Business Development Head

Welldoc, Inc.; Bengaluru; Hybrid; INR 6,000,000 - 9,000,000; Full time

Job summary

Welldoc, Inc. in Bengaluru, India seeks a dynamic Head of Business Development to pioneer our entry into the Indian market. This individual-contributor role owns the full GTM lifecycle, from localized positioning to closing enterprise deals in B2B healthcare ecosystems.

You will build an active pipeline, target pharma, healthcare networks, insurers, and corporate wellness programs, and drive ARR growth while collaborating with US product/engineering to tailor features and pricing for India.

Qualifications

• 15+ years of B2B enterprise sales experience in Indian healthcare/pharmaceutical sector.
• Proven track record of greenfield market entry and launching a foreign B2B product in India.
• Closed multi-year SaaS or technology-enabled contracts with ACV/TCV > $1M.

Responsibilities

• Pioneer Market Entry: design, iterate, and execute the end-to-end GTM strategy for our healthcare IT product suite in India.
• Pipeline Generation: prospect high-value enterprise accounts (pharmaceuticals, healthcare networks, corporate wellness, insurers).
• Win New Logo & Revenue: own net-new ARR; drive market penetration by hunting, pitching, and closing new logos in India.
• End-to-End Sales Ownership: manage lead generation, pitches, demos, negotiations, closing, sales ops, and account management.
• Strategic Positioning: translate local market feedback to US product/engineering to align features and pricing with India.
• Relationship Building: cultivate relationships with C-suite executives and industry influencers.
• Exceed Targets: lead complex enterprise deals from discovery to close; meet or exceed quotas.
• Compliance & Localization: ensure product navigation adheres to local regulations.

Skills

Enterprise sales

Greenfield market entry

Negotiation skills

Presentation skills

Digital health

Travel willingness

Self-starter

Adaptability

Education

MBA

Bachelor's degree

Job description

About the Role

We are looking for a dynamic, high-performing, and result-oriented Head of BusinessDevelopment – India. This is a foundational, individual-contributor role with the mandate topioneer our entry into the Indian market for the very first time.As our first boots on the ground, you will own the entire go-to-market (GTM) lifecycle, from
localized positioning to closing enterprise deals in B2B healthcare ecosystems. If you have aproven track record of unlocking greenfield sales territory, navigating complex enterprise salescycles, and thriving in autonomous, high-impact environments, this role is for you.

Key Responsibilities

• Pioneer Market Entry: Design, iterate, and execute the end-to-end GTM strategy for ourhealthcare IT product suite in India.


• Pipeline Generation: Identify, map, and aggressively prospect high-value enterpriseaccounts (pharmaceutical companies, healthcare networks, corporate wellness, andinsurance providers).


• Winning New Logo & Revenue Generation: Own a net-new ARR (Annual RecurringRevenue) target. Drive aggressive market penetration by hunting, pitching, and closingnew logos in India.


• End-to-End Sales Ownership: Manage the entire sales cycle, right from lead generation, executive-level pitching to technical demos, bid reviews, commercial negotiations, closing deals, sales ops, and account management.


• Strategic Positioning: Act as the \"voice of the market.\" Translate local market feedback to our US product and engineering teams to ensure our product features and pricing models align perfectly with the Indian healthcare ecosystem.


• Relationship Building: Cultivate deep, long-term relationships with healthcare C-suite executives (CEOs, CIOs, CTOs, and CFOs) and key industry influencers/decision makers.


• Exceed Targets: Act as the lead quarterback on complex, enterprise-level deals fromdiscovery to close, consistently meeting or exceeding quarterly and annual quota targets.


• Compliance & Localization: Work alongside legal and leadership teams to ensure our
  product navigation adheres to local regulations.

Required Qualifications

• Experience: 15+ years of B2B enterprise sales experience, with at least 5+ years sellingIT products, SaaS, or software specifically within the Indian healthcare/pharmaceuticalsector.


• Proven Greenfield Track Record of building a business or launching a foreign B2B productin India from scratch (zero baseline to significant ARR/revenue).


• Concrete evidence of closing multi-year SaaS or technology-enabled contracts with anAnnual Contract Value (ACV) or Total Contract Value (TCV) exceeding $1M.


• An active, highly leverageable network of contacts within top-tier healthcare groups.


• Deep familiarity with the digital health landscape, value-based care models, populationhealth, and payer reimbursement mechanisms.


• Exceptional consultative sales skills; ability to articulate complex technical concepts into
  clear business value.


• Self-starter who is comfortable with ambiguity, requires minimal oversight, and is willing toroll up their sleeves to do foundational prospecting work.


• Exceptional negotiation, presentation, and communication skills, with the ability toarticulate complex clinical and economic value propositions.


• Ability to travel & represent Welldoc at key industry-related events, conferences, and to engage with stakeholders.


• High adaptability and ability to thrive in fast-paced, dynamic environments

Experience: 15+ years
Education: Bachelor’s degree in Business, Information Technology, or Healthcare
Administration and/or an MBA.
Location: Bangalore (Hybrid Work Model, 4-day work from office)