Business Development Head

Welldoc; Bengaluru; Hybrid; INR 3,500,000 - 6,500,000; Full time

Job summary

Welldoc in Bengaluru (hybrid, 4-day office) seeks a dynamic Head of Business Development – India to pioneer our first entry into the Indian market. You will own the entire GTM lifecycle, from localized positioning to closing enterprise deals in healthcare IT.

You will hunt high-value accounts, build relationships with healthcare executives, and translate market feedback to product teams to align features and pricing with the Indian ecosystem.

Qualifications

• 15+ years of B2B enterprise sales experience, with at least 5+ years selling IT products, SaaS, or software in the Indian healthcare/pharmaceutical sector.
• Proven greenfield track record of launching a foreign B2B product in India from scratch (zero baseline to ARR/revenue).
• Experience closing multi-year SaaS or tech contracts with ACV/TCV > $1M.
• Active, leverageable network within top-tier healthcare groups.

Responsibilities

• Pioneer Market Entry: Design, iterate, and execute end-to-end GTM strategy for healthcare IT products in India.
• Pipeline Generation: Prospect high-value enterprise accounts (pharma, healthcare networks, corporate wellness, insurers).
• Win New Logo & Revenue: Own net-new ARR targets; close new logos in India.
• End-to-End Sales Ownership: Lead from lead gen to demos, negotiations, and closing.
• Strategic Positioning: Channel local market feedback to US product/engineering teams for alignment.
• Relationship Building: Cultivate relationships with healthcare C-suite executives and key decision makers.
• Exceed Targets: Lead complex enterprise deals from discovery to close; meet/exceed quotas.
• Compliance & Localization: Ensure product navigation adheres to local regulations.

Skills

Sales leadership

Strategic account management

Negotiation

Presentation & communication

Autonomous/self-starter

Education

Bachelor’s degree in Business/IT/Healthcare Administration

MBA

Job description

About The Role

We are looking for a dynamic, high-performing, and result-oriented Head of Business Development – India. This is a foundational, individual-contributor role with the mandate to pioneer 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 a proven track record of unlocking greenfield sales territory, navigating complex enterprise sales cycles, 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 our healthcare IT product suite in India.
• Pipeline Generation: Identify, map, and aggressively prospect high-value enterprise accounts (pharmaceutical companies, healthcare networks, corporate wellness, and insurance providers).
• Winning New Logo & Revenue Generation: Own a net-new ARR (Annual Recurring Revenue) target. Drive aggressive market penetration by hunting, pitching, and closing new 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 from discovery 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 selling IT products, SaaS, or software specifically within the Indian healthcare/pharmaceutical sector.
• Proven Greenfield Track Record of building a business or launching a foreign B2B product in India from scratch (zero baseline to significant ARR/revenue).
• Concrete evidence of closing multi-year SaaS or technology-enabled contracts with an Annual 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, population health, 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 to roll up their sleeves to do foundational prospecting work.
• Exceptional negotiation, presentation, and communication skills, with the ability to articulate 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)