Manager – B2B Insurance Lead Generation

Upstox; Bengaluru; On-site; INR 1,800,000 - 2,600,000; Full time

Job summary

Upstox in Bengaluru is seeking a Manager – B2B Insurance Lead Generation to own the top of the funnel for a new Employee Benefits business. You’ll design the lead management framework, define ICPs, and build multi-channel playbooks across cold calling, email, LinkedIn, referrals, and partner channels.

You will lead a team of SDRs, set monthly targets, and directly engage senior decision-makers at target corporates.

Qualifications

• 5+ years of experience leading a B2B SDR/lead generation team.
• Proven track record of delivering monthly pipeline targets.
• Strong understanding of ICP definition, list building, qualification frameworks, lead scoring and sales handover.

Responsibilities

• Design and own end-to-end lead management framework—sourcing, qualification criteria, lead scoring, handover to sales, follow-up cadences and recycling of cold leads.
• Define ICP by industry, employee strength, geography and current benefits setup, refining it based on conversion data.
• Build multi-channel playbooks across cold calling, email, LinkedIn, referrals, partner channels and events.
• Plan outreach around corporate policy renewal cycles so prospects are engaged ahead of renewal dates.
• Build, segment and enrich a target list of suitable corporates with mapped decision-makers across HR, Finance, Admin and leadership.
• Use tools such as LinkedIn Sales Navigator, Apollo and ZoomInfo to identify accounts and verify data.
• Maintain data hygiene and prioritise accounts by size, fit and likelihood to convert.
• Ensure the B2B sales team receives the required number of qualified leads and meetings monthly.
• Agree monthly lead and meeting targets with B2B sales leadership.
• Run a regular feedback loop with sales on lead quality and adjust targeting and messaging.
• Hire, onboard and train SDRs on prospecting, pitch, objection handling and EB products.
• Coach the team through call audits, role-plays and one-on-ones; drive a high-energy culture.
• Carry a personal monthly target for outreach, calls and meetings.
• Lead strategic accounts and build playbooks for the team to replicate.
• Own the CRM, dialers and sales engagement tools, ensuring full adoption.
• Build dashboards and MIS; share weekly and monthly insights with leadership.
• Use data to identify effective channels and adjust team effort accordingly.
• Collaborate with Marketing, Sales, Product and Operations for market feedback.

Skills

Lead gen strategy

Cold calling

CXO outreach

Team leadership

Tools

CRM

LinkedIn Navigator

Apollo

ZoomInfo

Job description

About Upstox

AtUpstox, we’re building the future of investing — simple, powerful, and foreveryone. We're one of India’s fastest-growing fintech platforms, backed by thebest in the business, including Mr. Ratan Tata and Tiger Global, and on amission to make wealth creation accessible to every Indian. From first-timeinvestors to seasoned traders, millions trust us to power their financialjourneys. We're not just moving fast — we’re moving with purpose. If you thrivein a high-energy, high-impact environment, you're in the right place.

The Role: Manager – B2B Insurance Lead Generation

UpstoxInsurance is building a B2B Employee Benefits (EB) business that helpscorporates protect their employees through group insurance. As Manager – B2BInsurance Lead Generation, you’ll own the top of this funnel — building thelead management strategy, defining and building the list of target corporates,and leading a team of SDRs that consistently delivers the number and quality ofleads the B2B sales team needs, month on month.

Thisis a player-coach role. Alongside managing the team, you’ll carry your ownoutreach target and personally call and engage decision-makers at targetcorporates. If you love building pipeline from scratch and leading from thefront, this role is for you.

What You’ll Own

• Leadmanagement framework : Designand own the end-to-end framework — sourcing, qualification criteria, leadscoring, handover to sales, follow-up cadences and recycling of cold leads.

• Idealcustomer profile : Define theICP by industry, employee strength, geography and current benefits set-up, andrefine it based on conversion data.

• Outreachplaybooks : Buildmulti-channel playbooks across cold calling, email, LinkedIn, referrals,partner channels and events.

• Renewal-cycleplanning : Plan outreacharound corporate policy renewal cycles so prospects are engaged well ahead oftheir group insurance renewal dates.

Target Account List Building

• Targetlist : Build, segment andcontinuously enrich a target list of suitable corporates, with mappeddecision-makers across HR, Finance, Admin and leadership.

