Business Development Manager - Thrive

Role Overview

You will take ownership of the commercial side of a new corporate wellbeing intelligence platform, turning prospect interest into signed contracts and long-term client relationships. Working directly with employers, HR leaders, and partners, your day-to-day focus is on building a dependable sales pipeline, closing deals, and refining how the product is packaged, priced, and delivered. Your work directly determines how quickly this early-stage offering gains traction, expands its client base, and proves its value inside a larger digital business ecosystem.

Key Responsibilities

• Proactively build a qualified pipeline by combining direct outreach, referrals, internal company networks, and participation in industry events aimed at HR and employee benefits decision-makers.
• Own every stage of the sales cycle—from initial discovery and product demonstrations to proposals, negotiation, and closing annual contracts—then manage renewals and identify expansion opportunities within existing accounts.
• Develop and manage distribution partnerships with wellbeing providers, HR associations, business communities, and digitally focused organisations, including exploring embedded, white-label, and co-branded arrangements.
• Equip internal teams to spot and progress commercial opportunities, ensuring a smooth handover to onboarding and consistent follow-through on leads generated through multiple channels.
• Collaborate with marketing on digital campaigns that produce qualified corporate leads, and with product teams to design lower-touch, self-service sales and onboarding experiences for smaller employers.
• Translate buyer feedback, objections, and market insights into recommended changes across pricing, packaging, contracting, and onboarding to continuously improve conversion.
• Maintain disciplined CRM hygiene, track pipeline movement and conversion metrics, and provide weekly forecasts plus clear commercial updates for leadership and board reporting.
• Work closely with the Head of Thrive and the wider digital business team to support strategic priorities, test new routes to market, and contribute to refining the overall go-to-market approach.

Requirements & Qualifications

• A bachelor’s degree in Business, Marketing, Commerce, or a related discipline.
• At least four years of hands-on B2B business development or enterprise sales experience, with a proven record of generating qualified leads, running complete sales cycles, and closing corporate contracts.
• Demonstrated experience building sales pipelines from scratch, testing multiple market entry routes, and codifying repeatable sales processes that can scale beyond individual effort.
• Strong ability to engage and influence corporate decision-makers, particularly those in HR, People, Total Rewards, employee benefits, or related functions.
• Experience developing distribution, referral, embedded, or strategic channel partnerships that broaden market reach and drive incremental revenue.
• Practical proficiency with CRM and pipeline management tools; prior experience with Zoho CRM is a plus.
• Familiarity with corporate wellness, HR technology, employee benefits, insurance, or B2B SaaS is advantageous.
• Comfort with ambiguity and a willingness to adapt quickly as the proposition, market feedback, and commercial playbook evolve.