total rewards, and employee benefits functions.
• Experience establishing distribution or referral partnerships, including embedded or strategic channel agreements.
• Strong working knowledge of CRM and pipeline management tools; familiarity with Zoho CRM is a plus.
• Prior experience in corporate wellness, HR technology, employee benefits, insurance, or B2B SaaS is advantageous.