• Research& data tools : Use toolssuch as LinkedIn Sales Navigator, Apollo and ZoomInfo to identify accounts andverify contact data.

• Datahygiene & prioritisation :Maintain data hygiene and prioritise accounts by size, fit and likelihood toconvert.

Pipeline Delivery to the Sales Team

• Qualifiedpipeline : Ensure the B2Bsales team receives the agreed number of qualified leads and meetings everymonth.

• Monthlytargets : Agree monthly leadand meeting targets with B2B sales leadership, aligned to sales capacity andrevenue goals.

• Feedbackloop : Run a regular feedbackloop with sales on lead quality and conversion, and adjust targeting, messagingand qualification accordingly.

• Hiring& training : Hire, onboardand train SDRs on prospecting, pitch, objection handling and Employee Benefitsproducts (e.g., Group Health, Group Personal Accident, Group Term Life).

• Targets& reviews : Set cleardaily, weekly and monthly activity and outcome targets for each team member,and review progress through huddles and dashboards.

• Coaching& culture : Coach the teamthrough call audits, role-plays and one-on-ones; drive a high-energy,performance-oriented culture.

Individual Contribution

• Personaltarget : Carry a personalmonthly target for outreach, calls and meetings set.

• CXOoutreach : Personally call andengage senior decision-makers (CHROs, CFOs, founders) at priority and largeaccounts, and set up meetings for the sales team.

• Leadfrom the front : Take the leadon strategic accounts and new segments to build playbooks the teamcanreplicate.

Tools, Reporting & Analytics

• Leadmanagement stack : Own theCRM, dialers and sales engagement tools, and ensure full and disciplinedadoption by the team.

• Dashboards& MIS : Build dashboardsand share weekly and monthly MIS with the Business Head on activity, pipeline,conversion and target achievement.

• Data-ledallocation : Use data toidentify what is working by channel, segment and message, and reallocate teameffort accordingly.

Cross-Functional Collaboration

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

How Success Is Measured

• Qualifiedleads delivered :Sales-qualified leads / meetings handed over to the B2B sales team each monthvs. target.

• Meetingsheld : Share of scheduledmeetings that take place with the right decision-maker.

• Funnelconversion : Lead → meeting →proposal conversion rates, tracked by industry, company size and channel.

• Teamproductivity : Calls,connects, emails and LinkedIn touches per SDR per day/week.

• Self-outreachtarget : The Manager’spersonal monthly target for outreach, calls and meetings set.

• Dataquality : Accuracy andcompleteness of the target account list and CRM records.

Who You Are

• 5+ yearsof experience leading a B2B SDR / lead generation team, with a proven trackrecord of delivering monthly pipeline targets.

• Strongunderstanding of lead management: ICP definition, list building, qualificationframeworks, lead scoring and sales handover.

• Hands-onwith lead management and sales engagement tools — CRM, dialers, LinkedIn SalesNavigator and data platforms.

• Excellentcold calling and outreach skills, with the confidence to engage CXO and HRleadership directly.

• Demonstratedability to hire, coach, motivate and retain a high-performing team.

• Data-driven,with comfort in building and reading dashboards and MIS.

• Willingto work on-site from Bengaluru.

Good to have

• Experiencein insurance, Employee Benefits or group health, or B2B selling to HR andFinance teams (e.g., HR-tech, payroll, fintech, SaaS).

• Familiaritywith insurance distribution and the IRDAI regulatory environment.

Why This Role Rocks

• You’llbuild the top of the funnel for a brand-new B2B Employee Benefits business atone of India’s fastest-growing fintech platforms.

• You’llhave high ownership and visibility — your pipeline directly drives the revenueof the B2B insurance business.

• You’llbe a true player-coach, building a high-performing SDR team while leading from thefront with CXOs.

• You’llwork with a passionate, fast-moving team across insurance, sales, marketing andproduct.

• Everycorporate you bring in helps protect thousands of employees and their families.

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

Upstox is an Equal Opportunity Employer;all qualified applicants will receive consideration for employment withoutregard to race, color, religion, gender, gender identity or expression, sexualorientation, national origin, genetics, disability, age, veteran status, orother characteristics.